Make It All About Them: Winning Sales Presentations

Overview

Praise for Make It All About Them

"Today's economic pressures, political uncertainty, rapid change, information overload, and limited attention spans continue to intensify the competitive environment. This demands a new and improved way to connect with our clients and emphasize how we are different. Make It All About Them is about creating an experience that fosters lasting connections that will attract and retain clients in a meaningful way. This book is a wonderful practical ...

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Make It All About Them: Winning Sales Presentations

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Overview

Praise for Make It All About Them

"Today's economic pressures, political uncertainty, rapid change, information overload, and limited attention spans continue to intensify the competitive environment. This demands a new and improved way to connect with our clients and emphasize how we are different. Make It All About Them is about creating an experience that fosters lasting connections that will attract and retain clients in a meaningful way. This book is a wonderful practical guide that will change the way you think about the sales presentation."
—George A. Castineiras, Senior Vice President, Prudential Retirement

"This book is long overdue. It makes you step back and look at the typical sales presentation and ask, 'Why have we always done it this way?' An incredibly practical book, it's overflowing with tools and tips that will help to set you apart from your competition and win more deals."
—Howard T. Owens, President, National Geographic Channels

"Presentations to global customers with high expectations and complex needs cannot rely on generic PowerPoint presentations filled with facts and figures. Effective presentations are about creating an experience that fosters a personal and emotional connection. Make It All About Them is a welcome, practical guide that impacts the sales process for the better."
—Maura J. Carey, Senior Vice President, Strategic Initiatives, Brookfield Global Relocation Services Inc.

"I have been making sales presentations to global corporations for over twenty-five years, and Nadine's work is the new road map for success. Her firm had a significant impact when they provided outside training based on these concepts to our senior calling officers. Applying the practical messages discussed in this book will help you and your team avoid the 'we've always done it this way,' informal, word-of-mouth approach to training your sales force—and will ultimately help you stand apart."
—Stephen Skillman, Managing Director, RBS Global Banking & Markets

"Make It All About Them: the title says it all. Actually delivering on this simple concept, however, is too often missed. Nadine not only delivers, she nails it! She outlines techniques that truly allow you to connect to your clients and prospects. These techniques make sense, are repeatable, and ultimately deliver results."
—John Morabito, Senior Vice President, Head of Institutional Retirement Solutions Distribution, Lincoln Financial Group

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Product Details

  • ISBN-13: 9781118428375
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 1/4/2013
  • Edition number: 1
  • Pages: 220
  • Sales rank: 561,546
  • Product dimensions: 6.00 (w) x 9.10 (h) x 0.90 (d)

Meet the Author

NADINE KELLER is founding partner of Precision Sales Coaching & Training. As director of sales training with JP Morgan Chase, she developed a culture of best-in-class sales and marketing behaviors, processes, and procedures, and launched the "learning while doing" technique. Establishing Keller & Associates in 1998 and Precision Sales Coaching & Training in 2006, Nadine has brought her proven coaching methods to a broader audience that spans industries. Her firm has provided coaching and training for thousands of sales professionals with measurable results.

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Table of Contents

Acknowledgements

Introduction: Creating An Experience

Section One: What You Present: The Messages

Chapter One: Make It All About Them

Chapter Two: Start With The End In Mind

Chapter Three: Develop A Story

Chapter Four: Developing Stories For Existing Clients (Re-Bids)

Section Two: The Skill – How You Say It

Chapter Five: Facilitation The Experience

Chapter Six: Speaking The Client’s Language

Chapter Seven: Make It Compelling

Chapter Eight: Anticipating & Answering Questions

Chapter Nine: Behaving As A Team /Team Dynamics

Chapter Ten: Analyzing Your Audience

Section Three: The Materials - What We Say It With

Chapter Eleven: Dodging The Bullets: Avoiding Death By Powerpoint

Chapter 12: The Strategy Behind The Materials

Section Four: The Elements Of The Experience

Section Five: The Tool Kit

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