Sales Presentation Techniques (That Really Work!)

Overview

Sales Guru Stephan Schiffman shows you how to give your presentation the ultimate "wow" factor. In a business world moving at the speed of Blackberries and Bluetooth, Sales Presentation Techniques teaches you how to get and keep your audience's attention. You will be ready to tackle the toughest boardrooms and conference halls after learning...
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Sales Presentation Techniques (That Really Work!)

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Overview

Sales Guru Stephan Schiffman shows you how to give your presentation the ultimate "wow" factor. In a business world moving at the speed of Blackberries and Bluetooth, Sales Presentation Techniques teaches you how to get and keep your audience's attention. You will be ready to tackle the toughest boardrooms and conference halls after learning . . .
  • The dos and don'ts of PowerPoint
  • How to properly prepare the day of your presentation
  • Strategic differences between presenting to an individual versus a group
  • The correct way to handle distractions
  • How to maintain and grow client relations
  • And much more
Regarded as America's #1 Salesperson, Schiffman promises to make your presentations sharper and more effective. Thereby making your sales-and commissions-much greater.
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Product Details

  • ISBN-13: 9781598690606
  • Publisher: F & W Media Inc
  • Publication date: 7/3/2007
  • Edition number: 17
  • Pages: 162
  • Product dimensions: 5.50 (w) x 8.50 (h) x 0.35 (d)

Meet the Author

Stephan Schiffman has trained more than 500,000 salespeople at such firms as AT&T Information Systems, Chemical Bank, Manufacturer's Hanover Trust, Motorola, and U.S. Health Care. Schiffman is president of D.E.I Management Group and the author of such bestselling books as Cold Calling Techniques (That Really Work!) and Closing Techniques (That Really Work!).
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Table of Contents


Introduction     ix
Sales Presentations and the Sales Process     1
We Hold These Truths to Be Sales Relevant     3
Climb Every Mountain, Clinch Every Sale     7
Enemies of Your Sales     13
Preparing for the First Appointment     17
Must You Question Everything I Say?     21
Some Rules for Questioning     25
Ask, Listen, and Verify     29
Before the Presentation     33
The Power of Twelve     35
Preparing for the Presentation     39
To PowerPoint or Not to PowerPoint-That Is the Question     43
The Guest List     49
The Actor's Studio School of Presentations     53
Keeping the Business     57
Ten Things You Need to Do Before a Presentation     63
In the Meeting Room     65
The Parts of a Presentation     67
Building Rapport     75
A Few Words on Maintaining Rapport     81
Nonverbal Responses     83
Using Humor     91
Selling to Committees     95
Closing and Follow-Up     99
What Works for Presentations-And What Doesn't     103
Case Study #1: Getting Everybody on the SamePage     105
Case Study #2: Expensive Lessons     117
Case Study #3: Don't Copy What These Salespeople Do     125
Case Study #4: Know What Your Customer Needs     138
Conclusion     141
Index     142
About the Author     148
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