Are your sales presentations stuck in the 20th century? Sales Presentations For Dummies rises to the challenge of guiding you through the process of engaging and persuading busy buyers in a world that's constantly bombarding them with sales pitches. Motivating today's buyers to pull the trigger on a new deal requires a certain set of skills, and this straightforward text guides you through what you need to know to create and deliver compelling presentations. Pulled from examples and experiences of thousands of actual sales presentations, the information in this innovative resource offers the tools and tips you need to keep your leads engaged from hook to call to action.
Today's business landscape is competitive. When your sales presentation is being compared to countless others, it's important to stand out for all the right reasons. Instead of using dated sales approaches,, update your understanding of the art of selling—and create compelling, engaging presentations that hook audience members from the beginning.
- Leverage a proven, blockbuster formula that engages audiences in any industry
- Use the power of storytelling to connect with prospective clients and soften their resistance to your sales pitch
- Understand and apply customer insights to ensure that your solution is top-of-mind in purchasing decisions
- Update your professional skill set to encompass today's most motivating sales tactics
Sales Presentations For Dummies brings your sales style into the 21st century and connects you with the skills you need to excel in today's complicated business landscape.
Julie Hansen, who is recognized as the "Sales Presentation Expert," redefines the typical sales presentation and helps salespeople apply best practices. She leverages the power that performers have been using for centuries to engage and move audiences.
Introduction 1
Part I: Getting Started with Sales Presentations 5
Chapter 1: Embracing the Future of Sales Presentations 7
Chapter 2: Discovering What You Need to Know Before You Begin 15
Chapter 3: Tailoring Your Value Proposition to Fit Your Audience 35
Part II: Building a Blockbuster Presentation 49
Chapter 4: Structuring a Persuasive Presentation 51
Chapter 5: Unleashing the Power of a Strong Opening 73
Chapter 6: Ratcheting Up the Tension as You Build Your Case 89
Chapter 7: Creating Closings That Make Your Prospect Take Action 107
Chapter 8: Crafting Your Agenda, Intro, and Company Overview 127
Chapter 9: Designing a Winning Presentation 143
Part III: Delivering an Impactful Presentation 163
Chapter 10: The Presenter’s 3 Cs: Credibility, Connection, and Confidence 165
Chapter 11: Leveraging Your Voice and Body for Impact 177
Chapter 12: Increasing Emotional Engagement through Storytelling 197
Chapter 13: Managing — and Surviving — Stage Fright 217
Part IV: The New Rules of Engagement: Interacting with Your Audience 227
Chapter 14: Engaging and Managing Your Audience 229
Chapter 15: Handling Objections Like a Pro 251
Part V: Focusing on Special Types of Presentations 267
Chapter 16: Presenting as a Team Sport 269
Chapter 17: Mastering Web Presentations 283
Chapter 18: Delivering a Product Demonstration That Drives Sales 305
Chapter 19: Adjusting for Specialty Presentations and Audiences 319
Part VI: The Part of Tens 335
Chapter 20: Ten Ways to Recover from Presentation Disaster 337
Chapter 21: Ten PowerPoint Tips You Must Know 341
Chapter 22: Ten Things You Need to Know When Presenting with Your Tablet 347
Index 353
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