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Informationen zum Autor 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. Klappentext Debunks the myths of the traditional rules of presentationsIn today's commodity-based marketplace it is harder than ever to differentiate even the most superlative services and products. The sales presentation provides the most powerful opportunity to do so. Make It All About Them reveals the truth behind the traditional rules of presentations and offers sales professionals a new way forward. It explains why focusing on three key points trumps a presentation full of details, why plain English always wins over jargon, why the audience doesn't need to know how important you are but how important they are, and other effective tactics.* Provides quick and useful concepts and tools to help salespeople break through the "we have always done it this way" mentality that is so prevalent in corporate America* Author Nadine Keller is founding partner of Precision Sales Coaching & Training with more than twenty-five years of experience in sales and sales leadership coaching and consultingThis unique approach will allow you to deliver a winning presentation every time by making it all about your audience. Zusammenfassung Debunks the myths of the traditional rules of presentations In today's commodity-based marketplace it is harder than ever to differentiate even the most superlative services and products. The sales presentation provides the most powerful opportunity to do so. Inhaltsverzeichnis Acknowledgments ix Introduction: Creating an Experience xi I What You Present: The Messages 1 1 Make It All About Them 3 2 Start with the End in Mind 11 3 Develop a Story 21 4 Developing Stories for Existing Clients (Rebids) 35 II The Skill: How You Say It 41 5 Facilitating the Experience 43 6 Speaking the Client's Language 59 7 Making It Compelling 71 8 Anticipating and Answering Questions 87 9 Behaving as a Team: Team Dynamics 97 10 Analyzing Your Audience 123 III The Materials: What We Say It With 131 11 Dodging the Bullets: Avoiding Death by PowerPoint 133 12 The Strategy behind the Materials 159 IV Twenty-three Elements of the Experience 173 V The Tool Kit 189 Index 209 ...
List 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
