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Informationen zum Autor Paul LeRoux is the founder of Twain Associates and has been coaching salespeople on visual selling for more than twenty-five years. His specialty is rehearsing executives for high-stakes competitive presentations, outside funding pitches, and large audience addresses. Peg Corwin handles sales and marketing for Twain Associates. She has extensive professional experience in sales, having worked with financial services, investment consulting, and real estate firms. Klappentext PRAISE FOR VISUAL SELLING"The lessons found within Visual Selling nearly jump off its pages. This book is chock-full of reasoned insight, proven technique, and compelling logic. Perhaps most importantly, it challenges the seller to return to the center of the selling process."--John J. O'Connor, Chairman and CEO, DMJM Aviation, Inc."I actually read Visual Selling straight through, because I found it so relevant to my job as an investment banker. Literally, the day after I read it, I used many of Paul's suggestions. I have also had the pleasure of seeing the highly successful output of the authors' advice in presentations to Wall Street and the scientific community. . . . Those seeking outside funding would be wise to read Visual Selling."--Grant Harshbarger, Managing Director, Caris & Company"It's ironic that as architects, we're trained to think visually but we rarely use visual selling ideas in our presentations. After successfully using these concepts, I'm only afraid of what will happen when my competition reads this book."--Peter Schlossman, AIA, Senior Associate Principal, Loebl Schlossman & Hackl Zusammenfassung PRAISE FOR VISUAL SELLING"The lessons found within Visual Selling nearly jump off its pages. This book is chock-full of reasoned insight, proven technique, and compelling logic. Perhaps most importantly, it challenges the seller to return to the center of the selling process."--John J. O'Connor, Chairman and CEO, DMJM Aviation, Inc."I actually read Visual Selling straight through, because I found it so relevant to my job as an investment banker. Literally, the day after I read it, I used many of Paul's suggestions. I have also had the pleasure of seeing the highly successful output of the authors' advice in presentations to Wall Street and the scientific community. . . . Those seeking outside funding would be wise to read Visual Selling."--Grant Harshbarger, Managing Director, Caris & Company"It's ironic that as architects, we're trained to think visually but we rarely use visual selling ideas in our presentations. After successfully using these concepts, I'm only afraid of what will happen when my competition reads this book."--Peter Schlossman, AIA, Senior Associate Principal, Loebl Schlossman & Hackl Inhaltsverzeichnis Preface ix Acknowledgments xvii Part I The Seller as Focal Point 1 What Is Your Buyer Looking At? 3 2 Now That You Have Their Attention, What Should You Do? 17 3 Q&A: Thinking Visually and Verbally in Post-Pitch Situations 41 4 The Big 12 Derailing Details 57 5 Eliminating Decks and Delaying Handouts 77 6 Images: The Perfect Selling Partner 85 Part II Getting Ready to Sell 7 Thinking Up and Evaluating Images 103 8 Advanced Image Making 129 9 Organizing Content with Images 155 Part III Selling Situations 10 Selling to Different Groups and in Different Situations 173 11 Seeing the Range of Image Options: Seven Sample Presentations 199 12 How to Sell Doctors on Washing Their Hands and Other Final Insights 233 Afterword 239 References 241 Index 243 ...
