Intro -- Make It All About Them: Winning Sales Presentations -- Copyright -- Contents -- Acknowledgments -- Introduction: Creating an Experience -- The Sales Presentation Experience -- I: What You Present: The Messages -- 1: Make It All About Them -- 2: Start with the End in Mind -- The Power of Three -- What Are the Client Needs? -- What Are Our Strengths? -- What Are Competitors' Strengths and Weaknesses? -- The "How to Choose Just Three" Exercise -- The Reviews Exercise -- 3: Develop a Story -- The Presentation as a Story -- Creating a Storyboard -- The Topics and the Order in Which You Present Them -- The Critical Points within Each Section -- The Opportunities to Reinforce the Big Three Messages -- Proof Points -- Points of Differentiation -- Stories -- Metaphors, Analogies, and Similes -- 4: Developing Stories for Existing Clients (Rebids) -- II: The Skill: How You Say It -- 5: Facilitating the Experience -- Client Introductions -- 6: Speaking the Client's Language -- Emotion and Power Words -- The Most Powerful Word in Sales: You -- When Numbers Count -- Two Reasons to Use Numbers -- 7: Making It Compelling -- All Benefits Are Not Created Equal -- Three-O'clock-in-the-Morning Language -- What We Are Really Selling -- The Art of Storytelling -- Say It with Passion-Enthusiasm Sells -- Say It with Conviction -- 8: Anticipating and Answering Questions -- Common Mistakes -- Types of Questions -- Guidelines for Answering Questions -- Helpful Phrases -- When You Don't Know the Answer . . . -- 9: Behaving as a Team: Team Dynamics -- Using Senior Executives in the Presentation -- The Team Makeup: Who and How Many? -- Sales Leadership -- Coaching the Team -- Coaching Fundamentals -- Professional Coaching -- Stand or Sit? -- Power Poses -- Strategy Sessions and Rehearsals -- A Note on Time -- Debrief Sessions -- 10: Analyzing Your Audience.

III: The Materials: What We Say It With -- 11: Dodging the Bullets: Avoiding Death by PowerPoint -- Where to Start -- The Ruthless Screening -- Animation -- Slide Headlines -- Client Logos -- A Picture Is Worth a Thousand Words -- Representing the Numbers -- Common Mistakes When Representing the Numbers-and How to Fix Them -- Protecting the Deck -- 12: The Strategy behind the Materials -- Slide Advancers -- Presenter Tools -- iPads -- Multimedia -- Whiteboards and Flip Charts -- Leave-Behinds -- Guidelines for Handouts -- Guidelines for Leave-Behinds -- Guidelines for Copies of Slides -- The Mundane and the Extraordinary -- Tent Cards -- Business Cards -- Rolling Out the Red Carpet -- IV: Twenty-three Elements of the Experience -- 1. All Communications Leading Up to the Presentation . . . and the Tone in Which They Are Sent -- 2. How You and Your Team Members Enter the Building and the Room -- 3. How You Greet People When You Enter the Room -- 4. Where You Choose to Sit -- 5. The Room's Physical Setup -- 6. How You Open the Presentation -- 7. How You Facilitate the Meeting Throughout -- 8. The Team's Personality and Energy -- 9. The Materials and Equipment You Use . . . and How You Use Them -- 10. The Team's Behavior . . . and Consistency between the Behavior and the Message -- 11. How You Present Your Business Card -- 12. The Quality of Paper on Which Things Are Presented -- 13. The Attire of the People Presenting -- 14. Team Photos -- 15. How You Take Notes . . . and What You Take Them with and On -- 16. How You Advance Slides -- 17. How You Handle the Unexpected -- 18. How You Close -- 19. How and When You Leave the Room -- 20. Your Postpresentation Follow-Up -- 21. Your Patience while Waiting for the Decision -- 22. The Amount of Effort and Creativity You Bring to the Table -- 23. Site Visits -- V: The Tool Kit -- Tools.

The Sales Presentation Checklist -- The Intelligence List -- The Timeline -- The Storyboard -- The Strategy Session -- The Rehearsal -- The Big Day -- The Debrief -- The Sales Presentation Checklist -- The Intelligence -- The Timeline -- The Storyboard -- The Strategy Session -- The Rehearsal -- The Big Day -- The Debrief -- Index.

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. 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 consulting This unique approach will allow you to deliver a winning presentation every time by making it all about your audience.

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Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2018. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.