Make It All About Them: Winning Sales Presentations

Front Cover
John Wiley & Sons, Dec 7, 2012 - Business & Economics - 240 pages
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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Contents

Acknowledgments
Dodging the Bullets AvoidingDeath
Make It All About Them
Developing Storiesfor Existing Clients Rebids
Speaking the Clients Language
When Numbers Count
Common Mistakes
Using Senior Executivesinthe Presentation
Strategy Sessions and Rehearsals
Representingthe Numbers
Twentythree Elements of
The Tool
Index
Copyright

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About the author (2012)

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.

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