New Sales Speak: The 9 Biggest Sales Presentation Mistakes & How to Avoid Them

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John Wiley & Sons, May 24, 2001 - Business & Economics - 256 pages
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Advance Praise for NEW SALES SPEAK . . .

"Here comes the book . . . New Sales Speak is the first book on the vital marriage of persuasive selling techniques and crucial speaking skills." -Harvey MaCkay, Author of the New York Times bestsellers Swim with the Sharks and Pushing the Envelope

"An incredible book on sales effectiveness! You can learn how to release your brakes and step on your accelerator toward higher sales." -Brian Tracy, Brian Tracy International

"Loaded with substantive ideas that can help you do more, earn more, and be more!" -Nido Qubein, Chairman, National Speakers Association Foundation, and Past President, National Speakers Association

EVERYBODY SELLS SOMETHING

While each of us is blessed with a different level of talent, the ability to speak with savvy, polish, style, and humor is a learned skill. Learning how to more effectively sell yourself and your message can give you a tremendous advantage in our competitive world. Written for anyone who gives one-on-one, small group, or large group presentations, whether you are directly in sales, a company manager, teacher, or community volunteer, New Sales Speak identifies the most common mistakes individuals make when presenting and explains how to avoid them in creating your own highly successful presentations. Including a detailed sample outline you can adapt for your own purposes, this book will turn you into a polished and persuasive presenter and a first-class sales professional.

Selling + Speaking = Sales Speak
* Build and deliver a powerful case for your message
* Make the best use of your allotted time
* Use visual aids effectively
* Transform fear into energy
* Tailor your presentation to meet the needs of your listeners
* Close the sale
 

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New sales speak: the 9 biggest sales presentation mistakes and how to avoid them

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Some people believe salesmen are born, not made. Sjodin, a public speaking and sales techniques consultant, insists anyone can become an effective seller by polishing his speaking skills and learning ... Read full review

Contents

Introduction
1
1 Sales Speak Selling Speaking and the Partnership Between the Two
15
2 Mistake Number 1 Winging It
39
3 Mistake Number 2 Being Too Informative versus Persuasive
49
4 Mistake Number 3 Misusing the Allotted Time
71
5 Mistake Number 4 Providing Inadequate Support
95
6 Mistake Number 5 Failing to Close the Sale
113
7 Mistake Number 6 Being Boring Boring Boring
123
9 Mistake Number 8 Distracting Gestures and Body Language
157
10 Mistake Number 9 Wearing Inappropriate Dress
167
11 How to Do a SelfEvaluation
179
12 Final Thoughts
191
Bibliography
235
Index
237
How to Contact the Author
242
Copyright

8 Mistake Number 7 Relying Too Much on Visual Aids
143

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About the author (2001)

TERRI L. SJODIN, CSP, is a full-time professional speaker and business trainer. She has developed a distinguished client list ranging from corporate and association presidents to large professional sales organizations. She delivers presentations to thousands of people annually. At thirty-four, she is the youngest female professional speaker to ever earn the CSP (Certified Speaking Professional) designation by the National Speakers Association. Terri received a bachelor of arts degree in speech communication from San Diego State University.

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