Sales presentations for dummies / by Julie Hansen.

Format:

Book

Author/Creator:

Hansen, Julie M., author.

Series:

--For dummies.

For Dummies

Language:

English

Subjects (All):

Sales presentations.

Physical Description:

1 online resource (xiv, 366 pages) : illustrations (some color).

Edition:

1st edition

Place of Publication:

Hoboken, NJ : John Wiley & Sons, Inc., [2015]

System Details:

text file

Summary:

Are your sales presentations stuck in the 20th century? Sales Presentations For Dummies rises to the challenge of guiding you through the process of engaging and persuading busy buyers in a world that's constantly bombarding them with sales pitches. Motivating today's buyers to pull the trigger on a new deal requires a certain set of skills, and this straightforward text guides you through what you need to know to create and deliver compelling presentations. Pulled from examples and experiences of thousands of actual sales presentations, the information in this innovative resource offers the tools and tips you need to keep your leads engaged from hook to call to action. Today's business landscape is competitive. When your sales presentation is being compared to countless others, it's important to stand out for all the right reasons. Instead of using dated sales approaches, update your understanding of the art of selling—and create compelling, engaging presentations that hook audience members from the beginning. Leverage a proven, blockbuster formula that engages audiences in any industry Use the power of storytelling to connect with prospective clients and soften their resistance to your sales pitch Understand and apply customer insights to ensure that your solution is top-of-mind in purchasing decisions Update your professional skill set to encompass today's most motivating sales tactics Sales Presentations For Dummies brings your sales style into the 21st century and connects you with the skills you need to excel in today's complicated business landscape.

Contents:

""Title Page""; ""Table of Contents""; ""Introduction""; ""About This Book""; ""Foolish Assumptions""; ""Icons Used in This Book""; ""Beyond the Book""; ""Where to Go from Here""; ""Part I: Getting Started with Sales Presentations""; ""Chapter 1: Embracing the Future of Sales Presentations""; ""Understanding What an Effective Presentation Can Do""; ""Planning a Killer Presentation""; ""Devoting the Necessary Preparation""; ""Dealing with Potential Problems""; ""Preparing for Special Presentations""; ""Chapter 2: Discovering What You Need to Know Before You Begin""

""Evaluating the Presentation Opportunity""""Determining the Nine Things You Need to Know""; ""Getting the Information You Need""; ""Creating a Presentation Plan Checklist""; ""Chapter 3: Tailoring Your Value Proposition to Fit Your Audience""; ""Understanding Why Value Is King""; ""Developing a Value Proposition""; ""Applying Insights to Determine Value""; ""Prioritizing Benefits to Structure Your Presentation""; ""Recognizing Value and Benefits by Decision-Maker Type""; ""Part II: Building a Blockbuster Presentation""; ""Chapter 4: Structuring a Persuasive Presentation""

""Understanding How Your Audience Thinks""""Building a Persuasive Structure: The Key Parts to Your Presentation""; ""Framing Your Presentation through Theme""; ""Putting Together a Persuasive Presentation in Ten Steps""; ""Chapter 5: Unleashing the Power of a Strong Opening""; ""Understanding the Importance of the First Minute""; ""Identifying the Qualities of an Effective Opening""; ""Knowing the Building Blocks to Create a Strong Opening""; ""Making Your One Thing Sticky""; ""Developing an Attention-Grabbing Hook""; ""Keeping Track of Some Key Do's and Don'ts for Openings""

""Chapter 6: Ratcheting Up the Tension as You Build Your Case""""Defining the Elements of a Persuasive Case""; ""Developing Customer-Focused Topics: Focus on Value""; ""Chapter 7: Creating Closings That Make Your Prospect Take Action""; ""Prioritizing the Mighty Closing""; ""Defining the Key Elements of a Persuasive Closing""; ""Avoiding Cliché Closings""; ""Delivering an Encore Inspiring Closing:""; ""Providing the Right Leave-Behind""; ""Chapter 8: Crafting Your Agenda, Intro, and Company Overview""; ""Maintaining Attention during Transitional Sections""

""Letting Your Audience Know Where You're Going: Your Agenda""""Building Credibility with Your Introduction""; ""Reimagining the Company Overview""; ""Chapter 9: Designing a Winning Presentation""; ""Figuring Out What Presentation Materials to Use""; ""Weighing In on Presentation Software for Your Slides""; ""Determining Slide Content""; ""Following the Ten Rules of Visual Presentations""; ""Picking the Best Graphics""; ""Turning Video Into An Asset""; ""Using Animation to Create Movement""; ""Part III: Delivering an Impactful Presentation""

""Chapter 10: The Presenter's 3 Cs: Credibility, Connection, and Confidence""

Notes:

Includes index.

Description based on online resource; title from PDF title page (ebrary, viewed November 9, 2015).

ISBN:

1-119-10415-7

1-119-10414-9

OCLC:

930213372