Make It All About Them: Winning Sales Presentations
Author(s): Nadine Keller (Author)
Publisher: Wiley
Publication Date: 7 Dec. 2012
Edition: 1st
Language: English
Print length: 240 pages
ISBN-10: 1118428374
ISBN-13: 9781118428375
Book Description
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.
Editorial Reviews
From the Inside Flap
Salespeople have been boring buying committees for years with laborious page-by-page presentations. Droning on about their products, reciting bullet point after bullet point, these presenters have failed to realize that they’re missing a grand opportunity to stand out in a vast sea of sameness. 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 chance to do so.??
Make It All About Them 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; and why the audience doesn’t care about you, but rather what you can do for them. Make It All About Them??offers sales professionals a proven and unique approach for winning sales presentations by highlighting the traditional rules of presentations and revealing their shortcomings. You’ll discover how to:
Identify your three key messages
Develop a story that is engaging, targeted, and memorable
Speak your client’s language
Highlight the most compelling benefits of your product or service
Ruthlessly analyze your existing presentation in order to avoid death by PowerPoint
Use LinkedIn and coaches to help you understand your audience member’s personality
And much more!
These quick and easy concepts and tools will help you break through the “but we’ve always done it this way” mentality that drains the life out of corporate America. Turn the conventional approach to sales presentations on its head. Make it all about your audience, and you’ll win every time.
From the Back Cover
Salespeople have been boring buying committees for years with laborious page-by-page presentations. Droning on about their products, reciting bullet point after bullet point, these presenters have failed to realize that they’re missing a grand opportunity to stand out in a vast sea of sameness. 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 chance to do so.??
Make It All About Them 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; and why the audience doesn’t care about you, but rather what you can do for them. Make It All About Them??offers sales professionals a proven and unique approach for winning sales presentations by highlighting the traditional rules of presentations and revealing their shortcomings. You’ll discover how to:
Identify your three key messages
Develop a story that is engaging, targeted, and memorable
Speak your client’s language
Highlight the most compelling benefits of your product or service
Ruthlessly analyze your existing presentation in order to avoid death by PowerPoint
Use LinkedIn and coaches to help you understand your audience member’s personality
And much more!
These quick and easy concepts and tools will help you break through the “but we’ve always done it this way” mentality that drains the life out of corporate America. Turn the conventional approach to sales presentations on its head. Make it all about your audience, and you’ll win every time.
About the Author
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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