Make It All About them by Nadine Keller

ISBN: 978-1-1184-2837-5
Hardcover
240 pages
December 2012

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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.

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

 

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:

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.

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