Make It All About Them

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 "e;we have always done it this way"e; 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.

Debunks the myths of the traditional rules of presentationsIn today's commodity-based marketplace it is harder than ever todifferentiate even the most superlative services and products. Thesales presentation provides the most powerful opportunity to do so.Make It All About Them reveals the truth behind thetraditional rules of presentations and offers sales professionals anew way forward. It explains why focusing on three key pointstrumps a presentation full of details, why plain English alwayswins over jargon, why the audience doesn't need to know howimportant you are but how important they are, and other effectivetactics.* Provides quick and useful concepts and tools to helpsalespeople 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 SalesCoaching & Training with more than twenty-five years ofexperience in sales and sales leadership coaching andconsultingThis unique approach will allow you to deliver a winningpresentation every time by making it all about your audience.

Acknowledgments ixIntroduction: Creating an Experience xiI What You Present: The Messages 11 Make It All About Them 32 Start with the End in Mind 113 Develop a Story 214 Developing Stories for Existing Clients (Rebids) 35II The Skill: How You Say It 415 Facilitating the Experience 436 Speaking the Client's Language 597 Making It Compelling 718 Anticipating and Answering Questions 879 Behaving as a Team: Team Dynamics 9710 Analyzing Your Audience 123III The Materials: What We Say It With 13111 Dodging the Bullets: AvoidingDeath by PowerPoint 13312 The Strategy behind the Materials 159IV Twenty-three Elements of the Experience 173V The Tool Kit 189Index 209