Make It All About Them

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Winning Sales Presentations

ISBN: 1118428374
ISBN 13: 9781118428375
Autor: Keller, Nadine
Verlag: Wiley-VCH GmbH
Umfang: 240 S.
Erscheinungsdatum: 29.01.2013
Auflage: 1/2013
Produktform: Gebunden/Hardback
Einband: GEB

Praise for Make It All About Them “Today’s economic pressures, political uncertainty, rapid change, information overload, and limited attention spans continue to intensify the competitive environment. This demands a new and improved way to connect with our clients and emphasize how we are different. Make It All About Them is about creating an experience that fosters lasting connections that will attract and retain clients in a meaningful way. This book is a wonderful practical guide that will change the way you think about the sales presentation.” George A. Castineiras, Senior Vice President, Prudential Retirement “This book is long overdue. It makes you step back and look at the typical sales presentation and ask, ‘Why have we always done it this way?’ An incredibly practical book, it’s overflowing with tools and tips that will help to set you apart from your competition and win more deals.” Howard T. Owens, President, National Geographic Channels “Presentations to global customers with high expectations and complex needs cannot rely on generic PowerPoint presentations filled with facts and figures. Effective presentations are about creating an experience that fosters a personal and emotional connection. Make It All About Them is a welcome, practical guide that impacts the sales process for the better.” Maura J. Carey, Senior Vice President, Strategic Initiatives, Brookfield Global Relocation Services Inc. “I have been making sales presentations to global corporations for over twenty-five years, and Nadine’s work is the new road map for success. Her firm had a significant impact when they provided outside training based on these concepts to our senior calling officers. Applying the practical messages discussed in this book will help you and your team avoid the ‘we’ve always done it this way,’ informal, word-of-mouth approach to training your sales force-and will ultimately help you stand apart.” Stephen Skillman, Managing Director, RBS Global Banking & Markets “Make It All About Them: the title says it all. Actually delivering on this simple concept, however, is too often missed. Nadine not only delivers, she nails it! She outlines techniques that truly allow you to connect to your clients and prospects. These techniques make sense, are repeatable, and ultimately deliver results.” John Morabito, Senior Vice President, Head of Institutional Retirement Solutions Distribution, Lincoln Financial Group

Artikelnummer: 4264672 Kategorie:

Beschreibung

InhaltsangabeSalespeople 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.

Autorenporträt

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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