Sales Presentations For Dummies

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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.

Автор

Julie M. Hansen

#Бизнес-книги #Зарубежная литература #Зарубежная деловая литература #Продажи

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Sales Presentations For Dummies^>®

Published by: John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030-5774, www.wiley.com

Published simultaneously in Canada

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Library of Congress Control Number: 2015946683

ISBN: 978-1-119-10402-5

ISBN 978-1-119-10402-5 (pbk); ISBN 978-1-119-10415-5 (ebk); ISBN 978-1-119-10414-8 (ebk);

Introduction

A sales presentation isn’t a motivational speech. You want your prospect to do more than feel good after your presentation. You want him to take action. Building and delivering a persuasive presentation requires a different strategy and approach than other types of presentations. You need more helpful advice than “Make good eye contact and don’t read from your slides.”

A sales presentation isn’t a dull data dump either. Today’s buyers are more informed than ever. Engaging today’s busy decision makers – and keeping them engaged – is mission critical. Attention spans are low and distractions are high. Buying cycles have increased in length and complexity. Competition is fierce. Cookie-cutter presentations and long corporate overviews have gone the way of the fax machine. Yes, you can still use them, but your audience members will roll their eyes.

I wrote Sales Presentations For Dummies after training sales teams all over the world and recognizing that most are operating off beliefs and techniques from the 1970s, ’80s, or ’90s – well before prospects were able to escape to their smartphones or tablets the second they weren’t engaged. With this book I hope to help you rise to the challenges of presenting in today’s selling environment. Whether your presentation or demonstration is formal or informal, virtual or live, this book gives you the strategies and tactics you need to win more deals, more consistently.

About This Book

Regardless of industry, location, or company size, salespeople face three common challenges when giving a sale presentation today:

✔ How do you keep your prospect engaged long enough to hear your message?

✔ How can you differentiate your solution in a crowded marketplace?

✔ How do you present your product or service in a way that inspires your prospect to take action or is remembered when buying decisions are made?

In Sales Presentations For Dummies, you find the tools, techniques, and best practices for addressing those challenges and more. The techniques here are proven to shorten your sales cycle and have a dramatic impact on your win ratio. I organize this book around the sales presentation process, from planning your presentation to using discovery to closing with a strong, clear call to action, from developing a tailored message to delivering that message with confidence and skill. Along the way I explore a variety of contemporary presentation scenarios: virtual presentations, product demos, team presentations, and more. You also see examples drawn from real-world sales presentations and get step-by-step instruction on how to make your presentation more compelling, persuasive, and memorable.

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