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Sales Presentations For Dummies (1119104025) cover image

Sales Presentations For Dummies

ISBN: 978-1-119-10402-5
Paperback
384 pages
October 2015
US $24.99 Add to Cart
Other Available Formats: E-book
Introduction 1

Part I: Getting Started with Sales Presentations 5

Chapter 1: Embracing the Future of Sales Presentations 7

Chapter 2: Discovering What You Need to Know Before You Begin 15

Chapter 3: Tailoring Your Value Proposition to Fit Your Audience 35

Part II: Building a Blockbuster Presentation 49

Chapter 4: Structuring a Persuasive Presentation 51

Chapter 5: Unleashing the Power of a Strong Opening 73

Chapter 6: Ratcheting Up the Tension as You Build Your Case 89

Chapter 7: Creating Closings That Make Your Prospect Take Action 107

Chapter 8: Crafting Your Agenda, Intro, and Company Overview 127

Chapter 9: Designing a Winning Presentation 143

Part III: Delivering an Impactful Presentation 163

Chapter 10: The Presenter’s 3 Cs: Credibility, Connection, and Confidence 165

Chapter 11: Leveraging Your Voice and Body for Impact 177

Chapter 12: Increasing Emotional Engagement through Storytelling 197

Chapter 13: Managing — and Surviving — Stage Fright 217

Part IV: The New Rules of Engagement: Interacting with Your Audience 227

Chapter 14: Engaging and Managing Your Audience 229

Chapter 15: Handling Objections Like a Pro 251

Part V: Focusing on Special Types of Presentations 267

Chapter 16: Presenting as a Team Sport 269

Chapter 17: Mastering Web Presentations 283

Chapter 18: Delivering a Product Demonstration That Drives Sales 305

Chapter 19: Adjusting for Specialty Presentations and Audiences 319

Part VI: The Part of Tens 335

Chapter 20: Ten Ways to Recover from Presentation Disaster 337

Chapter 21: Ten PowerPoint Tips You Must Know 341

Chapter 22: Ten Things You Need to Know When Presenting with Your Tablet 347

Index 353

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