Sales Presentations For Dummies. Julie M. Hansen

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       Sales Presentations For Dummies^®

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

      Copyright © 2015 by John Wiley & Sons, Inc., Hoboken, New Jersey

      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:

      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.

      Within this book, you may note that some web addresses break across two lines of text. If you’re reading this book in print and want to visit one of these web pages, simply key in the web address exactly as it’s noted in the text, pretending as though the line break doesn’t exist. If you’re reading this as an e-book, you’ve got it easy – just click the web address to be taken directly to the web page.

      Foolish Assumptions

      Just like you must do for a sales presentation, I have to make a few assumptions about you, my audience. You don’t need to check all the boxes to qualify – all you need is one and this book is for you. Here are the assumptions that I make about you: