{"product_id":"make-it-all-about-them-isbn-9781118428375","title":"Make It All About Them","description":"\u003cb\u003eDebunks the myths of the traditional rules of presentations\u003c\/b\u003e  \u003cp\u003eIn 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. \u003ci\u003eMake It All About Them\u003c\/i\u003e 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eProvides quick and useful concepts and tools to help salespeople break through the \"we have always done it this way\" mentality that is so prevalent in corporate America\u003c\/li\u003e \u003cli\u003eAuthor Nadine Keller is founding partner of Precision Sales Coaching \u0026amp; Training with more than twenty-five years of experience in sales and sales leadership coaching and consulting\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThis unique approach will allow you to deliver a winning presentation every time by making it all about your audience.\u003c\/p\u003e \u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003eIntroduction: Creating an Experience xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003eI What You Present: The Messages 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Make It All About Them 3\u003c\/p\u003e \u003cp\u003e2 Start with the End in Mind 11\u003c\/p\u003e \u003cp\u003e3 Develop a Story 21\u003c\/p\u003e \u003cp\u003e4 Developing Stories for Existing Clients (Rebids) 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003eII The Skill: How You Say It 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e5 Facilitating the Experience 43\u003c\/p\u003e \u003cp\u003e6 Speaking the Client’s Language 59\u003c\/p\u003e \u003cp\u003e7 Making It Compelling 71\u003c\/p\u003e \u003cp\u003e8 Anticipating and Answering Questions 87\u003c\/p\u003e \u003cp\u003e9 Behaving as a Team: Team Dynamics 97\u003c\/p\u003e \u003cp\u003e10 Analyzing Your Audience 123\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIII The Materials: What We Say It With 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e11 Dodging the Bullets: Avoiding\u003c\/p\u003e \u003cp\u003eDeath by PowerPoint 133\u003c\/p\u003e \u003cp\u003e12 The Strategy behind the Materials 159\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIV Twenty-three Elements of the Experience 173\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eV The Tool Kit 189\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIndex 209\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eNADINE KELLER\u003c\/b\u003e is founding partner of Precision Sales Coaching \u0026amp; 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 \u0026amp; Associates in 1998 and Precision Sales Coaching \u0026amp; 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.   \t \u003c\/p\u003e\u003cp\u003eSalespeople 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.??  \u003c\/p\u003e\u003cp\u003eMake 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: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eIdentify your three key messages\u003c\/li\u003e \u003cli\u003eDevelop a story that is engaging, targeted, and memorable\u003c\/li\u003e \u003cli\u003eSpeak your client's language\u003c\/li\u003e \u003cli\u003eHighlight the most compelling benefits of your product or service\u003c\/li\u003e \u003cli\u003eRuthlessly analyze your existing presentation in order to avoid death by PowerPoint\u003c\/li\u003e \u003cli\u003eUse LinkedIn and coaches to help you understand your audience member's personality\u003c\/li\u003e \u003cli\u003eAnd much more!\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThese 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. \t \t \t \t  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eSalespeople have been\u003c\/b\u003e 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.?? \u003c\/p\u003e\u003cp\u003eMake 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: \u003c\/p\u003e\u003cul\u003e \u003cli\u003e\u003cb\u003eIdentify your three key messages\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eDevelop a story that is engaging, targeted, and memorable\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eSpeak your client's language\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eHighlight the most compelling benefits of your product or service\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eRuthlessly analyze your existing presentation in order to avoid death by PowerPoint\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eUse LinkedIn and coaches to help you understand your audience member's personality\u003c\/b\u003e\u003c\/li\u003e \u003cli\u003e\u003cb\u003eAnd much more!\u003c\/b\u003e\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThese 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.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989553660133,"sku":"NP9781118428375","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118428375.jpg?v=1761784572","url":"https:\/\/k12savings.com\/es\/products\/make-it-all-about-them-isbn-9781118428375","provider":"K12savings","version":"1.0","type":"link"}