Sales Presentations For Dummies

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 21^st century and connects you with the skills you need to excel in today's complicated business landscape. 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

Julie Hansen, who is recognized as the "Sales Presentation Expert," redefines the typical sales presentation and helps salespeople apply best practices. She leverages the power that performers have been using for centuries to engage and move audiences.

Learn to:

• Master a proven blockbuster formula to engage your audience
• Leverage the power of storytelling to connect and soften resistance
• Use customer insights to ensure your solution is top of mind in buying decisions

Take your presentations from "dull data dump" to "why, yes, I won another deal!"

Are your sales presentations stuck in the 20^th century? This friendly guide shows you how to engage and persuade busy buyers in a world that's bombarding them with sales pitches. Based on the experiences of thousands of actual sales presentations, it offers the tools and tips you need to keep your prospects engaged—from hook to call to action.

• Not your father's sales presentation — gain critical new skills to engage today's busy prospects, set yourself apart from the competition, provide value, and win more deals
• Build a strong case — structure a persuasive presentation, grab their attention with a strong opening, ratchet up the tension as you build your case, and move your prospect to take action with a power clause
• It's all in the delivery — establish presence with credibility, connection, and confidence; leverage your voice and body language for impact; and increase emotional engagement through storytelling
• Rules of engagement — interact with your audience to maximize attention during important points in your presentation, handle objections like a pro, and successfully keep your presentation on time and on track

Open the book and find:

• The building blocks of effective presentations
• Ways to support your message visually and tactically to improve impact and retention
• How to manage (and survive) stage fright
• Tips for mastering the virtual presentation
• How to tailor your presentation to fit specific opportunities and audiences
• Ways to handle specialty presentations and audiences
• How to give a successful product demo