Sales presentations for dummies / Julie Hansen

Contents

Part I: Getting Started with Sales Presentations
Chapter 1: Embracing the Future of Sales Presentations
Chapter 2: Discovering What You Need to Know Before You Begin
Chapter 3: Tailoring Your Value Proposition to Fit Your Audience
Part II: Building a Blockbuster Presentation
Chapter 4: Structuring a Persuasive Presentation
Chapter 5: Unleashing the Power of a Strong Opening
Chapter 6: Ratcheting Up the Tension as You Build Your Case
Chapter 7: Creating Closings That Make Your Prospect Take Action
Chapter 8: Crafting Your Agenda, Intro, and Company Overview
Chapter 9: Designing a Winning Presentation
Part III: Delivering an Impactful Presentation
Chapter 10: The Presenter s 3 Cs: Credibility, Connection, and Confidence
Chapter 11: Leveraging Your Voice and Body for Impact
Chapter 12: Increasing Emotional Engagement through Storytelling
Chapter 13: Managing and Surviving Stage Fright
Part IV: The New Rules of Engagement: Interacting with Your Audience
Chapter 14: Engaging and Managing Your Audience
Chapter 15: Handling Objections Like a Pro
Part V: Focusing on Special Types of Presentations
Chapter 16: Presenting as a Team Sport
Chapter 17: Mastering Web Presentations
Chapter 18: Delivering a Product Demonstration That Drives Sales
Chapter 19: Adjusting for Specialty Presentations and Audiences
Part VI: The Part of Tens
Chapter 20: Ten Ways to Recover from Presentation Disaster
Chapter 21: Ten PowerPoint Tips You Must Know
Chapter 22: Ten Things You Need to Know When Presenting with Your Tablet