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Brilliant Selling, 2nd Edition by Jeremy Cassell, Tom Bird

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Chapter 23: Persuasive delivery

We have all been subjected to boring or feature-heavy sales presentations, either face to face or on the telephone. They put us off buying. The key to a formal sales presentation is to really engage the audience – bored buyers do not buy. If you engage them, you stand a chance! In order to really engage any audience when you are delivering a formal sales pitch there are four areas that, if done well, will put you in the pantheon of great presenters:

  • Strong and open body language.
  • Visual aids that help the audience.
  • Presenters that look like a team.
  • Presentations that hook the audience.

‘To convert somebody go and take them by the hand and ...

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