Make It All About Them: Winning Sales Presentations

Table of contents

1. Cover Page
2. Title Page
3. Copyright
4. Dedication
5. Contents
6. Acknowledgments
7. Introduction: Creating an Experience
   1. The Sales Presentation Experience
8. I What You Present: The Messages
   1. 1 Make It All About Them
   2. 2 Start with the End in Mind
      1. The Power of Three
      2. The “How to Choose Just Three” Exercise
      3. The Reviews Exercise
   3. 3 Develop a Story
      1. The Presentation as a Story
      2. Creating a Storyboard
   4. 4 Developing Stories for Existing Clients (Rebids)
9. II The Skill: How You Say It
   1. 5 Facilitating the Experience
      1. Client Introductions
   2. 6 Speaking the Client's Language
      1. Emotion and Power Words
      2. The Most Powerful Word in Sales: You
      3. When Numbers Count
   3. 7 Making It Compelling
      1. All Benefits Are Not Created Equal
      2. Three-O'clock-in-the-Morning Language
      3. What We Are Really Selling
      4. The Art of Storytelling
      5. Say It with Passion—Enthusiasm Sells
      6. Say It with Conviction
   4. 8 Anticipating and Answering Questions
      1. Common Mistakes
      2. Types of Questions
      3. Guidelines for Answering Questions
      4. Helpful Phrases
      5. When You Don't Know the Answer . . .
   5. 9 Behaving as a Team: Team Dynamics
      1. Using Senior Executives in the Presentation
      2. The Team Makeup: Who and How Many?
      3. Sales Leadership
      4. Coaching the Team
      5. Stand or Sit?
      6. Power Poses
      7. Strategy Sessions and Rehearsals
      8. A Note on Time
      9. Debrief Sessions
   6. 10 Analyzing Your Audience
10. III The Materials: What We Say It With
    1. 11 Dodging the Bullets: Avoiding Death by PowerPoint
       1. Where to Start
       2. Animation
       3. Slide Headlines
       4. Client Logos
       5. A Picture Is Worth a Thousand Words
       6. Representing the Numbers
       7. Protecting the Deck
    2. 12 The Strategy behind the Materials
       1. Slide Advancers
       2. Presenter Tools
       3. Leave-Behinds
       4. The Mundane and the Extraordinary
11. IV Twenty-three Elements of the Experience
    1. 1. All Communications Leading Up to the Presentation . . . and the Tone in Which They Are Sent
    2. 2. How You and Your Team Members Enter the Building and the Room
    3. 3. How You Greet People When You Enter the Room
    4. 4. Where You Choose to Sit
    5. 5. The Room's Physical Setup
    6. 6. How You Open the Presentation
    7. 7. How You Facilitate the Meeting Throughout
    8. 8. The Team's Personality and Energy
    9. 9. The Materials and Equipment You Use . . . and How You Use Them
    10. 10. The Team's Behavior . . . and Consistency between the Behavior and the Message
    11. 11. How You Present Your Business Card
    12. 12. The Quality of Paper on Which Things Are Presented
    13. 13. The Attire of the People Presenting
    14. 14. Team Photos
    15. 15. How You Take Notes . . . and What You Take Them with and On
    16. 16. How You Advance Slides
    17. 17. How You Handle the Unexpected
    18. 18. How You Close
    19. 19. How and When You Leave the Room
    20. 20. Your Postpresentation Follow-Up
    21. 21. Your Patience while Waiting for the Decision
    22. 22. The Amount of Effort and Creativity You Bring to the Table
    23. 23. Site Visits
12. V The Tool Kit
    1. Tools
13. Index