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Selling For Dummies, 4th Edition by Tom Hopkins

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Chapter 10

Delivering Winning Presentations

In This Chapter

arrow Ensuring a good first impression

arrow Following the basic rules of presentations

arrow Making sure the product is in the spotlight

arrow Using visual aids and demonstrations to your advantage

arrow Holding your clients’ interest during presentations of intangible goods

arrow Avoiding Murphy’s Law in the world of presenting

The presentation stage of the selling process is the show — your chance to get your prospective client’s senses involved. Major companies prepare for the presentation stage by investing hundreds of thousands of dollars and a great deal of time in creating graphics, models, and samples. Some even invest millions in building entire video presentations with hopes of picking up new clients online that their salespeople may not be reaching.

A presentation can be as simple as giving out a brochure with a quick explanation or as complex ...

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