Visual Selling (PDF)
Capture the Eye and the Customer Will Follow
(Sprache: Englisch)
Visual Selling provides salespeople with tools to sell in an
increasingly image-oriented culture. More so than ever before, the
way a salesperson looks and acts, the images on a screen or in
handouts, and even room environments can impact...
increasingly image-oriented culture. More so than ever before, the
way a salesperson looks and acts, the images on a screen or in
handouts, and even room environments can impact...
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Visual Selling provides salespeople with tools to sell in an
increasingly image-oriented culture. More so than ever before, the
way a salesperson looks and acts, the images on a screen or in
handouts, and even room environments can impact people's
trust, satisfaction and willingness to buy. The authors believe
that, to sell most effectively, the seller must be the visual focal
point. This book draws on 25 years of experience coaching
individuals and organizations in the art of visual selling, sharing
stories and techniques used in big-dollar competitive presentations
and pitches to senior management. Divided into three sections (the
Seller as Focal Point, Getting Ready to Sell and Selling
Situations), Visual Selling will appeal to a wide variety of
business readers because it can be used to help salespeople sell
one-on-one, as well as to assist corporate presenters at selling
new programs or products in-house.
Section I - The Seller as Focal Point
Section II - Getting Ready to Sell
Section III - Selling Situations
increasingly image-oriented culture. More so than ever before, the
way a salesperson looks and acts, the images on a screen or in
handouts, and even room environments can impact people's
trust, satisfaction and willingness to buy. The authors believe
that, to sell most effectively, the seller must be the visual focal
point. This book draws on 25 years of experience coaching
individuals and organizations in the art of visual selling, sharing
stories and techniques used in big-dollar competitive presentations
and pitches to senior management. Divided into three sections (the
Seller as Focal Point, Getting Ready to Sell and Selling
Situations), Visual Selling will appeal to a wide variety of
business readers because it can be used to help salespeople sell
one-on-one, as well as to assist corporate presenters at selling
new programs or products in-house.
Section I - The Seller as Focal Point
Section II - Getting Ready to Sell
Section III - Selling Situations
Inhaltsverzeichnis zu „Visual Selling (PDF)“
Preface. Acknowledgments. Part I: The Seller as Focal Point. 1 What Is Your Buyer Looking At? 2 Now That You Have Their Attention, What Should You Do? 3 Q&A: Thinking Visually and Verbally in Post-Pitch Situations. 4 The Big 12 Derailing Details. 5 Eliminating Decks and Delaying Handouts. 6 Images: The Perfect Selling Partner. Part II: Getting Ready to Sell. 7 Thinking Up and Evaluating Images. 8 Advanced Image Making. 9 Organizing Content with Images. Part III: Selling Situations. 10 Selling to Different Groups and in Different Situations. 11 Seeing the Range of Image Options: Seven Sample Presentations. 12 How to Sell Doctors on Washing Their Hands and Other Final Insights. Afterword. References. Index.
Autoren-Porträt von Paul Leroux, Peg Corwin
Paul LeRoux is the founder of Twain Associates and has beencoaching salespeople on visual selling for more than twenty-five
years. His specialty is rehearsing executives for high-stakes
competitive presentations, outside funding pitches, and large
audience addresses.
Peg Corwin handles sales and marketing for Twain
Associates. She has extensive professional experience in sales,
having worked with financial services, investment consulting, and
real estate firms.
Bibliographische Angaben
- Autoren: Paul Leroux , Peg Corwin
- 2007, 1. Auflage, 272 Seiten, Englisch
- Verlag: John Wiley & Sons
- ISBN-10: 0470146273
- ISBN-13: 9780470146279
- Erscheinungsdatum: 10.07.2007
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- Größe: 5.66 MB
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Sprache:
Englisch
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