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Index
Cover Title Page Table of Contents Introduction
About This Book Foolish Assumptions Icons Used in This Book Beyond the Book Where to Go from Here
Part I: Getting Started with Sales Presentations
Chapter 1: Embracing the Future of Sales Presentations
Understanding What an Effective Presentation Can Do Planning a Killer Presentation Devoting the Necessary Preparation Dealing with Potential Problems Preparing for Special Presentations
Chapter 2: Discovering What You Need to Know Before You Begin
Evaluating the Presentation Opportunity Determining the Nine Things You Need to Know Getting the Information You Need Creating a Presentation Plan Checklist
Chapter 3: Tailoring Your Value Proposition to Fit Your Audience
Understanding Why Value Is King Developing a Value Proposition Applying Insights to Determine Value Prioritizing Benefits to Structure Your Presentation Recognizing Value and Benefits by Decision-Maker Type
Part II: Building a Blockbuster Presentation
Chapter 4: Structuring a Persuasive Presentation
Understanding How Your Audience Thinks Building a Persuasive Structure: The Key Parts to Your Presentation Framing Your Presentation through Theme Putting Together a Persuasive Presentation in Ten Steps
Chapter 5: Unleashing the Power of a Strong Opening
Understanding the Importance of the First Minute Identifying the Qualities of an Effective Opening Knowing the Building Blocks to Create a Strong Opening Making Your One Thing Sticky Developing an Attention-Grabbing Hook Keeping Track of Some Key Do’s and Don’ts for Openings
Chapter 6: Ratcheting Up the Tension as You Build Your Case
Defining the Elements of a Persuasive Case Developing Customer-Focused Topics: Focus on Value
Chapter 7: Creating Closings That Make Your Prospect Take Action
Prioritizing the Mighty Closing Defining the Key Elements of a Persuasive Closing Avoiding Cliché Closings Delivering an Encore Inspiring Closing: Providing the Right Leave-Behind
Chapter 8: Crafting Your Agenda, Intro, and Company Overview
Maintaining Attention during Transitional Sections Letting Your Audience Know Where You’re Going: Your Agenda Building Credibility with Your Introduction Reimagining the Company Overview
Chapter 9: Designing a Winning Presentation
Figuring Out What Presentation Materials to Use Weighing In on Presentation Software for Your Slides Determining Slide Content Following the Ten Rules of Visual Presentations Picking the Best Graphics Turning Video Into An Asset Using Animation to Create Movement
Part III: Delivering an Impactful Presentation
Chapter 10: The Presenter’s 3 Cs: Credibility, Connection, and Confidence
Understanding Why You Need Presence Boosting Your Credibility Establishing a Connection with Your Audience Displaying Confidence Bringing Presence to Your First Impression
Chapter 11: Leveraging Your Voice and Body for Impact
Unleashing the Power of Your Performance Tools Keeping Your Audience’s Interest with Vocal Variety Eliminating Five Vocal Bad Habits Communicating Effectively with Body Language Following Some Easy Body Language Guidelines Applying Guidelines for Movement Warming Up for a Winning Performance
Chapter 12: Increasing Emotional Engagement through Storytelling
Understanding Why Stories Work Leveraging Storytelling Super Powers in Your Presentation Defining Purposeful Storytelling Determining What Type of Story to Tell Incorporating the Elements of Drama in Your Story Sharing Your Story with Skill and Confidence
Chapter 13: Managing — and Surviving — Stage Fright
Comprehending Stage Fright Reducing the Likelihood of Presentation Jitters Handling Stage Fright When It Takes Hold
Part IV: The New Rules of Engagement: Interacting with Your Audience
Chapter 14: Engaging and Managing Your Audience
Engaging Your Audience and Why Interaction Fails Considering Different Engagement Tools Using Props to Move the Sale Forward Interacting with Your Prospect Regaining Attention with Movement: Staging Creating an Audience Engagement Plan Managing Your Audience and the Clock
Chapter 15: Handling Objections Like a Pro
Defining Objections Identifying the Types of Objections Overcoming Barriers to Handling Objections Picking Up on Verbal and Nonverbal Signals Preempting Objections Knowing How to Handle Objections
Part V: Focusing on Special Types of Presentations
Chapter 16: Presenting as a Team Sport
Bringing in the Team Preparing For a Team Presentation Planning Your Presentation Practicing Your Presentation like an Ensemble Delivering Your Presentation as a Team
Chapter 17: Mastering Web Presentations
Understanding the Differences between Live and Virtual Presentations Getting Started with Web Presentations Improving Prospect Attention Interacting with Your Prospect Mastering Your Technology Preparing For Your Web Presentation
Chapter 18: Delivering a Product Demonstration That Drives Sales
Planning a Successful Demonstration Tailoring Your Demo to Your Prospect Building Your Demo around Your Prospect Applying a Proven Structure Delivering Your Demo
Chapter 19: Adjusting for Specialty Presentations and Audiences
Delivering Full Day and Multiday Presentations Presenting for the Strategic Sale Making In-Home Presentations Shining as a Team in Interview-Style Presentations Presenting for Large Groups Adjusting Your Message on the Fly
Part VI: The Part of Tens
Chapter 20: Ten Ways to Recover from Presentation Disaster
Staying Cool under Pressure Using It, Losing It, or Laughing at It Enlisting Help Blocking the Projector Taking a Break Having Handouts Engaging with Your Audience Telling a Story Doing an Activity Whiteboarding Your Presentation
Chapter 21: Ten PowerPoint Tips You Must Know
Going to Black Transitioning to Another Program or File Jumping to a Slide Turning Off the Pointer Drawing on Screen during Your Presentation Preparing Final Slides Stopping a Video Removing Picture Backgrounds Adjusting Your Slides for the Projector Using Presenter Mode
Chapter 22: Ten Things You Need to Know When Presenting with Your Tablet
Using a Stand Keeping It Clean Disabling Notifications Connecting to a Projector Choosing Your Presentation Platform Controlling Your Presentation with PowerPoint or Keynote Showing Your Presentation with SlideShark Using Your Tablet as a Whiteboard Planning for Blackouts Getting the Right Slide Aspect
About the Author Cheat Sheet Connect with Dummies End User License Agreement
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