Changing the Language of Selling
- Real key to leading future market is envisioning tomorrow's competition. Geraghty, Barbara // Business Journal Serving Fresno & the Central San Joaquin Valley;08/31/98, Issue 322349, p4
Advises salespersons on designing presentations that will capture the attention of the C level executives of the prospect corporations. Identification of a controversial and provocative element; Inclusion of the vision, values and core competencies.
- No-fault selling. Leeds, Dorothy // Folio: The Magazine for Magazine Management;12/1/96, Vol. 25 Issue 19, p75
Focuses on the six major client presentation errors to avoid in selling. Unclear purpose; Disorganization; Information overload; Weak supporting cast; Monotonous voice; Not meeting the real needs of the audience.
- How to make persuasive sales presentations. Leeds, Dorothy // Folio: The Magazine for Magazine Management;01/01/98 Supplement, Vol. 27 Issue 1, p205
Focuses on how magazine salespeople can make successful sales presentations. Information on certain pitfalls to avoid when making the presentations; How to become aware of the sole purpose of the presentation.
- Tips of the month. // Sell!ng;Oct97, Vol. 5 Issue 3, p1
Provides tips for making sales presentations successful. Use of specific numbers in sales presentations; Use of pauses to put more power into sales presentations.
- Making a sales presentation to a group. Daley, Kevin // Sell!ng;Oct97, Vol. 5 Issue 3, p8
Provides tips for making a sales presentation to a group. Importance of eye contact in a presentation; Awareness of feedback from prospects; Impression that salesperson makes.
- Could you use a video-training tune-up? Mahoney, Sarah // Sell!ng;Nov97, Vol. 5 Issue 4, p13
Examines the potential of assessing a salesperson's business presentation skills through video clips of the presentation. Constant videotaping as a way to enhance a salesperson's self-awareness; Areas of concern identified by Stephanie Davis of Leapfrog Performance Systems; Includes listening to...
- How to give more powerful presentations. Nierenberg, Andrea // Sell!ng;Dec97, Vol. 5 Issue 5, p7
Presents approaches to come up with an effective sales presentation. Beginning with an impressive statistic or rhetorical question; Development of a structure; Use of simple, action-oriented language; Termination of the presentation with an emotional appeal. INSET: Presentation survival skills..
- Presentations: You've got to sell yourself first. Brody, Marjorie // Sell!ng;Jan1998, Vol. 5 Issue 6, p1
Focuses on the strategies used by salespersons in developing sales presentations. Reference to visual, vocal and verbal presentations; In-depth look at visual, vocal and verbal sales presentations; Influence a salesperson's facial expression will have on the customers, when making a presentation.
- Give your words some attitude. // Sell!ng;Feb98, Vol. 5 Issue 7, p16
Suggests that sales people freshen up their sales presentation by lending attitude to the words that are used in a presentation, according to Frank Carillio, president of the Executive Communications Group. Use words that might add powerful connotations to one's message.
- Ten keys to persuasive presentations. Graham, John R. // Sell!ng;May98, Vol. 5 Issue 10, p8
Presents guidelines for making successful presentations. Includes being emotionally prepared to handle criticisms; Avoiding stress by preparing for speech delivery; Elements of a sales presentation.