Paul Leroux, Peg Corwin

Visual Selling (eBook, PDF)

Capture the Eye and the Customer Will Follow

• Format: PDF

Produktbeschreibung

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

---

Dieser Download kann aus rechtlichen Gründen nur mit Rechnungsadresse in A, B, BG, CY, CZ, D, DK, EW, E, FIN, F, GR, HR, H, IRL, I, LT, L, LR, M, NL, PL, P, R, S, SLO, SK ausgeliefert werden.

Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 272
• Erscheinungstermin: 10. Juli 2007
• Englisch
• ISBN-13: 9780470146279
• Artikelnr.: 37290855

Autorenporträt

Paul LeRoux is the founder of Twain Associates and has been coaching 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.

Inhaltsangabe

Preface ix
Acknowledgments xvii
Part I The Seller as Focal Point
1 What Is Your Buyer Looking At? 3
2 Now That You Have Their Attention, What Should You Do? 17
3 Q&A: Thinking Visually and Verbally in Post-Pitch Situations 41
4 The Big 12 Derailing Details 57
5 Eliminating Decks and Delaying Handouts 77
6 Images: The Perfect Selling Partner 85
Part II Getting Ready to Sell
7 Thinking Up and Evaluating Images 103
8 Advanced Image Making 129
9 Organizing Content with Images 155
Part III Selling Situations
10 Selling to Different Groups and in Different Situations 173
11 Seeing the Range of Image Options: Seven Sample Presentations 199
12 How to Sell Doctors on Washing Their Hands and Other Final Insights 233
Afterword 239
References 241
Index 243

Rezensionen

"The lessons found within Visual Selling nearly jump off its pages. This book is chock-full of reasoned insight, proven technique, and compelling logic. Perhaps most importantly, it challenges the seller to return to the center of the selling process." - John J. O'Connor, Chairman and CEO, DMJM Aviation, Inc.

"I actually read Visual Selling straight through, because I found it so relevant to my job as an investment banker. Literally, the day after I read it, I used many of Paul's suggestions. I have also had the pleasure of seeing the highly successful output of the authors' advice in presentations to Wall Street and the scientific community. . . . Those seeking outside funding would be wise to read Visual Selling." - Grant Harshbarger, Managing Director, Caris & Company

"It's ironic that as architects, we're trained to think visually but we rarely use visual selling ideas in our presentations. After successfully using these concepts, I'm only afraid of what will happen when my competition reads this book." - Peter Schlossman, AIA, Senior Associate Principal, Loebl Schlossman & Hackl.