Formatted Contents Note:
Part 1 Sales Presentations and the Sales Process 1 -- Chapter 1 We Hold These Truths to Be Sales Relevant 3 -- Chapter 2 Climb Every Mountain, Clinch Every Sale 7 -- Chapter 3 Enemies of Your Sales 13 -- Chapter 4 Preparing for the First Appointment 17 -- Chapter 5 Must You Question Everything I Say? 21 -- Chapter 6 Some Rules for Questioning 25 -- Chapter 7 Ask, Listen, and Verify 29 -- Part 2 Before the Presentation 33 -- Chapter 8 Power of Twelve 35 -- Chapter 9 Preparing for the Presentation 39 -- Chapter 10 To PowerPoint or Not to PowerPoint-That Is the Question 43 -- Chapter 11 Guest List 49 -- Chapter 12 Actor's Studio School of Presentations 53 -- Chapter 13 Keeping the Business 57 -- Chapter 14 Ten Things You Need to Do Before a Presentation 63 -- Part 3 In the Meeting Room 65 -- Chapter 15 Parts of a Presentation 67 -- Chapter 16 Building Rapport 75 -- Chapter 17 A Few Words on Maintaining Rapport 81 -- Chapter 18 Nonverbal Responses 83 -- Chapter 19 Using Humor 91 -- Chapter 20 Selling to Committees 95 -- Chapter 21 Closing and Follow-Up 99 -- Part 4 What Works for Presentations-And What Doesn't 103 -- Chapter 22 Case Study #1: Getting Everybody on the Same Page 105 -- Chapter 23 Case Study #2: Expensive Lessons 117 -- Chapter 24 Case Study #3: Don't Copy What These Salespeople Do 125 -- Chapter 25 Case Study #4: Know What Your Customer Needs 138.
