Make It All About Them: Winning Sales Presentations

Index

A

Access to building, 176

Achievability, of stake-in-the-ground story, 24

Acknowledging, addressing vs., 10

Acronyms, 60–62

Adrenaline, 112

Advertising agencies, 139

Affection, communicating, 100

Agenda, veering from client's, 28–29

Analogies, 24, 32–33

Anecdotes, see Story, telling a

Animation, using, 145–146

Answering questions:

common mistakes in, 88–90

considerations in, 88

and eliciting the reaction, 94

guidelines for, 93–95

by multiple participants, 89

and not knowing the answer, 95

“Appear” function, 145–146

Apple, 22, 136–137

Aristotle, 12

Arms, using your, 116

Ashken, Ian, 156–158

Assertions, backing up, 154–155

Assumptions, making, 89

Attention, getting audience's, 8, 66–67

Attire, 182

Audience. See also Questions (from audience)

“champions” in, 99

getting attention of, 8

motivation of, for asking questions, 87

reading along by, 8

researching your, 123–130

Audio, 163

B

Bad news, trying to hide, 57

Bank of New York, 105, 185

Bar charts, 152–153

Baron, Eric, 5, 54, 71

The Baron Group, 5, 54

Behavior(s), xv

coaching and changing, 109–110

consistency between message and, 181

Believability, of stake-in-the-_ground story, 23

Benefits, features vs., 71–72

The Big Day (downloadable tool), 191, 205–206

Big Three messages, 26–29, 37, 144

BMW, 22

Body language (of teams), 99, 113–117

Boring sales presentations, xi, 77

Bragging, 100

“Brag sheets,” 102

Brands, 22, 147–148

Braun, Lloyd, 34

Breathing, 112

Broadridge, 84

Burnett, Mark, 34

Business cards, 169, 181

Buying committee(s), ...