Chapter 1

Embracing the Future of Sales Presentations

In This Chapter

arrow Comprehending today’s requirements for an effective presentation

arrow Putting together a presentation that persuades

arrow Taking the steps to prepare for your presentation

arrow Handling today’s presentation challenges

arrow Adapting for special types of sales presentations

Way back in the 1980s, salespeople didn’t have to compete with smartphones and tablets for their prospect’s attention. Rarely more than one or two decision makers were involved, and buyers had much less access to information on your product or service. You certainly didn’t do virtual presentations or demonstrations. In the second decade of the 21st century, technology continues to change and so do your prospects. Yet when it comes to sales presentations, too many salespeople are still using tools and techniques from the ’80s. At least they’ve dropped the leg warmers.

Today’s selling environment requires a whole different approach to your presentation. To give a presentation ...

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