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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 18

Practicing Presentation Skills

CHAPTER OVERVIEW

Structure Your Presentation

1. Use the Change Formula

Exercise 18.1. Use the Change Formula

2. Match Your Selling System

Exercise 18.2. Outline the Presentation

3. Match Your Proposal Structure

Exercise 18.3. Match Your Presentation to Your Proposal

Prepare and Rehearse

Prepare

Rehearse

Deliver the Sales Presentation of a Lifetime

I do a lot of keynotes, so I’ve had years of training (and spent a lot of money) to hone presentation skills. The last few years I’ve been writing columns for financial services magazines and have come across a serious problem with salespeople who have to present in front of groups. Most have had no training. It shows, and it costs them money, lots of commissions. ...

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