Visual Selling

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

Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.

• Vendas e marketing

jump; selling; pages; lessons; visual; nearly; chockfull; book; insight; reasoned; logic; selling process; seller; return; center; straight; relevant; banker; investment; job; day; pauls suggestions; many; successful output; presentations; wall