McGraw Hill
Presentation Ready: Improve Your Sales Presentation Outcomes and Avoid the Twelve Most Common Mistakes
Subjects: Business & Economics / Sales & Selling,
ISBN13: 9781266021619
Published: 08 Mar 2024
Format - Hardcover
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A$38.37
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A$38.37
Regular price
A$39.56
Presentation Ready: Improve Your Sales Presentation Outcomes and Avoid the Twelve Most Common Mistakes
Regular price
A$38.37
Sale price
A$38.37
Regular price
A$39.56
Product description
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The tools and insights that sales professionals need to increase closing rates deals in the unique post-COVID world of selling
When it comes down to a pivotal business or sales presentation, if it doesn’t move you forward, you have got to figure out why, and change it. In Presentation Ready, Terri Sjodin shares the results of her multi-year research project, which identified 12 common sales presentation mistakes that can cost an individual the win, the deal, or the opportunity-- and strategies on how to avoid those mistakes.
Readers will learn the three main benchmarks for crafting a winning sales message—Case, Creativity, and Delivery—and the mistakes within each one, such as being too informative rather than persuasive and failure to create a connection with the audience. Whether they present in-person, virtually or in hybrid environments, readers will benefit from the experiences of others and discover how transform their presentations overnight.
The book is divided into three sections: building your case, leveraging creativity, and honing your delivery. Each chapter explores a specific presentation mistake—why it happens, why it’s damaging, and includes practical tips on how to correct it. Readers may laugh or cringe at some of these confessions, stories, and observations, but they are all true. (Names of individuals and organizations have been removed or changed to protect client confidentiality.) The solutions will ultimately help readers course-correct to save themselves time, increase their earning potential, reduce stress, and gain greater confidence for their future presentations.
While recognizing common mistakes serves as a foundational step, it does not offer solutions on its own. The goal of the book is to address the mistakes and provide solutions in a unique and entertaining way through the confessions and observations or both presenters and listeners/decision makers.
When it comes down to a pivotal business or sales presentation, if it doesn’t move you forward, you have got to figure out why, and change it. In Presentation Ready, Terri Sjodin shares the results of her multi-year research project, which identified 12 common sales presentation mistakes that can cost an individual the win, the deal, or the opportunity-- and strategies on how to avoid those mistakes.
Readers will learn the three main benchmarks for crafting a winning sales message—Case, Creativity, and Delivery—and the mistakes within each one, such as being too informative rather than persuasive and failure to create a connection with the audience. Whether they present in-person, virtually or in hybrid environments, readers will benefit from the experiences of others and discover how transform their presentations overnight.
The book is divided into three sections: building your case, leveraging creativity, and honing your delivery. Each chapter explores a specific presentation mistake—why it happens, why it’s damaging, and includes practical tips on how to correct it. Readers may laugh or cringe at some of these confessions, stories, and observations, but they are all true. (Names of individuals and organizations have been removed or changed to protect client confidentiality.) The solutions will ultimately help readers course-correct to save themselves time, increase their earning potential, reduce stress, and gain greater confidence for their future presentations.
- New Research: Based on the author's groundbreaking sales research study on the State of Sale Presentations, conducted in collaboration with professors and researchers at San Diego State University.
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- Successful Speaking Platform: Terri Sjodin is an internationally recognized speaker. She will promote the book at her many speaking engagements.
- LinkedIn Learning Instructor: Sjodin was selected as a LinkedIn Learning Instructor and has partnered with LinkedIn Learning to create a sales presentation skills course based on her research. The course refers viewers to the book Presentation Ready at the end of the program. Course launch September 2023
- National publicity campaign will be coordinated with Fortier Public Relations, the premier firm for launching business books.
- Sjodin is a frequent guest on national television and radio talk shows, including NBC’s Today Show, Bloomberg News, CNN, CNBC, and Fox Business, as well as many industry podcasts.
While recognizing common mistakes serves as a foundational step, it does not offer solutions on its own. The goal of the book is to address the mistakes and provide solutions in a unique and entertaining way through the confessions and observations or both presenters and listeners/decision makers.
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