Paul LeRoux is the founder of Twain Associates and has been coaching salespeople on visual selling for more than twenty-five years. His specialty is rehearsing executives for high-stakes competitive presentations, outside funding pitches, and large audience addresses.Peg Corwin handles sales and marketing for Twain Associates. She has extensive professional experience in sales, having worked with financial services, investment consulting, and real estate firms.
PRAISE FOR VISUAL SELLING"The lessons found within Visual Selling nearly jump off its pages. This book is chock-full of reasoned insight, proven technique, and compelling logic. Perhaps most importantly, it challenges the seller to return to the center of the selling process."--John J. O'Connor, Chairman and CEO, DMJM Aviation, Inc."I actually read Visual Selling straight through, because I found it so relevant to my job as an investment banker. Literally, the day after I read it, I used many of Paul's suggestions. I have also had the pleasure of seeing the highly successful output of the authors' advice in presentations to Wall Street and the scientific community. . . . Those seeking outside funding would be wise to read Visual Selling."--Grant Harshbarger, Managing Director, Caris & Company"It's ironic that as architects, we're trained to think visually but we rarely use visual selling ideas in our presentations. After successfully using these concepts, I'm only afraid of what will happen when my competition reads this book."--Peter Schlossman, AIA, Senior Associate Principal, Loebl Schlossman & Hackl
Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people's trust, satisfaction and willingness to buy.
PRAISE FOR VISUAL SELLING
"The lessons found within Visual Selling nearly jump off its pages. This book is chock-full of reasoned insight, proven technique, and compelling logic. Perhaps most importantly, it challenges the seller to return to the center of the selling process."
--John J. O'Connor, Chairman and CEO, DMJM Aviation, Inc.
"I actually read Visual Selling straight through, because I found it so relevant to my job as an investment banker. Literally, the day after I read it, I used many of Paul's suggestions. I have also had the pleasure of seeing the highly successful output of the authors' advice in presentations to Wall Street and the scientific community. . . . Those seeking outside funding would be wise to read Visual Selling."
--Grant Harshbarger, Managing Director, Caris & Company
"It's ironic that as architects, we're trained to think visually but we rarely use visual selling ideas in our presentations. After successfully using these concepts, I'm only afraid of what will happen when my competition reads this book."
--Peter Schlossman, AIA, Senior Associate Principal, Loebl Schlossman & Hackl
Preface.
Acknowledgments.
Part I: The Seller as Focal Point.
1 What Is Your Buyer Looking At?
2 Now That You Have Their Attention, What Should You Do?
3 Q&A: Thinking Visually and Verbally in Post-Pitch Situations.
4 The Big 12 Derailing Details.
5 Eliminating Decks and Delaying Handouts.
6 Images: The Perfect Selling Partner.
Part II: Getting Ready to Sell.
7 Thinking Up and Evaluating Images.
8 Advanced Image Making.
9 Organizing Content with Images.
Part III: Selling Situations.
10 Selling to Different Groups and in Different Situations.
11 Seeing the Range of Image Options: Seven Sample Presentations.
12 How to Sell Doctors on Washing Their Hands and Other Final Insights.
Afterword.
References.
Index.
Paul LeRoux is the founder of Twain Associates and has been coaching salespeople on visual selling for more than twenty-five years. His specialty is rehearsing executives for high-stakes competitive presentations, outside funding pitches, and large audience addresses.
Peg Corwin handles sales and marketing for Twain Associates. She has extensive professional experience in sales, having worked with financial services, investment consulting, and real estate firms.
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Über den Autor
Paul LeRoux is the founder of Twain Associates and has been coaching salespeople on visual selling for more than twenty-five years. His specialty is rehearsing executives for high-stakes competitive presentations, outside funding pitches, and large audience addresses.
Peg Corwin handles sales and marketing for Twain Associates. She has extensive professional experience in sales, having worked with financial services, investment consulting, and real estate firms.
Inhaltsverzeichnis
Preface.
Acknowledgments.
Part I: The Seller as Focal Point.
1 What Is Your Buyer Looking At?
2 Now That You Have Their Attention, What Should You Do?
3 Q&A: Thinking Visually and Verbally in Post-Pitch Situations.
4 The Big 12 Derailing Details.
5 Eliminating Decks and Delaying Handouts.
6 Images: The Perfect Selling Partner.
Part II: Getting Ready to Sell.
7 Thinking Up and Evaluating Images.
8 Advanced Image Making.
9 Organizing Content with Images.
Part III: Selling Situations.
10 Selling to Different Groups and in Different Situations.
11 Seeing the Range of Image Options: Seven Sample Presentations.
12 How to Sell Doctors on Washing Their Hands and Other Final Insights.
Afterword.
References.
Index.
Klappentext
PRAISE FOR VISUAL SELLING
"The lessons found within Visual Selling nearly jump off its pages. This book is chock-full of reasoned insight, proven technique, and compelling logic. Perhaps most importantly, it challenges the seller to return to the center of the selling process."
--John J. O'Connor, Chairman and CEO, DMJM Aviation, Inc.
"I actually read Visual Selling straight through, because I found it so relevant to my job as an investment banker. Literally, the day after I read it, I used many of Paul's suggestions. I have also had the pleasure of seeing the highly successful output of the authors' advice in presentations to Wall Street and the scientific community. . . . Those seeking outside funding would be wise to read Visual Selling."
--Grant Harshbarger, Managing Director, Caris & Company
"It's ironic that as architects, we're trained to think visually but we rarely use visual selling ideas in our presentations. After successfully using these concepts, I'm only afraid of what will happen when my competition reads this book."
--Peter Schlossman, AIA, Senior Associate Principal, Loebl Schlossman & Hackl
