Make It All About Them: Winning Sales Presentations -- Copyright -- Contents -- Acknowledgments -- Introduction: Creating an Experience -- The Sales Presentation Experience -- I: What You Present: The Messages -- 1: Make It All About Them -- 2: Start with the End in Mind -- The Power of Three -- What Are the Client Needs? -- What Are Our Strengths? -- What Are Competitors' Strengths and Weaknesses? -- The "How to Choose Just Three" Exercise -- The Reviews Exercise -- 3: Develop a Story -- The Presentation as a Story -- Creating a Storyboard -- The Topics and the Order in Which You Present Them -- The Critical Points within Each Section -- The Opportunities to Reinforce the Big Three Messages -- Proof Points -- Points of Differentiation -- Stories -- Metaphors, Analogies, and Similes -- 4: Developing Stories for Existing Clients (Rebids) -- II: The Skill: How You Say It -- 5: Facilitating the Experience -- Client Introductions -- 6: Speaking the Client's Language -- Emotion and Power Words -- The Most Powerful Word in Sales: You -- When Numbers Count -- Two Reasons to Use Numbers -- 7: Making It Compelling -- All Benefits Are Not Created Equal -- Three-O'clock-in-the-Morning Language -- What We Are Really Selling -- The Art of Storytelling -- Say It with Passion-Enthusiasm Sells -- Say It with Conviction -- 8: Anticipating and Answering Questions -- Common Mistakes -- Types of Questions -- Guidelines for Answering Questions -- Helpful Phrases -- When You Don't Know the Answer . . . -- 9: Behaving as a Team: Team Dynamics -- Using Senior Executives in the Presentation -- The Team Makeup: Who and How Many? -- Sales Leadership -- Coaching the Team -- Coaching Fundamentals -- Professional Coaching -- Stand or Sit? -- Power Poses -- Strategy Sessions and Rehearsals -- A Note on Time -- Debrief Sessions -- 10: Analyzing Your Audience.

III: The Materials: What We Say It With -- 11: Dodging the Bullets: Avoiding Death by PowerPoint -- Where to Start -- The Ruthless Screening -- Animation -- Slide Headlines -- Client Logos -- A Picture Is Worth a Thousand Words -- Representing the Numbers -- Common Mistakes When Representing the Numbers-and How to Fix Them -- Protecting the Deck -- 12: The Strategy behind the Materials -- Slide Advancers -- Presenter Tools -- iPads -- Multimedia -- Whiteboards and Flip Charts -- Leave-Behinds -- Guidelines for Handouts -- Guidelines for Leave-Behinds -- Guidelines for Copies of Slides -- The Mundane and the Extraordinary -- Tent Cards -- Business Cards -- Rolling Out the Red Carpet -- IV: Twenty-three Elements of the Experience -- 1. All Communications Leading Up to the Presentation . . . and the Tone in Which They Are Sent -- 2. How You and Your Team Members Enter the Building and the Room -- 3. How You Greet People When You Enter the Room -- 4. Where You Choose to Sit -- 5. The Room's Physical Setup -- 6. How You Open the Presentation -- 7. How You Facilitate the Meeting Throughout -- 8. The Team's Personality and Energy -- 9. The Materials and Equipment You Use . . . and How You Use Them -- 10. The Team's Behavior . . . and Consistency between the Behavior and the Message -- 11. How You Present Your Business Card -- 12. The Quality of Paper on Which Things Are Presented -- 13. The Attire of the People Presenting -- 14. Team Photos -- 15. How You Take Notes . . . and What You Take Them with and On -- 16. How You Advance Slides -- 17. How You Handle the Unexpected -- 18. How You Close -- 19. How and When You Leave the Room -- 20. Your Postpresentation Follow-Up -- 21. Your Patience while Waiting for the Decision -- 22. The Amount of Effort and Creativity You Bring to the Table -- 23. Site Visits -- V: The Tool Kit -- Tools.

The Sales Presentation Checklist -- The Intelligence List -- The Timeline -- The Storyboard -- The Strategy Session -- The Rehearsal -- The Big Day -- The Debrief -- The Sales Presentation Checklist -- The Intelligence -- The Timeline -- The Storyboard -- The Strategy Session -- The Rehearsal -- The Big Day -- The Debrief -- Index.