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Tables of Contents for Winning Group Sales Presentations
Chapter/Section Title
Page #
Page Count
Introduction
1
6
STRUCTURE-THE GROUP SELLING FRAMEWORK
7
66
Introducing the Framework
7
4
The Opening
11
16
Introduction
11
1
Arrival Opening
12
2
Formal Opening
14
11
To Recap
25
2
The Agenda and Agenda Check
27
12
Review Agenda Points
28
1
Check the Agenda
29
3
To Recap
32
1
Client Need Check
33
5
To Recap
38
1
The Body of the Sales Presentation
39
12
Structuring Information in the Body
41
2
Differentiate Your Idea
43
5
Handling Latecomers
48
1
Using Proposal and Handouts
48
1
To Recap
49
2
The Summary
51
3
To Recap
52
2
The Question and Answer
54
4
Caught Short
55
1
No Questions Come Your Way
55
1
To Recap
56
2
The Close
58
7
Know What You Want
58
1
How to Close
59
4
To Recap
63
2
Follow-Up
65
3
Follow-up Process
65
3
Client Seminars
68
4
Summary of Group Selling Framework
72
1
DELIVERY-THE SIX CRITICAL GROUP SELLING SKILLS
73
56
Introduction
73
4
Presence
77
15
Nervousness
80
1
How to Be Your One-on-One Self
81
11
Relating
92
6
Introduction
92
1
Homework
93
1
Using Clients' Names
94
1
Eye Contact
95
1
Humor
95
1
Rapport Killers
96
2
Questioning
98
10
Encouraging Questions
98
1
Responding to Client Questions
99
1
Guidelines
100
7
To Recap
107
1
Listening/Observing
108
3
Introduction
108
1
Look and Listen
109
2
Positioning Your Product/Idea
111
5
Telling Your Story
112
1
The ``Hope Chest''
113
3
Checking
116
4
When to Check
117
3
Dealing with Client Objections
120
9
Introduction
120
1
Six Critical Skills
121
8
PREPARATION-PREPARING FOR THE SALES PRESENTATION
129
32
Introduction
129
2
Client Needs
131
3
Client Decision-Making Unit
134
5
Developing an Idea and Objective
139
2
Setting a Strategy
141
16
Your Team
141
7
Time/Timing
148
3
Practice
151
2
The Setting
153
4
Group Selling Planner
157
4
PACKAGING-DEVELOPING THE PRESENTATION PACKAGE
161
38
Introduction
161
2
Organizing Your Proposal
163
4
Packaging
167
5
Proposal Checklist
169
3
Using Your Proposal
172
6
Visuals
178
16
When to Use Visuals
179
1
Creating Visuals
180
2
How to Use Visuals
182
2
Rehearsing with Visuals
184
1
The Ultimate Visual
185
2
Types of Visual Aids-Pluses and Minuses
187
6
In Summary
193
1
Tips for Selling to Client Groups
194
5
Preparation Tips
194
1
Delivery Tips
194
2
Sales Presentation Framework Checklist
196
1
Delivery Checklist
197
2
Index
199