Visual Selling
Capture the Eye and the Customer Will Follow
Published on 10. July 2007
240 pages
978-0-470-14627-9 (ISBN)
Description
Visual Selling provides salespeople with tools to sell in anincreasingly image-oriented culture. More so than ever before, theway a salesperson looks and acts, the images on a screen or inhandouts, and even room environments can impact people'strust, satisfaction and willingness to buy. The authors believethat, to sell most effectively, the seller must be the visual focalpoint. This book draws on 25 years of experience coachingindividuals and organizations in the art of visual selling, sharingstories and techniques used in big-dollar competitive presentationsand pitches to senior management. Divided into three sections (theSeller as Focal Point, Getting Ready to Sell and SellingSituations), Visual Selling will appeal to a wide variety ofbusiness readers because it can be used to help salespeople sellone-on-one, as well as to assist corporate presenters at sellingnew programs or products in-house.
Section I - The Seller as Focal Point
Section II - Getting Ready to Sell
Section III - Selling Situations
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Other editions
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Book
05/2007
1st Edition
Wiley
€24.00
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Persons
Paul LeRoux is the founder of Twain Associates and has beencoaching salespeople on visual selling for more than twenty-fiveyears. His specialty is rehearsing executives for high-stakescompetitive presentations, outside funding pitches, and largeaudience addresses.
Peg Corwin handles sales and marketing for TwainAssociates. She has extensive professional experience in sales,having worked with financial services, investment consulting, andreal estate firms.
Content
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
