Visual Selling : Capture the Eye and the Customer Will Follow

PowerPoint® has turned selling on its head. Sellers have become projectionists, rather than persuaders. They recite sentences from laptops or room screens—often word for word. Viewers, in turn, disregard the presenter and instead read the screen or handout. Most pitches are driven by wordy text slides and a tedious delivery. Sellers have unwittingly undermined their own influence. Prospective buyers used to judge a seller's product by how well the seller presented it. Now it's what's read, not what's said. Visual Selling shows you how to regain control. You'll learn how to radically change your visuals so viewers look to you instead of the screen for answers. You'll understand how your delivery dramatically biases the sale. It should. You are, after all, the most important visual in the room. Your every move and what you show, from clothes to body language to the room setup to your slides and handouts, shapes the buyer's decision. Visual Selling explains that what the pro-spect sees is as important as what you say—often more so. This book shows you exactly how to visually switch gears and pull ahead of your peers or competitors. Drawn on the authors' years of experience as renowned consultants to those giving competitive pitches, this book explains the art of visual selling, sharing stories and techniques that are proven and effective. Whether you sell one-on-one or to large groups, the strategies you find here will guarantee that your visuals never muddy your message. You'll learn how to: Put yourself and your message at center stage Never let a handout upstage you Eliminate PowerPoint® text and use powerful visuals instead Choose and use appropriate images to persuade Manage the visual effect of your selling environment Control your body language for maximum visual impact Visual Selling covers virtually everything you need to know to make sure all visual elements enhance your presentations and your selling ability. It's the perfect resource for anyone who gives sales presentations, no matter what they sell or who they sell to.