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. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I The Seller as Focal Point Section II Getting Ready to Sell Section III Selling Situations

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 PointSection II - Getting Ready to SellSection III - Selling Situations

Preface ixAcknowledgments xviiPart I The Seller as Focal Point1 What Is Your Buyer Looking At? 32 Now That You Have Their Attention, What Should You Do? 173 Q&A: Thinking Visually and Verbally in Post-Pitch Situations 414 The Big 12 Derailing Details 575 Eliminating Decks and Delaying Handouts 776 Images: The Perfect Selling Partner 85Part II Getting Ready to Sell7 Thinking Up and Evaluating Images 1038 Advanced Image Making 1299 Organizing Content with Images 155Part III Selling Situations10 Selling to Different Groups and in Different Situations 17311 Seeing the Range of Image Options: Seven Sample Presentations 19912 How to Sell Doctors on Washing Their Hands and Other Final Insights 233Afterword 239References 241Index 243