{"product_id":"visual-selling-9780471793618","title":"Visual Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003ci\u003eVisual 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.\u003c\/i\u003e  \u003cp\u003e\u003cb\u003eSection I  The Seller as Focal Point\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection II \u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I The Seller as Focal Point\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 What Is Your Buyer Looking At? 3\u003c\/p\u003e \u003cp\u003e2 Now That You Have Their Attention, What Should You Do? 17\u003c\/p\u003e \u003cp\u003e3 Q\u0026amp;A: Thinking Visually and Verbally in Post-Pitch Situations 41\u003c\/p\u003e \u003cp\u003e4 The Big 12 Derailing Details 57\u003c\/p\u003e \u003cp\u003e5 Eliminating Decks and Delaying Handouts 77\u003c\/p\u003e \u003cp\u003e6 Images: The Perfect Selling Partner 85\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Getting Ready to Sell\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e7 Thinking Up and Evaluating Images 103\u003c\/p\u003e \u003cp\u003e8 Advanced Image Making 129\u003c\/p\u003e \u003cp\u003e9 Organizing Content with Images 155\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Selling Situations\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e10 Selling to Different Groups and in Different Situations 173\u003c\/p\u003e \u003cp\u003e11 Seeing the Range of Image Options: Seven Sample Presentations 199\u003c\/p\u003e \u003cp\u003e12 How to Sell Doctors on Washing Their Hands and Other Final Insights 233\u003c\/p\u003e \u003cp\u003eAfterword 239\u003c\/p\u003e \u003cp\u003eReferences 241\u003c\/p\u003e \u003cp\u003eIndex 243\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49525410398551,"sku":"9780471793618","price":15.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471793618.jpg?v=1731860408","url":"https:\/\/bookcurl.com\/products\/visual-selling-9780471793618","provider":"Book Curl","version":"1.0","type":"link"}