Synopsis
This book is a delicate marriage of sales and persuasion psychology, media creation skills, and highly flexible public speaking techniques. The synthesis of these three components offers a uniquely new perspective on sales success. In days past, selling was mostly a matter of building relationships, fostering trust, understanding other people's perspectives, and waxing eloquent with words. Now another factor cries out for attention: technology. We must learn to use modern media in ways that show people what we mean, demonstrate what customers can gain, model what is possible, and visually distinguish ourselves from competitors. Our computer-enhanced communication must be effortless, as graphical ideas flow to customers with the same grace and speed as words rolling off the tongue. This book's hands-on instructions walk readers through the process of mastering such visual fluency as they build and learn to use a flexible, PowerPoint-based sales presentation platform.
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About the Author
Robert Lane lives in sunny Tucson, Arizona, USA. He is an internationally recognized speaker, trainer and author, specializing in digital media techniques for interactive communication and teaching. Robert earned a Bachelor of Science in physics in 1987 and a Master of Science in educational technology in 2008 at the University of Arizona. He has devoted the past 10 years to developing, researching, and teaching a visually interactive style of presentation known as Relational Presentation, and is author of the book Relational Presentation: A Visually Interactive Approach. Many of these same dynamic presentation techniques are vitally important to successful sales and persuasion activities, and, therefore, form the basis of the flexible content delivery techniques featured throughout this book. Andre Vlcek is a sales consultant based in Melbourne, Australia, where he services a global network of corporate clientele. He specializes in the design and implementation of advanced selling strategies for business-to-business sales organizations. Andre earned postgraduate qualifications in sales and marketing from Swinburne University in 2004 and advanced sales management accreditation in the USA with The Prime Resource Group and BSRP, Inc. He is a frequent speaker and trainer, and has devoted the past 15 years to researching and documenting the time-honored selling approaches found in his sales courses. Throughout this book, Andre expands upon traditional sales wisdom to incorporate and maximize the emerging potential of interactive digital media.
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