Selling-Visually-With-PowerPoint.pdf

About the Author

Robert Lane lives in sunny Tucson, Arizona,

United States. He is an internationally recog-

nized speaker, trainer and author, specializing

in digital media techniques for interactive com-

munication 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 Presen-

tation , and is author of the book Relational Pre-

sentation: 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 for lexible content delivery techniques

featured throughout this book.

Aspire Communications

Robert’s company, Aspire Communications,

provides training, consultation, and support

to a wide variety of individuals and institu-

tions implementing relational presentation and

visual selling techniques. Team members in-

clude trainers, researchers, executives, presen-

tation professionals, graphic designers, media

specialists and software developers. Aspire of-

fers workshops and seminars, both onsite and

online (live or self-paced), to promote learner

success. They also provide full enterprise-level

solutions and project management to organi-

zations wishing to implement this book’s con-

cepts on a large, multiuser scale.

iii

About the Author

Andre Vlcek is a sales consultant based in Mel-

bourne, Victoria, 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 qualiications in sales and mar-

keting from Swinburne University in 2004 and

advanced sales management accreditation in

the United States 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 inter-

active digital media.

Sales Psychology Australia

Andre’s company, Sales Psychology Australia,

provides sales consultancy and sales training

services designed to help organizations ind

and win new customers, as well as maintain

and grow their existing customer base. These

complete, end-to-end solutions integrate sales

strategy, selling skills, and sales tools to deliver

increased proit margins and improved levels

of customer satisfaction. In recent years, SPA

and Aspire have collaborated in designing and

delivering new selling concepts and tools that

leverage Aspire’s Relational Presentation tech-

nologies. The fruits of this successful venture

appear on upcoming pages.

Executive Editor: Judy McCabe

Marketing Manager: Steve Hards

Project Manager: Chantal Bossé

herein may be reproduced or used in any form or by any means—graphic,

electronic, mechanical, including but not limited to photocopying, record-

ing, taping, Web distribution, information networks, or information stor-

age and retrieval systems—without writen permission of the author.

For more information about Aspire’s online or onsite workshops, contact

us at:

Aspire Communications

902 N. 4th Avenue

Tucson, AZ 85705

USA

Phone: 520-629-0282

Fax: 520-629-9573

E-mail: support@aspirecommunications.com

Web: htp://www.aspirecommunications.com

Aspire also ofers a full range of consultation, customized training and sup-

port options.

To download the COURSE RESOURCES folder referenced in this book,

visit the Web address below, enter the Selling Visually with PowerPoint area

and type the following password where directed: 23x1qjb85

htp://www.aspirecommunications.com/CourseResources.html

ISBN(13): 978-0-9794156-4-7

ISBN(10): 0-9794156-4-0

Library of Congress Control Number: 2009904354

PowerPoint is a registered trademark of the Microsoft Corporation

Contents

Section 1

A Diferent Look at Sales Presentations

Chapter 1

The Quest for Flexibility

High Stakes ...........................................................................................2

Learning to Dance with the Moment ................................................3

This Book’s Purpose ............................................................................9

What You’ll Learn ................................................................................9

Chapter 2

Changing the Paradigm

The Realities Salespeople Face ........................................................14

Converting Sales Presentations

to Sales Conversations ......................................................................17

What You’re Geting Yourself Into ..................................................20

Chapter 3

What’s in It for You

Expanded Vocabulary ......................................................................26

Power and Simplicity ........................................................................27

Professional Appearance ..................................................................27

Diferentiation: Standing out from the Crowd..............................28

Tailored Solutions ..............................................................................29

Shorter Sales Cycles and Higher Sales Conversion Ratios ..........29

Multiuser Capabilities ......................................................................30

Brand Management and Quality Control ......................................30

Content Management .......................................................................32

Sales Training Platform ....................................................................32

Design Eiciency ...............................................................................33

Feature ..................................................................................................35

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