Book

The Solution: Our presence can be the difference. Successful sales professionals “become the value themselves, work with buyers collaboratively, and create real change for their customers.” Great presence means we have the ability to read the selling situation and seamlessly adjust our behavior to authentically and purposefully connect with our buyers. We are persuasive because we have genuine regard for our buyers and convey a passionate belief in what we are selling.
This book is an exploration of what it means to “sell with presence.” It offers ways to create a personal brand that allows us, across all media, to use our presence to differentiate ourselves by authentically communicating our unique value proposition. We will look at the attitudes and behaviors that allow us to show up in the right ways across a range of interactions, including
- meeting a prospective buyer for the first time,
- presenting an insight or idea at a meeting,
- uncovering details and information about your buyers’ needs,
- helping your buyers problem solve, and
- dealing with conflict.
Selling With Presence: Use Your Personal Power to Close More Deals
Selected Chapter Overview
- Illustrates why great presence transcends a sales process
- Defines what it means to have sales presence
- Identifies the characteristics, traits and behaviors of people with great presence, and what it allows them to do
- Lists the obstacles to great presence
- Describes three ways to improve your presence
- Illustrates the importance of presence during a presentation
- Summarizes the behaviors and skills related to a presentation process
- Discusses and applies the ideal presence behaviors and skills during each component of the presentation
- Offers a structure for telling impactful stories
- Illustrates why great presence transcends a sales process
- Defines what it means to have sales presence
- Identifies the characteristics, traits and behaviors of people with great presence, and what it allows them to do
- Lists the obstacles to great presence
- Describes three ways to improve your presence