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Acknowledgments ix Introduction: Creating an Experience xi I What You Present: The Messages 1 1 Make It All About Them 3 2 Start with the End in Mind 11 3 Develop a Story 21 4 Developing Stories for Existing Clients (Rebids) 35 II The Skill: How You Say It 41 5 Facilitating the Experience 43 6 Speaking the Client s Language 59 7 Making It Compelling 71 8 Anticipating and Answering Questions 87 9 Behaving as a Team: Team Dynamics 97 10 Analyzing Your Audience 123 III The Materials: What We Say It With 131 11 Dodging the Bullets: Avoiding Death by PowerPoint 133 12 The Strategy behind the Materials 159 IV Twenty-three Elements of the Experience 173 V The Tool Kit 189 Index 209
NADINE KELLER is founding partner of Precision Sales Coaching & Training. As director of sales training with JP Morgan Chase, she developed a culture of best-in-class sales and marketing behaviors, processes, and procedures, and launched the "learning while doing" technique. Establishing Keller & Associates in 1998 and Precision Sales Coaching & Training in 2006, Nadine has brought her proven coaching methods to a broader audience that spans industries. Her firm has provided coaching and training for thousands of sales professionals with measurable results.