Visual Selling: Capture the Eye and the Customer Will Follow

Preface ix

Acknowledgments xvii

Part I The Seller as Focal Point

1 What Is Your Buyer Looking At? 3

2 Now That You Have Their Attention, What Should You Do? 17

3 Q&A: Thinking Visually and Verbally in Post-Pitch Situations 41

4 The Big 12 Derailing Details 57

5 Eliminating Decks and Delaying Handouts 77

6 Images: The Perfect Selling Partner 85

Part II Getting Ready to Sell

7 Thinking Up and Evaluating Images 103

8 Advanced Image Making 129

9 Organizing Content with Images 155

Part III Selling Situations

10 Selling to Different Groups and in Different Situations 173

11 Seeing the Range of Image Options: Seven Sample Presentations 199

12 How to Sell Doctors on Washing Their Hands and Other Final Insights 233

Afterword 239

References 241

Index 243