Paul LeRoux is the founder of Twain Associates and has been coaching salespeople on visual selling for more than twenty-five years. His specialty is rehearsing executives for high-stakes competitive presentations, outside funding pitches, and large audience addresses. Peg Corwin handles sales and marketing for Twain Associates. She has extensive professional experience in sales, having worked with financial services, investment consulting, and real estate firms.

• Preface ixAcknowledgments xviiPart I The Seller as Focal Point1 What Is Your Buyer Looking At? 32 Now That You Have Their Attention, What Should You Do? 173 Q&A: Thinking Visually and Verbally in Post-Pitch Situations 414 The Big 12 Derailing Details 575 Eliminating Decks and Delaying Handouts 776 Images: The Perfect Selling Partner 85Part II Getting Ready to Sell7 Thinking Up and Evaluating Images 1038 Advanced Image Making 1299 Organizing Content with Images 155Part III Selling Situations10 Selling to Different Groups and in Different Situations 17311 Seeing the Range of Image Options: Seven Sample Presentations 19912 How to Sell Doctors on Washing Their Hands and Other Final Insights 233Afterword 239References 241Index 243

Paul LeRoux is the founder of Twain Associates and has been coaching salespeople on visual selling for more than twenty-five years. His specialty is rehearsing executives for high-stakes competitive presentations, outside funding pitches, and large audience addresses. Peg Corwin handles sales and marketing for Twain Associates. She has extensive professional experience in sales, having worked with financial services, investment consulting, and real estate firms.

• Preface ixAcknowledgments xviiPart I The Seller as Focal Point1 What Is Your Buyer Looking At? 32 Now That You Have Their Attention, What Should You Do? 173 Q&A: Thinking Visually and Verbally in Post-Pitch Situations 414 The Big 12 Derailing Details 575 Eliminating Decks and Delaying Handouts 776 Images: The Perfect Selling Partner 85Part II Getting Ready to Sell7 Thinking Up and Evaluating Images 1038 Advanced Image Making 1299 Organizing Content with Images 155Part III Selling Situations10 Selling to Different Groups and in Different Situations 17311 Seeing the Range of Image Options: Seven Sample Presentations 19912 How to Sell Doctors on Washing Their Hands and Other Final Insights 233Afterword 239References 241Index 243

Paul LeRoux is the founder of Twain Associates and has been coaching salespeople on visual selling for more than twenty-five years. His specialty is rehearsing executives for high-stakes competitive presentations, outside funding pitches, and large audience addresses. Peg Corwin handles sales and marketing for Twain Associates. She has extensive professional experience in sales, having worked with financial services, investment consulting, and real estate firms.

• Preface ixAcknowledgments xviiPart I The Seller as Focal Point1 What Is Your Buyer Looking At? 32 Now That You Have Their Attention, What Should You Do? 173 Q&A: Thinking Visually and Verbally in Post-Pitch Situations 414 The Big 12 Derailing Details 575 Eliminating Decks and Delaying Handouts 776 Images: The Perfect Selling Partner 85Part II Getting Ready to Sell7 Thinking Up and Evaluating Images 1038 Advanced Image Making 1299 Organizing Content with Images 155Part III Selling Situations10 Selling to Different Groups and in Different Situations 17311 Seeing the Range of Image Options: Seven Sample Presentations 19912 How to Sell Doctors on Washing Their Hands and Other Final Insights 233Afterword 239References 241Index 243