Preface vii
Introduction: The Screen to Screen Selling Process xi

PART ONE: Preparation

Chapter 1 “I Can’t Be There”: The New Way to Sell Your Products and Services 3
Chapter 2 Selling Isn’t Telling: Problems with Most Sales Presentations 23
Chapter 3 Tech Tune-Up: The Tools You Will Need for Screen to Screen Selling 41
Chapter 4 Before the Appointment: How to Prepare Screen to Screen Conversations for Conversions 59
Chapter 5 Provisioning and Positioning: What You Need to Get Ready for the Conversation 69

PART TWO: Conversation

Chapter 6 It’s Show Time! What to Say When the Customer Connects 85
Chapter 7 Application Agility: The Skill Sets of Screen to Screen Selling 95
Chapter 8 Conceptualizing the Sale: How to Paint the Picture Using Visual Conversations 111
Chapter 9 Before the Finish Line: Do These Things Before You End the Conversation 125
Chapter 10 Screen to Screen from Mobile: How to Initiate Screen to Screen Meetings from Anywhere 137

PART THREE: Follow-Up

Chapter 11 Visual Summaries: How Visual Summaries Support the Decision-Making Process 159
Chapter 12 Managing Risk: What Your Devices Alone Won’t Teach You About Security 175
Chapter 13 They Said Yes! How to Save Time and Money Filling Out Forms 183
Chapter 14 Analyzing the Customer Experience: How to Make Customers Happier Because You Made It So Easy 197
Chapter 15 Screen to Screen Culture: The Transformation from a Verbal to a Visual Environment 215
Chapter 16 Screen to Screen Presentations: How to Engage Participants Face-to-Face 227
Chapter 17 Screen to Screen Meetings: How to Influence Decisions During Live Meetings 243
Chapter 18 Screen to Screen Webinars: How to Improve the Experience During Webinars in Order to Get Results 255
Chapter 19 Screen to Screen Marketing: How to Create Growth Opportunities from Conversations 269
Chapter 20 Massive Execution: How to Master Screen to Screen Selling One Click at a Time 279