Cover image for New sales speak
New sales speak
Sjodin, Terri L.
Personal Author:
Publication Information:
New York : John Wiley, [2001]

Physical Description:
xiv, 242 pages : illustrations ; 23 cm
Subject Term:
Format :


Call Number
Material Type
Home Location
Item Holds
HF5438.8.P74 S56 2001 Adult Non-Fiction Non-Fiction Area

On Order



Advance Praise for NEW SALES SPEAK . . .

"Here comes the book . . . New Sales Speak is the first book on the vital marriage of persuasive selling techniques and crucial speaking skills." -Harvey MaCkay, Author of the New York Times bestsellers Swim with the Sharks and Pushing the Envelope

"An incredible book on sales effectiveness! You can learn how to release your brakes and step on your accelerator toward higher sales." -Brian Tracy, Brian Tracy International

"Loaded with substantive ideas that can help you do more, earn more, and be more!" -Nido Qubein, Chairman, National Speakers Association Foundation, and Past President, National Speakers Association


While each of us is blessed with a different level of talent, the ability to speak with savvy, polish, style, and humor is a learned skill. Learning how to more effectively sell yourself and your message can give you a tremendous advantage in our competitive world. Written for anyone who gives one-on-one, small group, or large group presentations, whether you are directly in sales, a company manager, teacher, or community volunteer, New Sales Speak identifies the most common mistakes individuals make when presenting and explains how to avoid them in creating your own highly successful presentations. Including a detailed sample outline you can adapt for your own purposes, this book will turn you into a polished and persuasive presenter and a first-class sales professional.

Selling + Speaking = Sales Speak
* Build and deliver a powerful case for your message
* Make the best use of your allotted time
* Use visual aids effectively
* Transform fear into energy
* Tailor your presentation to meet the needs of your listeners
* Close the sale

Author Notes

TERRI L. SJODIN, CSP, is a full-time professional speaker and business trainer. She has developed a distinguished client list ranging from corporate and association presidents to large professional sales organizations. She delivers presentations to thousands of people annually. At thirty-four, she is the youngest female professional speaker to ever earn the CSP (Certified Speaking Professional) designation by the National Speakers Association. Terri received a bachelor of arts degree in speech communication from San Diego State University.

Reviews 1

Booklist Review

Sjodin is a business trainer and full-time professional speaker. She is also the author of SALESpeak: Everybody Sells Something, a small-press title published in 1995. She now updates her advice to reach a broader audience. Although both selling and public speaking are often considered talents, Sjodin insists that they are skills that can be learned. She notes that business people and professionals are given little training in presentation skills and emphasizes her point that "everybody sells something." After offering some basic general tips, Sjodin details the nine biggest mistakes one can make, whether the presentation is one-on-one or before a large group. She shows how "winging it," being too informative rather than being persuasive, misusing allotted time, providing inadequate support, failing to "close," being boring, relying too much on visual aids, using distracting gestures or body language, and wearing inappropriate dress all detract from one's purpose. Sjodin also provides practical tips for overcoming these mistakes, and her good sense will benefit anyone who must use persuasion to make or win a point. --David Rouse

Table of Contents

1 Sales Speak: Selling, Speaking, and the Partnership Between the Two
2 Mistake Number 1: Winging It
3 Mistake Number 2: Being Too Informative versus Persuasive
4 Mistake Number 3: Misusing the Allotted Time
5 Mistake Number 4: Providing Inadequate Support
6 Mistake Number 5: Failing to Close the Sale
7 Mistake Number 6: Being Boring, Boring, Boring
8 Mistake Number 7: Relying Too Much on Visual Aids
9 Mistake Number 8: Distracting Gestures and Body Language
10 Mistake Number 9: Wearing Inappropriate Dress
11 How to Do a Self-Evaluation
12 Final Thoughts
How to Contact the Author