Includes bibliographical references (p. 241) and index.; The seller as focal point -- What is your buyer looking at? -- Now that you have their attention, what should you do? -- Q & A : thinking visually and verbally in post-pitch situations -- The big 12 derailing details -- Eliminating decks and delaying handouts -- Images : the perfect selling partner -- Getting ready to sell -- Thinking up and evaluating images -- Advanced image making -- Organizing content with images -- Selling situations -- Selling to different groups and in different situations -- Seeing the range of image options : seven sample presentations -- How to sell doctors on washing their hands and other final insights.;