Course description
We’ve all sat through far more bad presentations than good ones, but knowing what ‘good’ looks like is easier than successfully replicating it. Sales presentations are a performance and, as salespeople, fluffing our lines can cost us a lot more than hurt pride.
Having discovered and understood the specific needs and burning issues our prospect has, then this course will help any salesperson avoid dropping the ball and instead wowing their prospects with a
high-impact, tailored and compelling case for purchase.
Upcoming start dates
Suitability - Who should attend?
This high-impact, very practical, course is suitable for sales professionals at all levels who have to deliver stand-up presentations. It is tailored to the different experience levels of the participants and gives them all the chance to put themselves in the shoes of a prospect being presented to.
It allows the more experienced and successful a chance to further develop and refine their skills and knowledge when negotiating, whilst giving the less experienced vital foundation skills and practical short-cuts.
Outcome / Qualification etc.
- Prepare mentally and physically for stand-up presentations
- Use voice modulation and bullet-pointing to demand attention
- Avoid boring their prospects
- Master the do’s and don’ts of PowerPoint
- Deal more effectively with technical hitches and prospect’s interruptions
- Use eye contact and engagement to avoid prospects ‘tuning out’
- Deploy best practice essentials for presenting with colleagues
- Steer through the toughest Q&A
Training Course Content
1 Preparing your presentation
- Mindset
- Knowing your objective(s)
- Vocal warm-up techniques
- Assembling pre-agreed benefits
- Time management
- Room set-up
- Technical preparation
2 How to open your presentation
- Vocal energy
- Summary and agreement of prospect’s needs
- How to have posture and confidence
- Use of humour
- What to do with those dreaded hands
- Confident v non-confident body language
3 How to get and keep people’s attention
- Bullet pointing
- Linking benefits to specific, stated needs
- Practical exercise – formulating and delivering tailored benefits
- Being selective with features
- Third party reinforcement and case studies
- ‘Watering the garden’ eye contact technique
- Practical exercise – participants practise ‘sharing out’ eye contact to audience
- How to handle a prospect’s negative body language
- Handling interruptions
4 Presenting in groups
- Credentialing all participants
- Role delineation for group presentations
- Edifying other participants’ messages – do’s and don’ts
- How to maintain energy when not speaking
- Practical exercise – good and bad practice when not speaking
- Teamwork in Q&A sessions
- How to hand over professionally
5 PowerPoint do’s and don’ts
- Use of visual aids
- Good and bad PowerPoint slides
- How to make PowerPoint work for you
- Classic PowerPoint errors
- Avoiding and handling technical problems
- Good and bad flipchart practice
6 Closing and / or achieving next action steps
- Power of summary
- Good Q&A practice
- Handling objections
- Practical exercise – handling objections on one’s feet
- Creating consensus among prospect panel
- What to do when prospects disagree with each other
- When to trial close
- How to close on next action steps
7 Wrap-up
- Key learning points from each participant
- Action steps to be implemented on next presentations
Course delivery details
A very practical, interactive one-day session for a maximum group size of 12.
There are lots of different activities throughout the day, giving participants the opportunity to try new techniques and feel the difference between good and bad practice.
The style is very facilitative and learner-centred, taking into account the needs and preferences of the group on the day whilst at the same time delivering the programme as agreed with the client in order to meet the specified learning objectives.
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The In-House Training Company
We offer top-quality in-house training, in a wide range of subjects, at sensible prices. All of our programmes are delivered by independent subject specialists who also have outstanding training skills. We have rigorous standards and only work with the very...