Seminar Outline:
When sales personnel prep for sales presentations, the
tendency is to concentrate on being able to persuasively
extol all the features of their products or services. The
underlying assumption here is that if you can just do an
excellent job of describing and defending these wonderful
features, the customer will see the wisdom of accepting your
offer. The problems with this approach are numerous,
beginning with the fact that customers usually buy what they
feel they need, and that may not necessarily be what you are
trying to sell. In addition, when people are processing your
presentation, the content – i.e., the words you are saying
to them – account for only 10% of the believability of your
message. Ninety percent of their decision to trust – or not
trust – what you are saying comes from factors other than
the feature list you worked so hard on.
We have created our two-day Sales Presentations seminar to help you
effectively cover all the bases during your sales presentation. This highly
interactive training event uses discussions, small group exercises, and a series
of 10 videotapes role-plays to help you gain hands-on practice with your new
presentation skills. You will be able to develop a presentation that is specific
to your current situation, receive coaching and personal feedback from our
experienced presentation coaches, and then take that perfected material back out
into the field and use it the very next day. Among the many helpful insights you
will gain during your training is a strategy for how to tailor your presentation
so that it appeals specifically to the needs of your particular audience, to be
sure you are offering something they will value. The presentation skills you
gain from this seminar will provide an immediate boost to your sales results.
Seminar Objectives:
Participants in the
"Sales Presentations"
seminar will learn to:
- Present technical information clearly, concisely, and persuasively
- Use voice projection, articulation, pacing, and fluency to improve
delivery
- Appreciate the impact of body language, eye contact, and gestures
- Understand and identify audience attitudes and needs
- Use specific strategies to overcome nervousness
- Identify and handle audience questions and objections
- Plan their presentations around current market forces
- Overcome negative or distracting mannerisms
- Set up a specific action plan to continue to practice and improve
presentation skills
Private Group Sales Training: Group sales training can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Seminars: We offer Exceptional
Presentations as an open enrollment seminar held across the US.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of this training seminar.
