Presentation Skills for Sales/Marketing Professionals (2 day)

Course Overview

Competitive tendering situations are becoming more and more prevalent in today's business environment. The effort required to reach the final round is high and the costs not inconsiderable. "It's not what you say - it's how you say it" - true, but the really convincing presentation must do both in an increasingly competitive market place.

Audience

All sales and marketing people who have to make presentations to existing or potential clients in competitive situations.

Skills Gained

By the end of the course, participants will be able to:

• analyse the audience and plan the style and content of the presentation to ensure maximum impact
• consider different ways of structuring presentations depending upon the desired outcomes
• develop ways of creating impact at key points in the presentation
• assess their own style of delivery and adapt it when required

Course Outline

Analysing the situation

• your audience: receptivity, interest, knowledge, political position
• reinforcing and establishing credibility
• objectives and feedback tools

Presentation structure and content

• identifying the key messages you wish to deliver
• designing a powerful presentation structure
• choosing and developing key points
• designing high impact slides

Creating impact and developing confidence

• developing your personal delivery style
• the cornerstones of confidence and enthusiasm
• SPICES(c) - your customers' motivation model
• recognising and making best use of your customers' key drivers
• 7 shortcuts to influence the decision making process
• audience participation - when and how

Best practice

• managing an RFI/RFP presentation
• post presentation follow-up

Presentation Skills for Sales/Marketing Professionals (2 day) / PD-PSSA2