Successful Sales Presentations

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Course Overview

This action packed one day workshop focuses on preparation, practice and performance. It will enable you to add panache to your presentations and stimulate a more desired reaction from your audience.

During this workshop delegates will be given the opportunity to weave their own style into a presentation that will be structured around a sales process. Delegates will learn how to establish rapport with their audience and will receive feedback from an experienced coach. The workshop has limited numbers to ensure feedback and coaching is given to each individual.

Audience

This workshop is for delegates who can structure a sales presentation but need to develop a better delivery style in order to improve results.

Skills Gained

By the end of this course you will be able to:

• Produce a template for a structured sales presentation.
• Plan and prepare to sell the presentation.
• Add interest and style to your presentation.
• Develop a dynamic delivery style to excite your audience.
• Establish rapport with your audience.
• Understand when and how to use multimedia.
• Use PowerPoint presentations that work.
• Manage difficult audiences.
• Team or individual - how to decide?
• Create a development plan for future presentations.

Course Outline

First Impressions Count

• Establishing credibility and interest
• Creating the right conditions; non-verbal and physical cues
• Defining and redefining the objective

Panic Free Presentation

• Good preparation: planning and structure
• Language: enunciation, style, vocabulary
• Present a clear and logical case for doing business
• Energy: how to channel nervous energy to positive ends
• Practising the performance in your mind

Dynamic Delivery - Adding Variety

• Choosing the best available information
• Maintaining interest - keeping the audience 'hooked'
• Stimulating curiosity - the key to motivation
• Power and tone
• Humour
• Silence
• Using notes inconspicuously
• Presenting in a team

Establishing Rapport with the Customers

• Understanding your customers - what are they expecting?
• Profiling your audience for levels of interest, ability and influence
• Creating introductions that 'hook'
• Explaining the boundaries and limitations of your presentation

The Use and Abuse of Multimedia

• OHPs, charts, video, 35mm slides, computer displays, etc.
• The disadvantage of visual aids to suit the customer

Problems

• Problem buster tips and technique

Personal Development

• Formulating a personal action plan

Successful Sales Presentations / SSP1