Presentation Skills - Presenting Benefits
Booking this course
If you would like to talk to us about running
a Presenting Benefits course, please contact us:
Tel + 44 (0)1789 734343 or email us at
admin@proskill.co.uk |
It is no longer good enough to bore customers by a standard
monologue. Competitive selling requires presentations to be
tailored to a customer’s needs and situation.
Overview
In today’s competitive environment, the quality of the
selling and sales strategies is often more important than the
quality of the product/service. The way in which we discuss our
products/ services/propositions is not just a matter of ‘technical
excellence.’ Careless words cost sales. Careful words make sales.
We must also pay heed to the individual’s vested interests and the
emotion present.
This practical and intensive course builds on the presentations skills learnt
and ensures the right skills.
Who Should Attend
All new and experienced salespeople who have learnt
advanced questions.
Duration
1 Day
Presentation Skills (Presenting Benefits) - Course Objectives
Participants will learn:
the parameters of an effective face-to-face presentation
how to time their presentation and avoid common errors
how to ensure a seamless presentation of benefits in a way that
makes the other person want to go ahead
how to minimise the risk of objections
how to develop their versatility skills, polish their presentation
and use visual aids for maximum effect
how to meet the needs of the individual as well as the
organisation
Presentation Skills (Presenting Benefits) -
Course Outline
Why & When Presentation Benefits
The position of the presentation in the sales process
Avoiding untimely presentations
The timing/flow of the presentation
What you cannot present
How to avoid common errors
Presenting Benefits
How to open the presentation
The ‘Need-Feature-Advantage-Benefit-Confirm’ Sequence
Identifying benefits for organisation
Ensuring attention and understanding
Avoiding solutions appearing ‘expensive’
The ‘Trial Close’
How to avoid common errors
Advanced Skills
Polishing the presentation
Recognising and handling ‘Buying Signals’
Recognising and controlling the flow
Using Visual Aids
Understanding the personal needs of the other person
Matching the ‘personal’ needs of the other person
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