Sales Presentations
Booking this course
If you would like to talk to us about running
a Sales Presentations course, please contact us:
Tel + 44 (0)1789 734343 or email us at
admin@proskill.co.uk |
The sales presentation is increasingly popular as a method of
communicating with the many people involved in a decision. A good
solution can fail - due to poor presentation.
Overview
Presenting ideas/findings/solutions to groups is a
normal part of modern commercial life and yet the majority of
presentations fail to be memorable or relevant in part or whole.
As more people are involved in decision-making or need to be kept
informed, the number of sales presentations increases. The speed of
change is increasing; presentations are an essential part of the
salesperson’s communication armoury. They allow faster
communication that a series of one-to-one meetings. They allow
personal emphasis and the ability to answer questions - unlike
written communication. Presentations in a competitive situation
for suppliers, alternative ideas or job selection are now common.
It is usually the quality of the presentation – not the viability
of the idea that makes the difference.
This practical and stimulating course gives participants the
vital skills, techniques and current research they need to improve
their skills.
Who Should Attend
All salespeople. Even trained and experienced
salespeople will find this helps them to improve.
Duration
1 Day
Sales Presentation -
Course Objectives
Participants will learn:
how to use memory principles
the key points of preparation and alternative approaches
how to use the media available to them to make their audience
respond to their message
how to develop a personal style that adds to the effectiveness of
the sales presentation
how to deal with difficult situations and turn them to their
advantage
how to avoid the pitfalls and put ‘sparkle’ into their
presentation
Depending on the number of participants each person will perform 2
to 3 presentations in the day.
Sales Presentation - Course Outline
Introduction
The role of the presentation in the sales process
Common errors
How Memory Works
Making sure the audience remembers
Profiling and Preparation
Selecting the right approach
A review of different approaches
Understanding audience needs
Setting objectives
Handling nerves
Visual Aids
Designing, producing and using:
Overhead projector foils
Whiteboard & flipchart
Using cues
Sales Presentation Style
The C.I.A.™ introduction
Handling nerves during the presentation
Handling difficult questions
When things go wrong
Polishing the Presentation
The ten things to avoid
Twelve ways to add power to your presentation
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