|
Overview:
You or your team have
worked hard to get the opportunity to present to clients. You want your
client (sales) presentation to be well structured, engaging and convincing.
This programme will help you do just that! You will get the opportunity to
create upcoming scenarios, where a demanding client audience (your
fellow participants) puts you through your paces. |
 |
|
Who will benefit:
All managers and sales
consultants who prepare and deliver client presentations.
Objectives:
By the
end of this course you will be able to:
-
Learnt how to structure
presentations, making them flexible and full of impact.
-
Discussed tailoring
presentations for specific clients.
-
Explored the uses and
abuses of visual aids e.g. lap tops, flip charts etc.
-
Reviewed and used
powerful selling techniques.
-
Learnt how to handle
questions from the audience.
-
Dealt with objections
-
Discovered the benefits
of tracking body language signals.
-
Learnt how to reduce
their nerves and start to enjoy presenting.
-
Learnt how to build
excellent rapport with individuals / audiences.
-
Learnt language patterns
for powerful influencing.
-
Practiced presenting to
their fellow participants and received feedback.
Content:
(We
customise and structure
the content to your organisation's specific needs)
-
Review of sales models
-
Review of current
situations requiring Sales Presentations
-
Assessment of prior experience
-
What kind of presenter would
you like to be?
-
What do you believe about
presenting?
-
What are sales
presentations really about?
-
Common questions and concerns”
-
Presentation practices - using custom sales materials
-
Audience
behaviours, questions and objections specifically set-up to test out
each individual presenter"
-
Use of “time-outs”
to freeze the action
-
Feedback from presenter /
audience and course leader
-
Evaluation of
presentation and sales process
-
Using visual aids
-
Tracking body
language – especially the decision makers.
-
Why do people
listen?
-
Developing your
voice quality.
-
Managing and
optimising your internal state.
-
Building rapport
with individuals / audiences.
-
Preparing presentations
-
Preparation
-
Know your audience
-
Structuring your
presentation
-
Creating
presentations that have real impact
-
Exercise – producing
a structure for an upcoming presentation
-
Dealing with objections
-
Choice of a
specific client situation
-
Customisation of
standard Sales presentations
-
Delivery of
presentation to a demanding client audience
-
Recap of overall
learning points
-
Next steps / action
planning
-
Course review
 Top |
Sales presentation skills
"Structure your sales
presentation flexibly, watch the body language of your clients, clarify
their needs and give them what they want"
More
Information: If you want to know more
about this course or its suitability for you or a colleague, call us on
020 8374 3985 and speak informally to one of our course leaders,
or email:
info@shiftingminds.com
Training Style:
Interactive, enjoyable and thought provoking. The workshop uses inputs
from the course leader, group and individual exercises, presentations with
the 'customised' client audiences becoming more challenging as the course
progresses. |
