A one-day workshop
We’ve all sat through far more bad presentations than good ones, but knowing what ‘good’ looks like is easier than successfully replicating it. Sales presentations are a performance and, as salespeople, fluffing our lines can cost us a lot more than hurt pride.
Having discovered and understood the specific needs and burning issues our prospect has, then this course will help any salesperson avoid dropping the ball and instead wowing their prospects with a
high-impact, tailored and compelling case for purchase.
You will learn:
How to create and maintain energy in your presentations
How to deliver back perfectly bespoke benefits to your eager audience
And how to deal with objections and negativity whilst you’re in full flow
This highly interactive course is a toolkit for any salesperson who wants and needs their presentation to be the glorious climax of their sales quest and not the proverbial ‘damp squib’.
- Prepare mentally and physically for stand-up presentations
- Use voice modulation and bullet-pointing to demand attention
- Avoid boring their prospects
- Master the do’s and don’ts of PowerPoint
- Deal more effectively with technical hitches and prospect’s interruptions
- Use eye contact and engagement to avoid prospects ‘tuning out’
- Deploy best practice essentials for presenting with colleagues
- Steer through the toughest Q&A
Expert trainer
Alun is a very experienced and entertaining deliverer of sales training. After sixteen years of sales and sales management – ten of which were in a telephone environment – he became a professional actor, attending Drama School in 2000/2001. Since 2002 he has become a highly skilled corporate role-player and for the last seven years or so has focused on sales training, using his role-playing experience to make training highly interactive and, above all, fun.
Session outline
1. Preparing your presentation
- Mindset
- Knowing your objective(s)
- Vocal warm-up techniques
- Assembling pre-agreed benefits
- Time management
- Room set-up
- Technical preparation
2. How to open your presentation
- Vocal energy
- Summary and agreement of prospect’s needs
- How to have posture and confidence
- Use of humour
- What to do with those dreaded hands
- Confident v non-confident body language
3. How to get and keep people’s attention
- Bullet pointing
- Linking benefits to specific, stated needs
- Practical exercise – formulating and delivering tailored benefits
- Being selective with features
- Third party reinforcement and case studies
- ‘Watering the garden’ eye contact technique
- Practical exercise – participants practise ‘sharing out’ eye contact to audience
- How to handle a prospect’s negative body language
- Handling interruptions
4. Presenting in groups
- Credentialing all participants
- Role delineation for group presentations
- Edifying other participants’ messages – do’s and don’ts
- How to maintain energy when not speaking
- Practical exercise – good and bad practice when not speaking
- Teamwork in Q&A sessions
- How to hand over professionally
5. PowerPoint do’s and don’ts
- Use of visual aids
- Good and bad PowerPoint slides
- How to make PowerPoint work for you
- Classic PowerPoint errors
- Avoiding and handling technical problems
- Good and bad flipchart practice
6. Closing and / or achieving next action steps
- Power of summary
- Good Q&A practice
- Handling objections
- Practical exercise – handling objections on one’s feet
- Creating consensus among prospect panel
- What to do when prospects disagree with each other
- When to trial close
- How to close on next action steps
7. Wrap-up
- Key learning points from each participant
- Action steps to be implemented on next presentations
