a Competitive Advantage
Sales Management Succeed
or stand-up in front of a group—are part of every sales
process. This inflection point in the sales cycle is your opportunity to
validate that your solution exactly meets your client's needs;
and delivers the knock-out blow to the competition. Important? There's
little that happens that's more important than this.
Skills Workshop provides an understanding and blueprint for success of
formal and informal presentations, enabling you to clearly, concisely,
and credibly present your solution, seek its deficiencies and end with
agreement that it completely meets the client's needs. Salespeople gain
understanding that even superior solutions with price advantages can
lose if their solution is not presented properly.
for managing the environment, presentation team, client attendees,
materials, and customer interaction. They anticipate and seek out areas
of weakness in their solution, and how to use those to strengthen their
solution and close the deal.
you should attend?
Skills Workshop is designed for sales, sales support,
and their management, responsible for presenting high value
you fearful of the presentation and do your best to avoid it?
you know what the presentation is to accomplish, what success looks
like, and what the next step is going to be?
you lost an opportunity when you had a superior, lower priced
do you cover everything you need to cover in the allowable
the presentation participants—influencers,
recommenders, and decision-makers—agree
on the issues, results and value of the solution they need?
you get great feedback on your presentations (the attendees ask you
to send them an electronic copy) and you still lose the deal?
members of the presentation team disappoint you in their content,
materials, attitude, or the way they handle client questions?
you know when and how to discuss price so that your margins are not
eroded and you don't lose credibility with the client?
easy to make a buck. It's a lot tougher to make a difference."
Presentation Skills Workshop, you'll learn to:
probe, and present in an interactive and purposeful communication.
agendas and appropriate visual
for clarity and positive impact.
the presentation in a manner that develops rapport, trust and receptivity.
your ideas and information with confidence and credibility.
the presentation interactive and "real."
encourage and deal with tough and
your presentations for different audiences, time, venues, and
the client's needs, expected results and the value of the solution.
the sales team member and their organization will benefit?
Presentation Skills Workshop will enable participants to take the guesswork
out of closing the solution sale. They will be able to validate that
their solution exactly
meets the client's needs.
They will learn not to fear the presentation, but to embrace it for the
advantage they can gain and the damage they can inflict on the competition.
with the end in mind (know what you want to accomplish before you
make the presentation).
clients hear, listen, retain and gain understanding of
presentations, how and when they fit in the sales cycle, how they
differ from sales calls.
and around-the-table presentations.
use of handouts.
to validate that you are proposing a solution that exactly meets the
and how to discuss price.
a Sales Training Workshop Consultation »