Presenting for Sales

Presenting for Sales empowers salespeople with the confidence and skills to make compelling sales presentations.  But closing sales is more than the final sales presentation, it’s a process of building credibility and trust with the client.  Presenting for Sales helps build that credibility and trust by focusing on the verbal and non-verbal communication that underlies the whole sales process; how words are said and body language.

The skills and techniques learned in this course help build client relationships and reinforce credibility throughout the sales process.  Having the skills and confidence to deliver a sales presentation in the high pressure situation of a formal delivery transfers to increased confidence in all client interactions.  Participants leave Presenting for Sales knowing what to do and how to do it.

However, sales opportunities are not always scheduled events with plenty of preparation time.  So we also prepare participants to take advantage of these “moments of opportunity”.  They will learn to develop and deliver a 30 second pitch so they can open doors to sales opportunities when the opportunity arises.

Using a combination of multiple practical exercises, some videotaped, and “in the moment” coaching, measurable improvement is achieved quickly.  Private video review, together with coach and peer feedback, enables participants to see their progress and have the confidence to take ownership of the skills.  At the end of the course participants will know what to do and, more importantly, how to do it.  This results in change that transfers to the workplace immediately.

To maintain skill development after the program, participants leave with their own DVD showing their progress and skill retention tools.  We’re also available to give participants advice or guidance, without charge, at any time in the future.

Outcomes

• increase rapport with clients through verbal and non-verbal communication
• use a presentation opener that gets client attention
• create client focused presentations
• demonstrate client focus throughout the presentation
• handle hostile/hidden questions and isolate objections
• take advantage of unexpected sales opportunities
• manage and use nervous energy to advantage
• increased confidence in all client interactions

Approach

• instructors who “walk the talk” using all the skills
• individual “in the moment” coaching to encourage change
• instructor and peer feedback identifying areas for development and reinforcing good behaviors
• some activities are videoed for participants’ self awareness
• private video review for participants to monitor progress and reinforce the skills
• multiple practice sessions with skill areas developed sequentially

How many?

Up to twelve participants

How long?

Two days