Sales Presentation Skills ::.

2 Day format for 10-12 sales people delivered by 1 experienced coach or up to 16 salespeople delivered by 2 experienced coaches.

All videotaping is done using a Digital DVD Camcorder on a mini-DVD disk. Disks are reviewed by each sales person privately and theirs to keep at the conclusion of the program.

Coaching is highly interactive and supportive. Through the combination of expert coaching, layered skill development, videotape and review and cutting edge retention tools, salespeople will own and use the skills immediately.

General Program Outline ::.

Day 1: Skill Acquisition

Initial Skills Assessment: Each salesperson is videotaped introducing him or herself to the group. Videotaped

Physical Skills

Focus for Confidence: Salespeople learn a skill which helps them think more clearly and come across as confident and sincere.
Natural Energy: Salespeople learn a series of skills which include how to stand and move, what to do with their hands, how to control their vocal energy with volume, inflection and momentum or pace. When managed, the salesperson looks and sounds more natural, credible and interesting. Videotaped

Organizational Skills

Consider your Client or Prospect: A brief exercise is introduced which helps each salesperson think through who his or her client or prospect is so that the message can be tailored to their listeners.
Organize your Message: Salespeople are introduced to a ‘Know This’ and a ‘Do This’ format. These are the 2 great reasons we message to others. When we use a format we apply logic to the flow of our information with the client or prospect in mind.
Forms of Influence: The 5 major forms of influence are introduced to salespeople along with the universal formula for sharing a story, example, personal experience or case study. Salespeople then select 1 form of influence they might use in their presentation, develop it and then share it with the group.

Delivery Options

Delivery Options are reviewed. We cover the most common methods of delivery and how to blend the organizational content with the physical skills practiced earlier in the program. The methods are: Extemporaneous, Speaking from Notes, and Speaking from PowerPoint. Each salesperson practices delivering a portion of his or her presentation seated, speaking from notes and standing, speaking from PowerPoint.

Day 2: Skill Application

Review Day 1 Skills: A brief Review of Day 1 begins the final day.
One-to-One Practice: Each salesperson practices delivering his or her presentation to a partner. This is done seated speaking either from their laptop or notes/handouts.
PowerPoint Presentation: Each salesperson delivers a 5 minute presentation to the group applying all the day 1 skills. Videotaped
Seated, Speaking from Notes: Each salesperson delivers a brief 3 minute presentation seated speaking from notes applying all the day 1 skills.
Establishing a Viewpoint: Each salesperson learns a formula for sharing a viewpoint in under 30 seconds. This is a ‘whole life skill’ which is used in our personal and professional lives. Videotaped

Interacting with my Clients or Prospects

Answer the Question Directly: Salespeople learn to listen for the issue and answer the question first before developing their answer.
Listen for the Issue and Rephrase the Question: Salespeople learn how to listen for the issue and then reposition the question, staying true to the issue. When done properly this technique sets up a platform for the salesperson to answer the question directly and enhance their credibility. Videotaped
Questions of Interest: Salespeople learn a skill to discover the question behind the question.
Prepare for Highly Confrontational Q&A: A tool is introduced to prepare for highly confrontational Q&A. A media clip is shown of Condoleezza Rice using this technique as she responds under pressure during her 9-11 Commission testimony.

Program Evaluation & Close

Optional Modules: Team Presentations, Handling Objections, presenting technical information to non-technical clients or prospects and Opening a Sales Call effectively.