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Effective Sales Presentations

Course Length: 2 days

Audience
Sales Professionals and Sales Managers who make formal and informal sales presentations.

Workshop Size
With a workshop maximum of 12, each participant will be videotaped six to eight times and will take home their own SD card. The culminating event is the delivery of a five to seven minute sales-related presentation, including three to five PowerPoint slides, which the participants will create on their own laptops.

Overview:
This is a skill-building course for sales professionals who are called upon to make formal or informal presentations, or to communicate complex and/or technical data to prospects and clients. The emphasis of this course is on identifying and developing each participant’s individual sales presentation style while engaging and interacting with the audience.


    Objectives
  • Strengthen your sales presence
  • Increase effectiveness in distilling key ideas into actionable business initiatives/solutions
  • Structure messaging - both written and verbal, communication - for clarity, succinctness and memorable impact
  • Tell the story from the customer’s perspective
  • Respond to tough questions and difficult people
  • Move the sale forward to action

Key Topics

  • Conquer stage fright
  • Project confidence and conviction
  • Use effective eye contact and gestures
  • Eliminate distracting idiosyncrasies
  • Customize presentation for intended audience
  • Optimize opening and closing statements
  • Adjust detail and technical levels for various listeners
  • Ensure clarity of key information or requested action
  • Use humor, quotes and data effectively
  • Create & use visual support – PowerPoint design and delivery
  • Use notes skillfully
  • Encourage audience interaction
  • Handle difficult questions and challenges, using the ART model
  • Demonstrate good listening skills
  • Keep conversation moving in a seamless way
  • Stay on track and reinforce key messages
  • Generate energy, emotion & enthusiasm

  • Highlights: The two-day format includes the following:
  • 10 major learning exercises: eight videorecorded, six interactively coached
  • Practice developing and delivering a complete five-to-seven minute sales presentation including three to five PowerPoint slides
  • Best practices for online presenting
  • Personal videorecording, with private viewing immediately after practicing, for a total of up to 30 minutes of recording per participant
  • A 12-participant maximum ensures personalized attention and coaching
  • Facilitated group feedback on content, clarity and memorability, presentational style, interaction & difficult questions, expectations and listener awareness issues
  • Customizing presentations for the intended audience

Instructor

 Peter Rosselli

PETER ROSSELLI has been a speaker, consultant, trainer and course designer in the areas of presentation skills and interpersonal communication for over 20 years. As a program manager for Decker Communications, a recognized leader in the Communications Consulting industry, Peter designed curricula and trained a staff of thirty-five consultants to deliver training programs internationally.

He has spent several years designing and conducting programs in Presentation Skills, Interpersonal Communication Skills, Team Building, Conflict Resolution, Negotiation, Cultural Diversity and Customer Service. He has consulted for many companies including Apple, Lab126/Amazon, AT&T, Yahoo!, EMC Software, Medtronic, TIBCO Software, Cypress Semiconductor, SAP, HP, NetApp, Lattice Semiconductor, Maxim Integrated Products, Bank of America, National Semiconductor, Kaiser Permanente and Intel.

Peter has associate instructors in Boston, New York, London and Milan


Onsite Delivery

For more information about having a course delivered at your site and tailored to meet your organization's specific objectives.

Contact: info@effectivetraining.com