Onsite Course Description

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Sales Engagement and Influencing Techniques

Length
2 days

Target Audience

Business development and marketing executives and managers

Overview

In the age of “Wow!” marketing and advertising, it’s important to make your presentation unique and audience-focused. Generic speeches and snazzy PowerPoint slides just don’t cut it anymore — especially with savvy corporate customers.

This two-day course is specially designed for sales consultants, teaching them to structure, script and persuasively deliver sales presentations that will position them ahead of the competition. At the end of the course, participants will be able to effectively deliver powerful, professional and polished presentations.

This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.

This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.

Key Topics

Objective of a sales presentation

  • Communicate the benefits of the product or service so that prospects or customers want your solution to their problem now

Key fundamentals about an effective presentation:

  • Human insight #1: How people process information
  • Human insight #2: How we retain information
  • The Communication Model
  • The three Vs

Preparation

  • Customer research: to understand what potential customers need, you have to understand the details of their business
  • Get to know the inner workings of a company and its decision makers as a crucial part of any effective sales pitch

Design a presentation that sings rather than snoozes

  • Three key elements to consider:
    • What you want your audience to do
    • What you want your audience to know
    • How you want your audience to feel
    • Keep these elements in mind to ensure that your message will be both listener-focused and persuasive

Develop the presentation

  • Determine the points you want to make, tailored to the specific customer
  • Write out the goals for the meeting
  • Take the insights of the customers’ needs and turn them into a story with a solid beginning, middle and end
  • Create the visual aids that best illustrate the story
  • Eliminate jargon and confusing slides from the presentation
  • Practice, practice, practice
  • Get feedback

Deliver an authentic, persuasive and creative presentation

  • Have a rock-solid persuasive case
  • Be compelling and creative
  • Speak like a professional

Key sales techniques for presenters to use in sales presentations

  • Create a connection between your product and service and the prospect
  • Learn to effectively build rapport and trust
  • Learn questioning techniques to uncover needs and valuable information
  • Solution presentation: OFABE technique

Questioning techniques

What not to do

  • PowerPoint sins
  • Avoid information overload
  • Avoid hard sell

Conclusion

  • Skill practice
  • Wrap up

This course is available only by special request in this geography. Please give us a call today at 1-408-441-8881 or send us an email using the contact form on this site.