Sales Presentation Skills
Learn to Make Great Sales Presentations to Communicate Value in a Compelling Way
Professional sales presentation training is a must for every organization. Sales representatives and their presentations, if done poorly, can cost tons in terms of lost sales, market share and company reputation. Your sales presentation leaves a big impression – and you don’t get another chance. Unfortunately, many sales professionals do not recognize how they can make better sales presentations. We can help even your most experienced sales people improve their sales presentation skills.
This Sales Presentation Training focuses on skills professional speakers rely on to create and present powerful, memorable business presentations that move people to action.
When your people practice their sales presentation, are they practicing the right things? Do they know how to use the power of “pause and punch?” Are they getting their timing right? Are they mastering the art of persuasion? Or, are they just practicing to remember what to say? This sales presentation skill training can instantly improve the sales success by improving your sales people's presentations to prospects and customers.
Great sales presentations do more than just deliver information—they move people to action. They educate, motivate and persuade buyers.
In short, great sales presentations make a connection with decision makers so that they can better hear, absorb and act on your message.Professional sales presentation training can make the difference.This powerful, interactive Presentations Skills Training for Sales Professionals workshop helps sales people become more confident and effective in making sales presentations to individuals and groups of any size. Participants will recognize their strengths and understand their challenges. Through interactive learning, practice, video review and individual coaching, we help them develop their own presentation style. Participants become more comfortable and effective in delivering stronger, more influential sales presentations.
Who Should Attend
This training session is designed for sales people at all levels, sales directors, sales managers, business owners, and anyone responsible for the performance of a sales team.
- Gain new clients
- Deepen relationships with current clients
- Create new business opportunities with prospective clients
- Increase the size of your orders
- Shorten sales cycle times from start to close
- Streamline the presentation development process to save time and be more effective
- Develop better business proposals
- Present with passion and conviction without sounding like a sales person
- Overcome public speaking fears
- Improve the overall business development process
Overview of Concepts and Deliverables Provided
This training can be presented in one, two, or three-day formats and can include video feedback with individual professional coaching sessions.
- Creating The Course Blueprint – To maximize your benefits from being here
- Best Practices – From different perspectives
- Sales Basics – Put the "10 Rules for Successful Sales" into action Understanding
- People Styles - Ourselves and others
- Adapting To Their Style – Guidelines for sales professionals
- Communication – B to B communication that establishes trust and improves your overall ability to assist clients and build sales
- Conquer Their Fear – Overcome reluctance of public speaking and sales rejection
- Inform – The three categories of business communication
- Persuade – Motivate the client
- What Does Your “Audience” Understand? – The Three V’s of Sales Communication
- Visual – What they see
- Vocal – How it feels
- Verbal – The words they hear
- Determining Your Demeanor – Body language for sales professionals
- Aligning Communication – Use pace, volume and inflection for maximum impact
- Communication Tools – Three V’s of Sales Communication used differently to:
- Make “them” look good; Discuss topics of concern;
- Make yourself and your company look good;
- Concede failures appropriately
- How to Tell a Story – Using Analogies, Metaphors and Similes - Make the strange familiar and the familiar interesting
- Marketing Basics – Know the key buying triggers for each prospect – Question, Listen, Close with benefits
- Asking Questions – Uncover and handle objections and hidden objections; Uncover your prospect's needs and tell you how to sell to them
- The Trial Close – Uncover and handle objections and hidden objections
- Passionate Presentations – Deliver sales presentations that solve your prospect's problems with clarity and conviction
- Creating Interaction – When and how to stimulate easy interaction with your audience
- Developing The Presentation – A systematic approach to create and deliver great sales presentations
- Preparation – Jump-start the process
- Client Research – Know their position
- Self Research – Know your position
- Illumination/Evaluation – Developing client-driven sales hooks
- Create Effective Support Materials – PPT and other approaches
- Elaboration – Organizing the approach
- Win Them Over – Dealing with objections and close
- Effectively Run Q&A – Handle tough questions with ease
Days Three and Four
- Presentation Strategy – Create beginnings that matter; Communicate the message; Close with a call to action
- Presentation Prep Checklist – Quick process to hone and standardize your steps to success
- It’s Showtime – A case situation that is the real deal: Rehearse and Present: video tapes, critiques, individual coaching Actions I Need To Work On – Create a personal action plan
Nothing is more important to a company's success than sales. This workshop prepares your sales force to overcome the top ten reasons many sales presentations fail:
- Not being able to describe the objective of your presentation in one sentence to include the action you expect your listeners to take as a result of your presentation?
- Not having a clear structure to your presentation in order to make it easy for your listeners to follow your information and ideas.
- Not having or knowing how to tell vivid, relevant stories that fit your key points to your listeners’ situation.
- Not using PowerPoint™ appropriately.
- Not getting audience attention.
- Not making the presentation interactive.
- Put in too many or too few testimonials about your products/service
- Use too much “I” (or “We” or “Our”) in the presentation versus using “You” (or “Your”).
- Not keeping it sounding spontaneous and becoming too canned.
- Fail to have a strong opening and close that engages your audience.Alliance's sales training professionals will give you the skills to handle any sale situation effectively.
To receive more information about this training call toll free at 877-385-5515.