Overview/Description
Even the most confident sales people can feel their self-assurance dissolve when required to make a formal sales presentation. This course is about giving you the confidence, not only to present, but also to get commitment from your customer. Demonstrating a structure that can be adapted to most situations, this course will equip you with the skills needed to deal with the most intimidating circumstances with consummate ease.
Target Audience
Sales people who are tasked with selling at an executive level and who are currently involved with obtaining and maintaining key/major accounts. Also, those sales people wanting to move up into executive-level sales roles, and any sales managers with responsibility for coaching existing, newly-promoted or recently appointed executive-level sales people.
recognise how planning improves the effectiveness of an executive-level sales presentation.
identify how knowledge of the prospective audience can assist the planning of an executive-level presentation.
identify why it's necessary to understand the prospect's objectives for the sales presentation to be able to plan effectively for the event.
distinguish the resources that must be planned in advance to adequately support an executive-level sales presentation.
Preparing the Presentation
recognise the benefits of taking a structured approach to the preparation of an executive-level sales presentation.
identify how content and/or structure can be used to achieve objectives common to all executive-level sales presentations.
determine the logical format being used to present information.
identify how to reduce stress, thereby improving the ability to deliver an executive-level presentation.
identify how delivery of an executive-level presentation can be improved by various practice and rehearsal methods.
The Communication Essentials
identify the advantages of being able to communicate effectively both verbally and non-verbally and through the use of visual aids when presenting at the executive level.
within a given scenario, determine examples of verbal communication that are conducive to positively influencing decision-makers, and maintaining their interest during an executive-level sales presentation.
identify examples of body language that will create a positive impression with the executive decision-makers.
identify how to maximise the positive effect that visual aids can have on an executive-level sales presentation.
identify methods of ensuring the effectiveness of handouts produced to support an executive-level sales presentation.
When Others Speak
recognise the advantages of allowing the input of others during an executive-level sales presentation.
in a given scenario, apply the most appropriate approach to answering client questions.
distinguish the appropriate methods of ensuring a cohesive and effective team presentation.