Course Duration
One day
Who Should Attend
Any individual who will present sales proposals to prospective clients or targets.
The course will be delivered in an interactive classroom style with various sessions using pre recorded audio and video materials.
Accompanying Material
In order to assist in information retention, all delegates will receive the following materials:
- Credit card size process reminders
- A workbook containing training notes and handouts
Course Size
In order that all delegates receive the appropriate level of attention we will limit delegate numbers to a maximum of ten people per course.
Training Content
Part One - Identifying Features and Benefits
Typically what will determine whether an individual will buy from you or your firm depends on what they perceive is in it for them. Kudos, risk reduction, enhanced financial performance, removal of a task they are unwilling or unable to perform etc. This session shows how to identify which part of your offering will appeal most to your target, and then how we present that feature to show what it does for the target and their business, in other words, how we show the benefit to the client
Part Two – Setting The Presentation Objectives
For a sales presentation to be a success it must meet its objectives, however in many instances what creates failure is not the presentation, but its objectives were either unclear or misguided. This session will identify how to set achievable objectives for each sales presentation, how to ensure the objectives are met, and how retain momentum and control of the sale.
For a sales presentation to have maximum effect, there are some essential rules that must be adhered to e.g. the presenter must stay in control of the information flow - simply handing out a slide deck is guaranteed to have the audience reading different slides to the presenter! This session will cover those rules and shows how to ensure that the presenter controls the flow of the presentation.
Part Four – Preparing For Questions and Pushbacks
It is essential to prepare for searching questions and for rigid pushback, although this is seen by some as the most difficult part of a presentation, there are a number of techniques that will enhance performance at this stage. Even the most robust pushback can be converted into a positive, with the target being persuaded of the merit of placing business with your firm. This session discusses these techniques and involves role play to allow delegates to practice and improve their technique in a safe and learning environment.
Typically the word “close” conjures up images of slick sales people bamboozling their targets into agreeing to buy something they did not want. In this session we discuss that exactly the opposite is the only way to effectively close, and in many cases the most appropriate close is not about agreeing the sale, but agreeing the next action.
Pro - Sell 3 Presenting Compelling Propositions training courses available to book:
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