Sales Presentation Course

Open Sales Presentation Course

(Click here for Tailored Sales Presentation Training)

This Sales Presentation Course is designed for sales professionals from a broad cross section of industries. The course is aimed at those that meet in one to one, small or larger meeting situations or even pitches - formal or informal.

Sales Presentation is run by Doug Osborne

This sales presentation course will let you see precisely what you are doing at your sales meetings; you seldom - if ever - see yourself as others do…

Using film and working with a scenario from your personal experience, you will receive feedback and direction for new ideas as well as fresh tools and techniques. This will include structuring your sales communication and looking at how to influence the progress of a meeting or presentation to provide a seductive offer and create a platform for long standing business relationships.

In the company of other sales professionals you will gain insights, share excellent practice, and pick up some really smart sales communication techniques to elevate your pitch and really maximize your sales to new and existing customers. This is an opportunity to add to your repertoire, finesse your impact and deal with some of your customer's styles that leave you feeling less comfortable.

Click here for our Sales Training Course: Boosting Sales and Closing the Deal - Building Business Relationships Course - Influencing and Negotiating Skills Course - Writing Winning Tenders Course

Sales Presentation Course Objectives

* Experience what works about your unique selling style
* Understand how you are seen by your customers
* Explore advanced face to face communication techniques
* Work better in high pressure sales environments
* Experience creating or uncovering a 'need' in customers
* Explore options to keep the client onside
* Experience how to stay in charge of the sales meeting
* Make a substantial difference communicating your sales 'offer'

Sales Presentation Course Preparation

Write a piece on what really works well about your selling style?

Identify what happened when you were approached with i) really good and ii) really bad sales techniques?

Write up a recent sales meeting you would like to revisit. E mail this to doug@impactfactory.com one week before the date of the course. We will use this on the day.

Bring along any specific situations (and perhaps some related material) in which you find your sales meetings difficult.

Sales Presentation Course Programme

Introduction of Impact Factory style of working

There is no right way
What already works
The smallest change for the biggest impact
Building confidence
Knowing you have something else to try

Sell your own mother…

A lucky dip provides you with a novel opening to the day; with your mystery item sow a seed of interest, get them asking a question, actually agree a price or simply recognise that 'they aren't interested', it's up to you.

What is Sales?

A strange question to ask seasoned sales people perhaps?

This is an insight into the group's perspective. What does 'sales' mean to you as individuals; within the current economic environment, a new merger, a really old faithful customer, a multinational, a finite definition or even a philosophy of your choice. This leads to...

The Good the Bad and the Ugly

We look at your experiences of sales;

i) when it was really horrible
ii) when was it amazing
iii) why are you loyal

When it Works…….Sales Impact

And when it is really good - what is contained in a sales experience?

We spend sometime looking at all the ingredients that go into the mix. We explore the communication building blocks that can drastically affect sales impact.

Individual Ingredients - Hit the Ground Running

In this part of the day you will get an opportunity to re-run - with an Impact factory facilitator your client scenario and this situation will be filmed in one room and observed by the remainder of the group simultaneously in another.

From this pivotal point in the day we will ask participants along with the Impact Factory facilitators to feedback what works about your unique selling style.

Advanced Sales Techniques Toolkit: Much More Impact!

In this phase of the day you will explore tools and techniques, creating rapport, uncovering customer needs, advancing client relationships and if the signals are right, placing your offer. When you combine these techniques into your own individual mix you will be able to produce a powerful and compelling dynamic, substantially increasing the weight of your offer.

Uncovering your customers need - Creating a platform for your sales pitch

We play a game where teams enter a high pressure environment. Your mission is to uncover the needs of this new or existing prospect. What exactly is it they are after? What is the thing that is unspoken that will give you the key to creating a sales platform? Find the key 'value' here to get an 'in'.

Am I sure?

If you thought 'it's my guess that…' there may be a chance things are not quite how they seem. This is often the crucial point where a deal can get derailed or shelved. We look at ways of dealing with assumptions.

The Other Side of the Fence - More From the Feedback Sessions This Morning

We ask the participants what it was like 'being on the other end' of a sales meeting. Did the sales person 'create a need' or uncover the key to your company's further development?

Did you feel you were listened to? Anything else we can uncover from the other side of the fence?

Gaining Currency

So what can you do to gain currency? What's going on for your customer and what is the impact of naming some of these things to gain currency?

Take Two - An Experience of the Possible

You will now get an opportunity to re-run phases of your meeting with other team members (to camera, but no playback) and incorporate some of the areas we have covered. In addition to this we will introduce additional tools and techniques as the need arises. You will be encouraged to bring any sales meeting pitfalls to the table:

Best Practice Turbocharged

We ask you and your colleagues to come up with all the things that made the sales pitch 'great' from our morning session, forging a 'best practice palette' you can choose from

Some of the Trickier Things that crop up

Using the 'best practice palette' you will explore options to keep the sales meeting on track and handle the trickier things that can crop up:

People who go off the subject
When it is unclear if a decision maker is present
Lack of buy-in
What exactly is it they want?
Someone who doesn't say anything
You get the sense that something is 'unsaid'
The mood suddenly changes - and your customer is 'onboard'

We incorporate small shifts in body language, voice, timing, and even where you place yourself in the environment producing a dynamic, greater than the sum of the parts.

You will look at ways of making people feel at ease and comfortable so that you elegantly stay in charge of your meeting or presentation.

Telling it like it is - or not?

We explore the terms of engagement - what is your specific goal?

How you might maintain an opening without disagreeing and still make your Point?
How you might deal with negativity, combative styles and power struggles?
What happens when things need rescuing or pulling back or when do you quit?

Its You They Buy?

You have just one minute to camera to sell yourself as a sales person, incorporating at least one thing from the day that matched your style that you know you will use.

Summing Up and Hand Outs

Negotiation document

Questions document

Death by Meeting document