   I was impressed with the significant
   improvement I saw in just one day
   with our group. All their comments
   about the program were very
   favorable. We look forward to working
   with you again in the future.
   Jackie McMartin, Group VP of
   Human Resources,
   Wagner Spray Tech

   I am seeing tangible benefit
   from your training with my team.
   Several in our group have
   considerably improved their
   presentation style.
   My satisfaction level is very high.
   Bob Paine, VP Regional
   Field Marketing,
   Dairy Queen International

Sales Presentations that Close More Business

This workshop is designed for the sales or account team that needs to take their sales presentations to the next level. The goal of this program is to provide the skills and tools to close more business by putting together and delivering more effective new business presentations. This workshop addresses three types of sales presentations: The elevator pitch, the corporate capabilities presentation and major account pitches. You will be delivering these presentations and getting feedback on your content and delivery. Based on the feedback you will have an opportunity to improve your presentations and again receive feedback. When you have completed the course you will have updated your sales presentations and also have a template for all three types of situations, that will help you get more business.

Morning of Day One focuses on what makes a good elevator pitch and what is necessary to come across engaging and confident when giving any presentation. We review three major delivery skills (body language, verbal skills and gestures) and practice these skills by sharing with the group a company sales presentation that you have previously used. The afternoon of Day One focuses on how to make improvements to the content of your sales presentation so that it is more on message, relevant and engaging for your audience. There is a special discussion on the importance of business stories along with an opportunity to create a business story and practice it.

The morning of Day Two you return to again give your sales presentation with the improvements and get feedback from the group on those improvements. This helps you know what is working and what you may still need to do for an effective general presentation. We then shift to discussing the unique requirements of major account pitches and what is needed to make them stand out from the crowd of the competition. You will have time to plan and strategize a new account pitch and share your ideas with the group. Over the two days you will be videotaped giving five different presentations. You will receive feedback on all these presentations. The CD is yours to keep.

When you leave this session you will have learned:

The three most important delivery skills and how to leverage them to come across more confident and engaging.
Your strengths and areas for improvement in how you come across in front of a group
How to structure a compelling elevator pitch
How to make your general sales presentation more relevant to the prospect
How to go beyond PowerPoint as your choice of medium for your presentation
The one model that will save you time and insure that your sales presentation is on message for your prospect
How to handle Q & A – and specifically challenging questions
How to create and deliver business stories that are remembered
The five steps to creating a winning major account pitch
How to make your major account pitch more creative and stick out from the crowd
Plus countless examples of what other companies are doing and what is working for them – including a discussion on new tools and technology.

Session Length: Two Day Workshop