Home > Sales Training Products > Discovery-Led Sales Presentations
Discovery-Led Sales Presentations
"Leading Highly Interactive Presentations to Multiple Buyers"
Length/Product Type
1 Day Course
Targeted Audience
Sellers, Sales Managers, Sales Support
Description
When sellers have the opportunity to present to multiple buyers, there is great potential and a lot at stake. Too often, sellers spend most of their time focused on the slides, rather than the buyers. They fail to recognize that the quality of the interaction surrounding the presentation is more important than the presentation itself, and that the critical context for any sales presentation is the customer information gathered during discovery.
In Discovery-Led Sales Presentations, sellers come prepared with an actual customer situation and a 5-minute presentation, and then work on it during the 1-day course. Through self-assessment, as well as coaching and feedback, sellers hone their presentation style and simplify their key messages. They practice techniques for involving the customer in a dialog and handling client questions non-defensively and with confidence.
When sellers succeed in these high-stakes presentation situations, they advance the sale more quickly and get to a better set of solutions to address customer business needs.
In Discovery-Led Sales Presentations, sellers come prepared with an actual customer situation and a 5-minute presentation, and then work on it during the 1-day course. Through self-assessment, as well as coaching and feedback, sellers hone their presentation style and simplify their key messages. They practice techniques for involving the customer in a dialog and handling client questions non-defensively and with confidence.
When sellers succeed in these high-stakes presentation situations, they advance the sale more quickly and get to a better set of solutions to address customer business needs.
Objectives
Analyze your audience by discovering their critical business imperatives and initiatives, as well as the points of view of key players
Simplify your messages based on their business needs and keep your presentation brief
Establish a dialog by using the 8 ways to get your audience involved
Self-assess and then hone your presentation style
Handle client objections and questions non-defensively and with confidence
Follow-up the presentation as a group and then individually
With this product you will receive
Recommended Supplemental Materials
Facilitator Instructions - to help you prepare for and facilitate each section of a course or customize and implement a template.
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
Training Products - A complete set of training materials rich with course training content and packaged into a single source file (PowerPoint) for ease of use. These materials include: Facilitator Guide, Participant Guide and Training Slides
Template Products - All template products come with training content, layout structure and/or frameworks in a sprcific training content area. You may customize with company information. Training content and layout is designed in PowerPoint, Word and/or Excel .
All materials to effectively deliver/use this product are included with your purchase.
 |
|||
|
|||
|
|
||
|
||
|
|
||
|
||
|
Copyright © 2006-2011, TrainingMade, LLC | Terms and Conditions | Privacy Policy