INTRODUCTION
In today's highly competitive markets, having a great product or service to offer, plus effective and efficient backup and administration is half the battle. The other half is convincing clients and prospects that's what we have!One of the most challenging arenas for this is the sales presentation or competitive tender meeting.This programme equips sales consultants and advisers with the skills they need to handle these meetings successfully and with confidence.
Course objectives On successful completion of the programme participants will be able to:
Focus a sales presentation on a successful outcome.
Structure the presentation to achieve this outcome.
Design and use visual support effectively.
Build, maintain and manage rapport.
Deliver the presentation with impact, and conviction.
Manage queries, challenges and objections with confidence.
Close effectively.
Course Content
Outcomes, objectives, goals and strategies in sales presentations. Options on content and structure.
Assessing the audience: Friendly, warm, cool or hostile? Level of knowledge and expertise? Individuals' starting points?
Visual support, how to use it to maximum effect, avoiding "death by PowerPoint".
Delivery skills - a kitbag of really effective tools.
Question time - queries, challenges and objections - a guaranteed approach.
Rapport - how to build and maintain it, even with a mix of individuals.
Effective closing in the presentation environment.
