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Building an
Individualized Winning Sales
Presentation
(A Two Part Course)
Introduction
Over the course of the past decade, traditional presentation
and demonstration for many industries has been limited to flip
chart feature-benefit presentations delivered by overly
optimistic sales people. The modern sales professional today
has a wealth of advanced technology to use to support his or
her sales presentations, including lightweight laptop and
notebook computers, projectors, and sophisticated presentation
software. Product specifications, technical information, client
testimonials, product demonstrations, pricing and other
presentation visuals and supports can be brought up to the
customer with the click of a remote. During the late nineties
this methodology may have worked while economic conditions were
ripe.
In today's selling climate people do not sell products or
services, they sell themselves. Prospects today do not buy
features and benefits. They compare features and benefits
resulting in one major differentiator: The fee. Today
sophisticated buyers make decisions to buy in order to close
the gap. The gap between where they are and where they need to
be! They are buying their way out of inefficient internal
methods or ineffective vendors that create backend expenses
based on lack of foresight, poor communication and lackluster
execution.
Course
Overview
The capital investment sales organizations make into
ultimately having their sales team meet and discuss solutions
often is not met with the desired return. Interactivity allows
each participant to recognize their exposure to risk and to
alter the presentation of those they manage accordingly. This
course will allow your managers to develop and utilize
effective customized presentations to increase closing ratios,
decrease time spent on time consuming proposals and to clearly
differentiate your unique offering. This course prepares
managers for the problems associated with complex presentations
and demonstrations. Uncovering needs and problems, your
prospects motives for buying (often differing from one buyer to
another), targeting unique features and benefits and dealing
with objections is key to increasing success. Managers now
understand the problems associated with traditional
presentations.
Course
Objectives:
At the completion of this course you will be able to:
This course will teach managers how those who sell successfully
sell beyond the features and benefits effectively separating
themselves from the pack, eliminating the perception that they
are a commodity. This course details how people buy from people
they believe will provide a solution to their immediate needs,
wants or desires, but buy more, and buy more consistently from
those who look beyond the superficial needs of the client.
Introduction: The Sales Strategy Index is,
in effect, an evaluation of how well a person understands sales
strategies that are needed to present and sell a specific
product/service in a given market. This 25 question test will
examine how your management team handles different situations,
differently, and how this converts into sales management advice
that is either productive or counter productive. Your business
is in the hands of your sales personnel, and they are in the
hands of your managers! This course will answer the following
question:
- Can they present, demonstrate and sell?
- How well do they present and sell.
- Do they understand the sales process?
- Where do they go wrong?
- Are they treating each sales situation and sales
presentation the way top sales people do?
- More importantly are they getting the results!
- This course will detail presentation and demonstration
pitfalls
- This course will require your managers to identify
buying motivators that presentations and demonstrations
must be geared towards
- This course will provide a methodology as to how to
properly organize an effective presentation.
- This course will provide strategies to effectively
modify presentations and demonstrations towards the various
styles of buyers to increase effectiveness.
- This course will provide strategies to handle
objections in a proactive and non-defensive manner.
This course will be
delivered via a combination of the following:
- Course content
- Lecture
- Interactive questioning requiring written and verbal
responses
- Questionnaires throughout the course
- Presentation strategy discussion
- "Lessons Learned" assessment
Click here to Contact Peak Performance now or by calling 866-515-0794.
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