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Overview
For many salespeople this stage of the sales process is one that fills them with horror. Typically this will be for one of the following reasons:
- Lack of confidence
- Lack of knowledge
- Importance of the presentation or size of the deal
- Fear of walking into the unknown
- Fear of being asked a question they cannot answer
These all contribute to a feeling of nervousness that can have a detrimental impact on the quality of the presentation. Given the importance of presenting in the sales process it is surprising that minimum standards of competency rarely exist and rarely monitored within an organisation. Some presentations can be a simple reinforcement of an expected positive outcome but more likely is the fact that you are shortlisted and there is still some work to do before that final decision is made.
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The 6 P's
To help salespeople overcome these challenges we have developed a presentation training programme based on six core principles called the 6 P's. In essence the 6P's covers every aspect of successful presenting and following these principles will ensure that you get your message across in a way that is effective and always right for the audience. The 6 P's are:
Planning
Good presentations don't just happen they are planned.
Pattern
Your presentation must follow a logical sequence that guides the audience towards acceptance of your message.
Power
A powerful presentation is one that has the right mix of enthusiasm, self-confidence and a positive mental attitude.
Proof
One of the biggest mistakes that salespeople make is referring to features that have no benefits or the features and benefits presented have no relevance to the audience.
Pictures
Pictures can often paint a thousand words, need we say anymore.
Practise
Practise makes perfect can apply to most things in life and making powerful sales presentations is no exception.
Our Approach
In keeping with our general approach to the effective delivery of our learning programmes we prefer the training we give to based around the real world experiences your salespeople face. Presentation training is no exception and therefore we invest time understanding your marketplace and then base the training around these real life scenarios. Feedback from clients tells us that this approach makes the implementation of the newly taught skills much easier and longer lasting.
Try Before You Buy
If you have a presentation coming up and you want to consider the impact we can make, give us a real life opportunity to consider and we will provide you with feedback and any recommendations for improvement. Equal to ½ a day consultancy at no cost to you this exceptional offer is our way of demonstrating the value we believe we can bring to your organisation. Please contact us for more information on how this offer works.
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