In the opening stages of the sales process a well-tailored professional presentation will create interest, build customer relationships and gain you the right to proceed. In the closing stages a powerful presentation can excite your customers, delighting them and motivating them to action.
Channel Enablers’ Persuasive Presentations workshop is
both:
- a training course that builds presentation skills
- a workshop that builds customized presentations for use as standards in your partner ecosystem
Creating interest and gaining commitments
Persuasive Presentations can place you and your partners ahead of your competition, demonstrate the unique value your organization provides and generate tremendous momentum towards action.
Workshop content
Presentations can be one-on-one or to large groups. They can be formal or informal, written or spoken, major 'productions' or quiet, subtle events. This workshop examines all these forms of 'sales' presentation - a presentation focused on gaining commitments from its audience. Participants learn to make the best choices of form, content and style.
Many reasons to 'present'
There are many valid reasons to make presentations. Sometimes they simply inform
and other times they are intended to entertain. This workshop focuses on
persuading others and gaining commitments - on selling. Participants learn
to use the presentation as a tool in their sales process, not as
an end in itself.
Pre-work
- Management interviews
- Participant pre-work assignment
Day one
- Program overview
- The role of presentations in selling
- Setting presentation objectives
- Analyzing the audience
- Researching the presentation
- Presenting customer value
- Structuring presentations
- Creating 'word pictures'
- Video role play and critique
- Action planning
Between sessions
- Case study presentation preparation
- Identifying real benefits
Day two
- Making presentations compelling
- Staging presentations
- Non-verbal communication
- Using your voice
- Case study presentations
- Critique
- Action planning
An integrated approach
No matter how well a presentation is delivered, or how powerful its message,
a presentation is no substitute for the rest of the sales process.
Channel Enablers’ Persuasive Presentations workshop
is integrated with other Channel Enablers sales development
programs. Theory, processes and skills are all consistent with
other training, serving to reinforce these investments while improving presentation
effectiveness. Participants learn how to use the presentation as a tool to
complement their other selling efforts and support customer imperatives.
Workshop format and media
The program is most often run as two, one day workshops with a week or two between sections, in which time participants practise and further develop their 'standard' presentations.
Video feedback is used to improve self awareness and focus on presentation delivery skills. Guides and notes provide an ongoing reference and tools for presentation planning.
We believe in small group interactive sessions, so places are strictly limited to ensure quality.