Course Highlights

This sales presentation skills course will:

  • Explain the sales presentation design process.
  • Demonstrate how to create an engaging introduction.
  • Show participants how to design a “next-step” conclusion.
  • Provide participants with platform skills practice and coaching.
  • Explore questions that will build relationships and uncover information.

Course Overview

Are your sales presentation skills as sharp as they could be? Do your presentations help or hinder your sales? Do you know? Find out how to plan effective sales presentations during this onsite presentation skills course for salespeople. Participants in this workshop will learn the ins and outs of creating a solid narrative and the difference between a great and gruesome PowerPoint. They will also discover how to use questions to create a sales dialogue and receive coaching throughout the day.

Program Objectives

At this program’s conclusion, participants should be able to:

  • Create a sales narrative.
  • Ask questions to build rapport, uncover information, and gain trust.
  • Craft an engaging introduction and action-oriented conclusion.
  • Use PowerPoint to support a message.
  • Stay calm when something unexpected happens.

The following outline highlights some of the course’s key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of the participant materials prior to the session(s).

Workshop Outline

On Deck: Crafting a Plan

Although they may look effortless, great sales presentations don’t happen by accident. They are carefully orchestrated affairs. In this opening discussion, we will review the elements of a superior sales pitch.  Next, group members will examine their current practice to identify strengths and gaps.  Following this activity, we will shape the program’s agenda to address any topics of particular concern.

From Appointments to Handshakes: Setting the Stage

Sales presentations don’t start just before someone turns on a projector. The work begins much sooner. This workshop segment looks at meeting preparation: how to set and confirm appointments, when to present business cards, how to kick off the conversation, and more. With these up-front details mastered, participants will find they are more relaxed, focused, and able to deliver information.

Ask Questions: Gaining Information and Trust

Telling is not selling. It’s talking about yourself, your products, and your services. B-O-R-I-N-G! You can’t answer a need if you don’t know what it is, and you can’t know if you don’t ask the right questions. This part of the course focuses on making inquiries that uncover problems, concerns, and desires. During this discussion, participants will develop questions to build rapport, uncover information, and gain trust.

Writing the Script: Getting Thoughts on Paper

A good pitch starts with a good plan. In this part of the workshop, we will discuss scripting interactive presentations. Participants will then have the opportunity to practice using several tools to storyboard their narratives. 

Slide Over: Using Visuals

“He read page after page of bullets. Ugh! I can read. I don’t need someone doing it for me.” Are people saying something similar about you? If you’re using your slides as a teleprompter or as a substitute for a handout, you’re not getting all you can out of them. PowerPoint can enhance or detract from a sales presentation’s effectiveness. During this part of the program, we will examine how expert presenters use and don’t use PowerPoint. 

Stand and Deliver: Practicing the Pitch

In this seminar segment, we will discuss the importance of starting a presentation with an engaging introduction and ending it with an action-oriented conclusion. The group will then have time to develop and deliver each element. At this point in the program, the facilitator will provide platform skills coaching to each speaker. Participants will also have an opportunity to offer feedback to each other. 

Think Fast: Responding to the Unexpected

The decision-makers don’t show up for the meeting. You’re interrupted before you’re even a quarter of the way through your material. The prospect is confrontational. Sometimes, potential clients throw curve balls. How you handle them can be the difference between sales success or failure. In this final discussion, we will talk about preparing for the unexpected and techniques for appearing calm amidst chaos.

At the conclusion of this program, participants will know how to craft a solid sales presentation and understand PowerPoint’s role in the process. Furthermore, they will know how to use questions effectively and respond calmly to surprises.