Winning Words
Overview | Benefits | Workshop Agenda | Program Details

It's impossible to not communicate, because everything you do--or don't do sends a message about your solution, your company and YOU. Nowhere is this more evident than the sales presentation environment. Buyers make instant judgments. A poorly planned sales presentation sends the message that you don't care about their business. The customer's response? "Then I don't care to do business with you."

PROGRAM OVERVIEW

This IS NOT really a presentation skills class at all. Rather, it is an experiential workshop focusing on: ·

• HOW buyers' listen, ·
• HOW buyers' make decisions based on their feelings about a speaker, ·
• HOW to make personal style adjustments to fit the buyer's objective/s and align with your objective/s, ·
• HOW to design a customized message (presentation) based on the above.

In this workshop, sales professionals learn to concentrate on the customer's business instead of their own solution. They learn how to position themselves as advisors to the customer, so they don't get viewed as a "product pusher" or vendor. By building a partnership with the customer, they can base sales on value instead of price. NOW THEY HAVE COMPETITORS, BUT NO REAL COMPETITION!

Sales Professionals learn how to ask tailored questions that differentiate themselves from the competitors. And they learn to listen to responses. They learn how to turn the presentation into a conversation. By using the world's most powerful coaching tool -- instant video replay--the sales professionals get to see themselves as others do. This enables them to shed old habits and build new ones. They succeed in developing not just ideas, but new skills and behaviors. Behaviors that win more business.

TECHNIQUES THAT CREATE A RELATIONSHIP AND CLOSE THE DEAL

Sloppy selling at any stage can lose the sale - this is especially true during the sales presentation phase. If the Sales Professional is given the opportunity to present to an Executive Committee - and it is their ONE AND ONLY opportunity to showcase selling company - that environment is a HIGH RISK/HIGH REWARD opportunity.