Winning Words
Overview | Benefits | Workshop Agenda | Program Details

THE AGENDA

No two classes are ever conducted in the same fashion. A beginner will leave with different outcomes than an experienced presenter or an attendee who has natural presenting proficiencies. The coach makes the adjustments for each participant. Core modules are used, but the depth and sophistication of the content in each module is purely attendee driven. In this workshop Sales Professionals can increase sales by learning… ·

• How to Get the Listeners involved.
  • Understand WHO is in the audience and WHAT is important to them.
  • Learn HOW to customize the presentation to the exact requirements of the customer.
  • Learn HOW to organize a presentation that gets the customer involved.
  • Learn HOW to use non-verbal elements to ensure communication.
    
    
• How to Speak with Impact
  • Learn HOW to instantly command listener attention.
  • Learn HOW to use language to enhance credibility.
    
    
• How to Influence and Persuade
  • Learn HOW to prove to the listeners that you care about their business.
  • Learn HOW to remain poised and professional regardless of the audience's reactions.
    
    
• How to Handle Objections
  • Learn HOW to use LSCPA. (Listen, Share, Clarify, Present, Ask for Action)
  • Learn HOW to not only survive the firing line, but demonstrate your professionalism.
    
    
• How to Use PowerPoint Like a Pro
  • Learn HOW to create slides that support your message - not compete with YOU.
  • Learn HOW to seamlessly use an LCD projector.

COACHNG METHODOLOGY PREMISE

"You are your own best expert!" "Put away your critic!"

Changing behaviors can be tough. Most people come to this workshop because presenting was probably identified as a weakness by their manager. MOST OF US DO NOT LIKE TO THINK OF OURSELVES AS INADEQUATE AT SOMETHING. Therefore, if an attendee comes to the workshop because THEIR MANAGER made them, the coach must quickly 'set a value hook' into their attitude.

INSTANT ATTITUDE ADJUSTMENT

Within the first 1/2 hour of the workshop each participant is videotaped and given coaching - NOT FEEDBACK. What is the difference? Feedback implies something was WRONG. In reality, the world of presenting is GRAY. Each attendee's style will work in some setting. It is about becoming clinical and strategic.

In some settings a power style is appropriate, while in others a better strategy may be to become neutral style. Each personal style and each setting will dictate a different strategy. The attendee will quickly see and feel where their INDIVIDUAL STRENGTHS lie and where they need to adjust or edit their style to achieve their personal objectives in a greater number of settings. It is NEVER ABOUT BEING WRONG…it is ALWAYS ABOUT 'WHAT ARE THE RISKS OF ONE APPROACH versus THE GAINS OF A DIFFERENT APPROACH.'

Bottom line, it is about selecting the right strategy and personal delivery style based on the customer and their attitude. The presenter's personal challenge is to consciously select a strategy and a style, rather than 'just letting it happen.'