Description

Know how to prepare a sales presentation and deliver it confidently, effectively and dynamically in front of your clients. This training will show you how to respond to reactions, questions and objections with complete confidence and thereby gain the support of your audience.

Who is this training for ?

For whom ?

Sales, sales, technical sales managers (pre-sales), project managers.

Prerequisites

• No special knowledge.

Training objectives

Reassure the customer with the quality of their written offer

Highlight your offer in oral defense

Make you want to be chosen

Training program

• The basics of oral communication
  • - Differences between written and oral communication.
  • - Sending a message: author and performer.
  • - Oral communication: space, time, sound.
  • - Verbal and non-verbal.
  • - Your own preparation: content and form.
  • - Manage stage fright: breathing, visualization, repetition.
  • - Prepare one's state of mind.
  • - Assertiveness: assume one's position and one's words.
  • - Empathy.
  • - Calm.
  • - Benevolence.
  • - Pleasure.
  • - Exercise: Scenarios: "Hello".
  • - Analysis.
• Launch your presentation
  • - Know the essential information you need to get started.
  • - Dare to move from "game" to "I".
  • - Specify your commercial pre-requisite.
  • - Avoid stray words and expressions.
  • - Body attitudes to be avoided.
  • - Exercise: Scenario: the "First minute", recording video and analysis.
• Present your subject vividly
  • - The sales context: objective, audience, issue.
  • - The presentation on a video projector.
  • - Take care of your introduction and conclusion.
  • - Passage of the BAC to your products and commercial projects.
  • - Exploit the customer's motivations: "SONCAS".
  • - Management of the "timing" of the customer presentation.
  • - References, competition: how to approach them? The presentation support: construct the presentation in three sheets.
  • - Exercise: Scenarios: preparation a customer presentation, video recording and analysis.
• Facilitate the question/answer session with the client
  • - Capital part: receiving "feedback".
  • - Starting the session: attitude and language to collect reactions.
  • - The answer: separating the substance and form, responding without conflict: the DESC method, gentle methods.
  • - Managing difficult customers.
  • - Exercise: Scenarios for launching the question session /answers, distribution of roles to participants, video recording and collective analysis.
• Conclude the presentation meeting effectively
  • - Conclude the presentation meeting in a constructive manner: how to do it? How to plan what happens next? Construction of a personalized action plan.
  • - Self-assessment sheet for its services.