Presentation Skills: Gaining Customer Commitment

Business Challenge

Competitive business opportunities require sales presentations that clearly differentiate the firm from other suppliers. Customers expect client-specific presentations that link their business issues to the seller's capabilities. They are looking for presentations that engage them, provide value-added information and insight, and communicate tangible benefits for awarding the seller their business.

Presentation Skills: Gaining Customer Commitment

Presentation Skills: Gaining Customer Commitment brings a best-practice approach to all stages of the presentation process. It helps individuals and teams prepare and deliver successful customer-driven sales presentations that optimize customer interaction and yield positive business results.

Key Content

The following are content highlights of Presentation Skills:

• Examination of five communication skills that are critical to effective selling
• A five-step process to plan and deliver effective sales presentations
• Individual practice of four key presentation skills and four supporting presentation tools
• Tips and practice for engaging the audience and managing question and answer sessions
• Videotaped feedback of practice presentation sessions

Target Audience

Presentation Skills: Gaining Customer Commitment is for new and experienced salespeople and sales managers who need to prepare and deliver presentations to internal or external customers in face-to-face situations.

Outcomes

By participating in Presentation Skills: Gaining Customer Commitment, participants will be able to:

• Deliver compelling, client-specific presentations that communicate value linked directly to customer issues
• Present information in a way that engages the customer and increases customer loyalty
• Differentiate the selling organization through individual and team presentations, improving the percentage of competitive wins

Presentation Skills: Gaining Customer Commitment is a 2-day classroom-based seminar with videotaped skill practice sessions and individual feedback sessions.

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