The Secrets of ‘Persuasive’ Presentations for Sales Professionals

Presentation Skills Training for Business

Purpose

The purpose of the training is to provide relevant skills, knowledge and concepts to deliver effective presentations that persuade and augment the messages from the presentation to the intended recipients.

Outline

An effective presentation requires the presenters to have knowledge, skills and understanding of how to use presentational materials and processes that deliver intended messages in a sequence that capitalise on the main presentation message.

To do this, there are fundamental steps and sequences that need to be in place both prior to the presentation, during and at the end.

A simple presentation formula follows:

[icon class=”rightarrow”] Pre-planning[/icon]

[icon class=”rightarrow”] Planning[/icon]

[icon class=”rightarrow”] Delivery of content[/icon]

[icon class=”rightarrow”] Feedback Q&A[/icon]

The proposal

This proposal will outline some of the relevant key steps in delivering powerful professional presentations.

Pre-Planning

The pre-planning phase is to understand the needs and requirements of the audience prior to the planning phase and delivery. It is here that the bulk of research and needs analysis is done in order write and plan effective presentations.

This phase is to understand some of the psychological triggers of the intended recipients that will drive the key concepts of the presentation. Without this phase, planning a presentation becomes a sequence of steps where the delivery will live or fall on whether the intended messages have or have not hit home. This reduces the ‘I hope they get it’ so common in presenters.

[list class=”square-checkmark”] [li]The participants will learn: -[/li] [li]How to find the other parties ‘motivating drivers’[/li] [li]How to uncover their needs and criteria of what the recipients are ‘looking for’[/li] [li]Methods to ‘pre-frame’ the content so as to overcome objections so they don’t arise[/li] [li]How to define the main outcome/s for the presentation[/li] [/list]

Planning

The planning phase is where the structure of the presentation is outlined and filled in. Defining the relevant outcomes for each section of the presentation and the necessary medium that will fulfil these, helps in delivering the right message at the right time, leading to a powerful presentation

The participants will learn: –

[list class=”checkmark”] [li]How to break the presentation into parts for easy planning[/li] [li]Why you use some presentation material for some aspects and not others[/li] [li]How to select the best presentation medium for the intended message[/li] [li]When to and when not to use PowerPoint[/li] [li]How to design PowerPoint presentations that work and don’t over-engulf the recipients[/li] [li]How to structure the delivery of a presentation from what is said first, second etc. and why[/li] [li]How to find the right ‘analogies’ to get the message across[/li] [li]The right length of presentation time to keep interest and motivation high[/li] [/list]

Delivery of content

The delivery phase is the ‘live’ section of the presentation. No matter how good the pre-planning and planning phase, if the presenters do not have the confidence or necessary communication skills to present the material, the audience will lose interest.

The participants will learn: –

[list class=”square-checkmark”] [li]How to keep and maintain an effective ‘presenter’s mental state’[/li] [li]How to see if the audience is ‘interested or waning in interest’ and steps to adjust it[/li] [li]When the optimum time to present is for them and their audience[/li] [li]How to use the physcho-geography of the room to influence & persuade[/li] [li]How to find their ‘presentation stance’ that is natural and engaging[/li] [li]How to use tag-questions to get the audience agreeing with what they’re saying[/li] [li]How to obtain on-going feedback from their presentation in order to keep the presenters on track[/li] [li]How to delay questions from the audience until the right time[/li] [/list]

Feedback Q&A

This phase is where the presenters gather information from the audience in order to answer questions on the clarity and purpose of the presentation to make sure that the audience has understood and received the main thrust and purpose of the intended message.

This section allows the presenters to ascertain what the next steps will be from the presentation and to whom (if required) will they follow up with as well as help the audience gain further clarity if needed.

The participants will learn: –

[list class=”checkmark”][li]How to obtain detailed information and get behind the ‘fluff’ of everyday language[/li] [li]Which questions to ask and which one not to[/li] [li]How to wrap up a presentation session and ascertain the next steps[/li] [/list]

Course Cost and Additional Information

The Course Location

The 1or2 Day Presentation Skills Training can be arranged to be held on-site or a room in a suitable venue can be hired at additional cost.

NB: This course is provided as an in-house training solution

Travel & Accomodation costs

Travel is charged at the prevailing rates

Accomodation will be charged at the cost of a suitable hotel, if required

Start-Finish Times

It is proposed that the training take place from 9.00am to 5.30pm with appropriate breaks and lunch in-between.

Workbook

The attendees will each receive a full workbook that they can also use as a template to develop their presentations with after the course.

Cost

POA – please contact for further details

Your Trainer

[contentbox class=”contentbox2″]Rob Ballentine  has 15 years’ experience in providing high-end IT equipment and solutions across Europe to Tier 1&2 Carriers at C+ and technical levels. He now runs a specialist company that delivers ‘practical psychological’ training solutions that enhance & develop powerful communication skills to both the private and business sectors. Some of his business clients are Blackberry, Harris Communications, Virgin Media, Nuffield Health, Qinetiq, Rockwell Collins and the Royal Air Force.[/contentbox]