Sales Presentation Techniques

As you climb the corporate ladder you’ll need to perform more presentations.

So whether you’re selling a product or a service to your clients or if you’re selling an idea to the board you’ll need to know exactly how to influence and sell your wares in the right way.

This textbook will focus on the key skills and techniques that you need to perform high impact presentations.

Preface

As you climb the corporate ladder you’ll need to perform more presentations.

So whether you’re selling a product or a service to your clients or if you’re selling an idea to the board you’ll need to know exactly how to influence and sell your wares in the right way.

This textbook will focus on the key skills and techniques that you need to perform high impact presentations.

Sean McPheat, the Founder and Managing Director of management development specialists, MTD Training is the author of this publication. Sean has been featured on CNN, BBC, ITV, on numerous radio stations and has contributed to many newspapers. He’s been featured in over 250 different publications as a thought leader within the sales and management development industry.

MTD has been working with a wide variety of clients (both large and small) in the UK and internationally for several years.

MTD specialise in providing:

• In-house, tailor made sales and management training courses (1-5 days duration)

• Open courses (Delivered throughout the UK at various locations)

• Sales & leadership development programmes (From 5 days to 2 years)

• Corporate and executive coaching

MTD provide a wide range of sales and management training courses and programmes that enable new and experienced staff to maximise their potential by gaining or refining their skills. Our team of highly skilled and experienced trainers and consultants have all had distinguished careers in sales and senior management roles and bring with them a wealth of practical experience to each course.

At MTD Training we will design and deliver a solution that suits your specific needs addressing the issues and requirements from your training brief that best fits your culture, learning style and ways of working. Our programmes are delivered when and where you need them! We believe that training should be fun, highly interactive and provide “real world” practical techniques and methods that you can use back in the office – and that’s exactly what we provide.

Content

Preface

1. Introduction
1.1 What Makes a Presentation?
1.2 Understanding the Sales Process
1.3 Skills that Effective Sales Presentations Require
1.4 Written Sales Presentations
1.5 Telephone Sales Presentation Techniques
1.6 Face-to-Face Sales Presentations

2. Understanding the Sales Process
2.1 Introduction
2.2 The Changing Face of Sales Presentations

3. Skills that Effective Sales Presentations Require
3.1 Introduction
3.2 Research and Interviewing Skills
3.3 Listening Skills
3.4 Effective Communication Skills
3.5 Solutions to Problems
3.6 Organization Skills
3.7 Interpersonal Skills
3.8 Self-Motivation Skills
3.9 Perseverance

4. Basic Sales Presentation Techniques
4.1 Introduction
4.2 The Five Second Rule
4.3 The Language You Choose
4.4 Use the Information Available Online
4.5 Getting Past the Gatekeeper
4.6 Sales Presentation Structure
4.6.1 Attention
4.6.2 Interest
4.6.3 Desire
4.6.4 Action
4.7 Sales Presentation Media
4.7.1 Interactive Whiteboards
4.7.2 Video Conferencing
4.7.3 Shared Workspaces

5. Written Sales Presentations
5.1 Introduction
5.2 Structure Tips
5.3 Headline
5.4 Credibility and Relevance Statements
5.5 How and Why Statement
5.6 Action or Follow-Up Statement
5.7 Sign-Off
5.8 P.S.
5.9 Other Tips for Written Presentations
5.10 Special Considerations for Email Presentations

6. Telephone Sales Presentation Techniques
6.1 Introduction
6.2 Preparation
6.3 Introduction
6.4 Questioning
6.5 Objectivity
6.6 Listen and Interpret
6.7 Inform and Educate
6.8 Involve and Coordinate
6.9 Keep Ownership

7. Face-to-Face Sales Presentations
7.1 Introduction
7.2 Know Your Timeframe
7.3 Create a Sales Presentation Checklist
7.4 Edit, Edit, Edit
7.5 Your Behavior
7.6 The Presentation Process
7.7 Presentation Killers

8. Resources