You can’t judge a book by its cover, but people do judge a business by its presentations. Transform yours into the best.

Number of people: Eight to ten
Seminar length: Two days

Winning Sales Presentations Will Help Your Sales People

• Sell and upsell more by speaking the language that prospects and customers understand.

• Look and sound more confident when presenting.

• Use a laptop without distancing prospects—reinforce the relationship instead.

• Create more interaction by encouraging questions and comments from the customer.

What Makes This Seminar Different?

• Authenticity. Sales people learn to enhance their presentation style, not to copy a formula. Consequently, they come across as authentic and natural to an audience.

• Visual secrets. Sales people discover how to develop and design visuals that enhance and support the central selling message, making it readily understood and acceptable to your audience.

• Real-work practice. Sales people give “real-life” sales presentations and discover
  how to use their unique personality style during a talk.

• Organizing formats. Sales people learn to systematically put together presentation content. Our formats save hours of data organization, freeing up time to customize presentations and rehearse.

• Focus on participants. Sales people get lots of practice time. Wilder models various presentation techniques, but participants do the presenting themselves. The seminar
  has many opportunities to practice presentations and get feedback.
  

Ten Steps to Successful Presentations

The seminar is based on “The Ten Steps to Successful Presentations,” from Claudyne Wilder’s definitive text, The Presentation Kit: Ten Steps to Selling Your Ideas.

Step 1 Channel your nervousness. Practice ten techniques to project confidence.

Step 2 Define your objective. Use specific sales formats to save time when organizing information.

Step 3 Organize everything. Maintain your prospect’s or customer’s interest by cutting out unnecessary data.

Step 4 Create and use effective visuals. Use visual checklists to create slides that sell.

Step 5 Energize yourself. Look, sound, and act like a pro in front of your audience.

Step 6 Motivate your listeners. Establish rapport with your audience.

Step 7 Conclude with conviction. Convince your audience with an energetic stance and a well-thought-out conclusion.

Step 8 Manage questions. Answer difficult questions or tricky objections. Use “The Question Setup.”

Step 9 Recommend next steps. Be specific and confident when recommending actions and negotiating next steps.

Step 10 Take the leap from excellence to art. Accentuate and build on your unique strengths.

Wilder Customizes the Seminar for Your Sales People

• Pre-work. Because colleagues and managers fill out pre-work questionnaires, sales
  people start the seminar knowing their strengths and areas for improvement.
  Pre-work can be customized for your specific needs.

• Videotaping. Participants receive a video of all their in-class presentations. This video includes personalized comments from both the instructor and seminar participants.

• Action Plan. A personalized action plan will help each participant continue to create more prospect-oriented, interactive, and dynamic presentations.

• Work Presentations. Suggestions on how to improve visuals are provided.
  Frequently, several slides are redesigned so participants can practice with them and understand how to design slides for more sales impact.

You Choose the Seminar Emphasis

• Ten-step emphasis. You decide, based on desired outcomes, how much time to spend on each of the Ten Steps to Successful Presentations.

• Technology. The instructor can discuss the benefits and perils of using the latest presentation technology. You decide which media format (overheads, laptop, etc.) to focus on and how much time to spend on it.

• Formats. You or the participants have an opportunity to choose several organizing formats to use in structuring future presentations. Possible formats include:

  • Recommend a strategy
  • Product launch
  • Sell a product, service, or idea
  • Recommend a decision
  • Product or client update
    
    

• PowerPoint. Hints for using PowerPoint can be provided upon request.

Seminar Activities

Choose from the following presentations and activities.

1. Introductions. Use responses to the pre-work questionnaire to introduce themselves and identify the skills and knowledge they need to learn.
   
   
2. General format. Deliver a five-minute structured presentation that teaches participants to give an impromptu talk, make points in a meeting, write an email, or convince someone during a hallway conversation. The focus of this talk is on a product or service your company offers.
   
   
3. Ten steps: Present a portion of the “Ten Steps to Successful Presenting” speech using overheads or a laptop.
   
   
4. Communication staircase. Learn to interpret charts and graphs to listeners so they understand the significance of the data to their business.
   
   
5. Fifteen organizing formats. Put together and give an account presentation using one of the organizing formats. Choice of overheads or laptop.
   
   
6. Dealing with questions. Deliver different segments of a sales presentation and practice responding to questions and objections.
   
   
7. Action steps. Share the next steps to further develop presentation skills. Summarize Wilder’s personalized action plan as well as the verbal and written feedback from the instructor and other participants.
   
   
8. Visual makeover. Use checklists to evaluate a presentation’s visuals in relation to a prospect’s or customer’s expectations and needs. Make sales messages clear and concise by changing ineffective screens to successful ones.
   
   
9. Redoing a company presentation. Discuss and revise a presentation given by the sales force. For example, revise a Product Presentation or the Company Overview.

Next Steps

1. Identify sales people’s needs and seminar outcomes. What do they need to continue, start, or stop doing when organizing their presentations, designing visuals, and delivering their presentations?
2. Choose seminar exercises. Based on the outcomes desired, you and Wilder Presentations choose the seminar exercises.
3. Choose date, time, and place. Wilder gives you a logistics and equipment checklist. You provide visuals from participants’ presentations, past or current, so Wilder can see what they specifically
   need to learn about presentation design. Wilder gives you the pre-work to send out to your sales people.
4. Follow-up. Wilder shares with you what your company needs to continue, start, or stop doing for your sales people to sell more. We schedule a one-day seminar follow-up in six months.

If I'd rehearsed properly, I would have known to turn off the screen saver