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Compelling Presentations

Deliver Compelling Presentations, Not Just Informative Ones

Objective

Improve the attendee’s ability to:

Deliver compelling, results-oriented presentations that create action.
Exceed client expectations by being alert, flexible and proactive before, during and after their presentations.

Course Synopsis

Almost everyone can deliver an informative, sales-oriented, feature-laden presentation. Developing and delivering a successful customer-oriented presentation that wins business is a different matter. These two important elements are combined into a powerful combination designed not only to get your customer to say, “Yes!” but also “How soon?”

Attendees begin the course by delivering a presentation they currently have on their products, or solutions. Over the course of the three-day program, each attendee refines their presentation utilizing feedback from Sales Concepts’ instructors and fellow participants. Throughout the class, the keys to developing and delivering successful presentations are explained, evaluated, and discussed. Attendees proactively learn as they compete for the Best Presentation award.

Topics Covered

The Objective
	A presentation must have an objective to be compelling.

Preparation
	Leave nothing to chance, take nothing for granted.

Analyzing and Understanding Your Audience
	Understand and fulfill their expectations.

Content
	Build the core of your presentation.

The Opening
	Win the attention of your audience and hold it.

Delivery
	Help your audience want to listen to you.

Getting Feedback
	Confirm that you are compelling.

Closing
	Finish strong with a call to action.

Trends and Additional Resources
	What’s available and how it helps.

Using Technology
	Technology should complement not distract.

Program

Two days of Experiential Training

Class Size

Two days of Experiential Presentations Training. Student to instructor ratio is 4:1. Minimum of 8 and maximum of 16 participants. Almost everyone can deliver an informative presentation. Developing and delivering a successful, sales-oriented presentation that closes business is a different matter. This course is designed to help business people improve their skills at delivering results-oriented sales presentations that create action.

Structure

Theory	7.75 hours
Presentations and Workshops	5.25 hours
Personal Feedback	2.75 hours

Course Agenda

First Day \| Preparation


	8:00	–	9:00	Introduction: Compelling vs. Informative Presentations
	9:00	–	9:30	Guest Speaker
	9:30	–	10:15	Impromptu Presentations (Video Recorded)
	10:15	–	10:30	Break
	10:30	–	11:15	The Objective—If you don’t define success you can’t achieve it
	11:15	–	12:00	Preparation and Planning
	12:00	–	1:00	Lunch
	1:00	–	2:00	Resources—Being Prepared for the Unexpected
	2:00	–	4:00	First Prepared Presentation (Video Recorded)
	4:00	–	5:15	Review of First Prepared Presentation

Second Day \| Delivery


	8:00	–	8:30	Review of First Day
	8:30	–	9:30	Your Image to Others
	9:30	–	10:15	The Audience
	10:15	–	10:30	Break
	10:30	–	11:00	Content
	11:00	–	11:30	The Opening
	11:30	–	12:00	Delivery
	12:00	–	1:00	Lunch
	1:00	–	2:00	Closure, Follow Up, and Feedback
	2:00	–	3:00	Presentation Modification Workshop
	3:00	–	2:15	Break
	3:15	–	5:15	Second Prepared Presentation (Video Recorded)
	5:15	–	5:30	Course Review and Presentation of the Best Presentation Award