Compelling Presentations

 

Deliver Compelling Presentations, Not Just Informative Ones

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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 for 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

Total Instruction:
15.75 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 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 Summary and Award of the “Best Compelling Presentation

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