| Provider Name: Richardson |
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| CourseID: Rich1121 |
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| Duration (in hours): 8 |
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Duration Comment: 1 day session delivered in a variety of formats |
Category(ies): Sales skill basic Sales skill advanced Presentation Competitive selling Consultative Selling Audience intended for: Sales manager Sales vp Inside sales Direct sales Reseller sales Account executive Customer service Marketing Consulting Language(s) available: English Spanish French Italian Japanese |
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Course Level:
Basic |
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Management version available:
YES |
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Train the trainer available:
NO |
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Pre-requisite1: |
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Pre-requisite2: |
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Pre-requisite3: |
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Other requirements or restrictions: |
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Stand-alone or Methodology-based: Methodology |
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Available at customer's site:
YES |
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Available outside US – list countries (Comma separated): |
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Public course available: |
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Workshops as part of course:
YES |
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Case Studies as part of course:
YES |
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Special training of instructor(s):
NO |
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Tools available with course?: |
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Technology (including elearning) available with course: |
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Post Program reinforcement: eLearning |
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Approved for Continuing Ed. (if so list): |
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Improvement Measurement:
NO |
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Customizable:
YES |
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Outline of the course:
Winning Sales Presentations Program
Research suggests that in a typical face-to-face meeting a salesperson should talk 50% of the time while the client should also talk 50% to ensure the dialogue is not only balanced but also need-based and client-focused. As the sales cycle progresses to the presentation stage and the salesperson is ready to position a solution and ask for the business, what should happen to the talk/listen ratio? The success of the presentation is “all in the numbers” — in fact, the most persuasive presentations are structured so that the salesperson/team speaks 70% of the time and the client participates 30%. So how can you help ensure that your presentations meet this benchmark and clearly differentiate you from the competition? Richardson’s Winning Sales Presentations Program helps salespeople and their teams win business by delivering a consultative, client-focused presentation that actively involves clients. This interactive approach helps a salesperson validate, continuously throughout the presentation, how the client perceives the overall message, solution, and team, while uncovering objections and gauging how well they are differentiating from the competition. This two-way dialogue enables any adjustments to be made immediately during the presentation to generate more positive win rates while allowing for objections to be resolved and questions to be answered. Participants learn to manage nervousness and enhance delivery and learn a Presentation Framework to more effectively craft a persuasive message matched to client needs. The course content is highly customized to real-life sales challenges, and participants can be videotaped for intensive one-on-one coaching and feedback. Business Benefits
Objectives
Audience: Program content is highly customized to any level, from new to experienced salespeople, their managers, and senior executives Delivery Options: Available through 1 day classroom delivery (Richardson-led or train-the-trainer), online eLearning, one-on-one coaching, or webinar; wide variety of relevant books and support materials to embed and sustain learning are also available
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Richardson’s Winning Sales Presentations Program helps salespeople and their teams win business by delivering a consultative, client-focused presentation that actively involves clients. This interactive approach helps a salesperson validate, continuously throughout the presentation, how the client perceives the overall message, solution, and team, while uncovering objections and gauging how well they are differentiating from the competition.
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