Objective:

To teach participants how to create and deliver powerful presentations that motivate your customers to  take positive action.

Anticipated Outcome/Benefits:

Participants will understand how to use the Goal Aligned™ Presentation Blueprint to create a highly impactful slide deck.  They will also learn best practice presentation skills to deliver solutions that motivate people to take positive action.

Overview:

A great sales presentation or proposal is one that moves the prospect to buy, not one that salespeople (or marketing people) consider great. This module will show the participants how to best address their prospect needs, wants, goals, and priorities in a proposal or during a presentation. Salespeople will learn how to read their audience and why they should never make a presentation without first knowing what issues are important to the prospect.

Salespeople will understand there is an enormous difference between conducting a “general presentation” versus a Goal Aligned™ Presentation. Salespeople will understand how to present specific features and advantages of their products or services to satisfy the prospect’s most important needs, goals and priorities. This allows the prospect to see the real benefit of buying from their company – How it will help them reach their goals.

Teaching Method:

This module will teach participants how to grab someone’s attention right from the first few minutes of a presentation to the end.  There will be a group discussion of why a customer should consider using their company (or for existing customers, why they should continue) what the specific benefit they will receive and what problems their solution solves.  Salespeople will complete an exercise to explain why specific products, services and features should be important to a prospect.   They will complete an exercise listing the features, functions and benefits that will be important to an actual prospect or existing customer they are presenting to.

This module will teach salespeople how to customize their presentations for each prospect.   PowerPoint templates will be provided.  Salespeople will learn how to analyze the information gathered from their Goal Aligned™ Interview and organize key points for their proposals and presentations as part of an “Issues Cluster Matrix.” A Pre-Presentation Check List will be reviewed and discussed.

This module will conclude with a presentation role-play to allow salespeople to practice the skills learned in the session.

Format:

1/2 day custom in-house workshop + online webinar

Module Outline:

• Introduction
• Objective/Benefit Statement
• Overview
• Learn the steps to a Goal Aligned™ Presentation blueprint & why
• Organizing and designing your slide deck to be logical and compelling.
• Feature – Function – Benefit discussion and application
• Why your company?
• Constructing the Objective Statement
• Do’s and don’ts
• How to make your competitive advantage important to the prospect
• The Issues Cluster Matrix – Identifying what issues are most important to key decision makers/influencers
• Keys to delivering your presentation like a pro
• Adjusting your presentation delivery style to match your audience’s personality type
• Gaining your customer’s agreement during and after the presentation
• Practice Session – Presenting your company’s solution to one of your prospects
• Personal Action Plan
• Knowledge Assessment
• 1 hour reinforcement/implementation webinar post live workshop

“Hi Mike, Just to let you know: I went on a proposal call with Kim today, and it was the best presentation I’ve seen in years. She covered every aspect of the sales cycle beautifully. The customer was genuinely impressed. I think she will get a sale within 2 weeks from this. Your training does work!”     Bob Wallace, Regional Dealer Manager, Konica Minolta Business Solutions

“Hi Michael,

I thought the Goal Aligned Presentations workshop was fantastic.

In fact, I had a presentation this morning with a prospect and although it was prepared prior to the workshop with you yesterday, I was still able to apply some of the tips you shared with us and it went amazingly well. So much so that they have requested the contract by tomorrow!”  Mia B.
Director – Business Development at Vision Travel