R3 Strategic Sales Presentations
R3 Strategic Sales Presentations™ provides the skills and techniques necessary to prepare and deliver clear messages to multiple levels within organizations with the impact necessary to inspire customers to take action.
Extensive research reveals that effective sales presentations in today’s business environment have these five factors in common:
- They inspire customers to take action. While effective business presentations involve and inform, successful sales presentations also inspire customers to action.
- They are strategic. Building on account strategies as they evolve throughout the buying and selling process, effective sales presentations communicate strategic messages.
- They take two distinctly different forms. Capabilities presentations are typically used early in the selling process to build credibility and gain the customer’s cooperation in identifying specific needs. Solution presentations are used later to relate specific features and benefits to the customer’s identified goals, problems, and needs.
- They are highly targeted. By developing and applying insight through skillful preparation, presentations can be targeted in order to influence perceptions and impact behavior. The preparation process involves preparing the presentation, the presenter, and the participants.
They are delivered skillfully to hit their targets with impact. Skillful delivery involves maximizing the verbal, vocal, and visual impact of the presentation.
Targeted Audience:
Sales, support, service professionals, and managers that are in a position to inform, inspire, and advance the sales process.
The Learning Process:
Two-and-one-half-day workshop with 6 to 10 participants.
R3 Strategic Sales Presentations® focuses on the skills and techniques necessary to prepare and deliver strategic capabilities and solution presentations to advance the customer’s decision process. Participants focus on their delivery of targeted and impactful messages necessary to inspire customers to take action.
Performance Objectives:
SSP is a performance–based program that provides proven the skills, techniques, and approaches to effectively:
- Initiate new sales opportunities with existing or prospective customers
- Position or reposition your value and approach with customers
- Utilize a proven 10-step process for preparing presentations that involve, inform, and inspire customers to action
- Develop strategic messages that positively influence the customer’s perception, attitude, and behavior toward your recommendations
- Open every presentation in a way that sets the desired tone and focus for the presentation
- Deliver solution presentations that inspire immediate action and differentiate your organization in competitive situations
- Manage interactivity and Q&A during and after the presentation
- Use a range of presentation media
- Develop proposals that complement and support presentation objectives
“…A course that provides the tools to improve your preparedness for meetings and presentations . End result is clear understanding of rules of engagement. Leads to faster closure and improved relationships.”