Solutions Focused Presenting For Presales Teams
Every customer presentation given by a presales team member represents a chance to:
- Enhance the image of the presenter
- Speed up the sales cycle
- Uncover the full scope of sales opportunities
Technically Speaking’s Solutions Focused Presenting for Presales Teams is a two day program that will provide participants with the practical skills needed to represent products and services in ways that are most relevant to the client.
The program includes the recording of each participant (DVD) for immediate and impactful feedback.
Highlights
Participants will learn all the essential platform skills required to succeed in a group setting including:
- Eye contact
- Vocal tones
- Gestures
- Posture/movement
In addition to the above, Technically Speaking addresses the following topics, important to technical presenters when attempting to persuade or move the client to a specific course of action:
- Informal presenting
Many, if not most presentations are given to smaller groups, maybe even only one or two people. These presentations require different techniques, addressed in the conference table presentations module.
- Avoiding technology “landmines”
How use white boards, laptops and projection devices to support, not overwhelm your message. This section includes a review of the “Top 10 Computer-Based Presentation Mistakes.”
- Virtual presenting
Because this session will be delivered in person, most of the time is allocated for face to face presentation skills. However, with the growing importance of virtual options, such as WebEx, this module will include significant and robust discussions on the use of virtual options and how to apply general presentation techniques to those mediums.
- Assessing audience levels and needs
“What should I do when a CIO is in the room or if there are business and technical people in attendance?” Different titles and levels of technical expertise attend technical presentations. Participants learn how to adjust content and delivery based on audience make-up.
- Dealing with champions of competitive technologies
Diffusion techniques if an audience member has strong ties to a competitive technology, including home-grown systems.
- Planting questions to increase interactivity
Techniques are taught for ensuring that presentations are interactive and engaging through the planning and use of thought provoking questions.
- Planning using the “Quick-Prep” planning form
Easily completed, this form includes a gap-creation technique for encouraging the customer to consider where they are vs. where they could be, given your solution. The end result is a more powerful message and an increased sense of urgency on the part of the customer to take recommended action.
- Beginning and ending your story
Different options are presented for immediately grabbing audience mindshare and establishing presentation value. These are based on presentation goals that would be defined based on Technically Speaking’s pre-program research.
Other points to consider
- Presentation practice length
How many 3-5 minute presentations do your people deliver? Probably few, if any, yet most generic presentation programs include numerous, brief presentations. To better reflect the presales world and enable true long-term change, each participant will give one brief presentation and one 15-20 minute presentation.
- DVD recording
The best feedback tool for presenting is still to view a recording of one’s performance. Each participant will be recorded twice and then privately view their DVD. They will take their DVDs home with them as well for later observation.
- Fully Tailored
As with all Technically Speaking classes, all content decisions, binders, planning forms and facilitation notes will be based on pre-program research. This methodology is Technically Speaking’s way of ensuring that training dollars receive maximum ROI.
Summary
Solutions Focused Presenting for Presales Teams mirrors the true challenges and opportunities facing presales teams today. Beyond generic presentation skills, additional components specifically designed for the presales presenter results in an on-target and highly valuable participant experience.