Presentation Essentials For Higher Level Audiences

Account managers delivering presentations to higher levels enjoy rare opportunities to:

  • Build support from ultimate decision makers
  • Reinforce the account manager’s understanding of  higher level goals
  • Hear potential objections and concerns not voiced at other levels
  • Shorten the sales cycle
  • Increase the size and scope of solutions

Course Outline
This program is divided into two components.  The first attends to essential platform skills, with the second focusing on how to build and create higher level presentations.  Presentations will be video recorded for feedback purposes.

During the platform skills module participants will learn how to:

  • Appear worthy of a higher level interaction
  • Apply platform techniques (eye contact, movement, vocal tones, gestures, etc.) that exude confidence and control
  • Interact professionally with visual aids, including laptops and whiteboards
  • Deal with challenging audience members
  • Increase urgency by structuring presentations using the “Gap-creation” technique

During the build and create module participants will learn how to:

  • Build an audience-specific business case with a clear ROI message
  • Shift tactics for less formal, conference table presenting
  • Get to the point without sacrificing the value proposition
  • Sequence presentations in ways that increase urgency

Summary
Presentation Essentials for Higher Level Audiences mirrors the true challenges and opportunities for presenting to ultimate decision makers.  Account managers will have the chance to practice key platform skills that reinforce a high value image and then craft and deliver higher level presentations that so greatly impact account penetration and ultimate success.