Ideal Attendees
Management
Salespeople or Members of Account Management Teams who make competitive presentations to win business
Anyone who wants improved self confidence and personal presentation
Course Objectives
Develop pride and excitement regarding sales presentations;
Learn to be enthusiastic at will regardless of stress or prior rejection;
Generate presentation ideas easily using two creativity tools;
Organize ideas into a persuasive presentation so the listener(s) are moved to next step in sales cycle;
Channel nervous energy positively to increase confidence;
Handle difficult questions with composure;
Use voice and body language to establish rapport, maintain control, and burn nervous energy;
Create, reference, and distribute visual aids and handouts for lasting impression, excitement and competitive advantage;
Establish rapport and influence with prospects using body language and vocabulary techniques.
Course Length
Course Outline
How to "Be On" at Will
Using Physiology to “Be On”
Using Thoughts to “Be On”
Honoring Negative Emotions Positively
Ideas
Brainstorming Using the Whole Brain
Honoring the Creative Process during “off” Moments
Organization
Using the Persuasion Formula to Quickly Sort and Organize Ideas for Impact.
Pressure from the Inside: Nervousness
Using Mental and Physical Techniques to Channel Nervous Energy Positively
Pressure from the Outside: Questions
Handling Difficult Questions and Challenges with Confidence
Voice
Improving Vocal Variety
Learning to Slow Down
Using Pauses for Effect
Projecting Voice Properly for Credibility
Eliminating Verbal Fillers
Body Language
Maximizing the Psychology of Space and Height through Proper Stance
Using Notes Professionally
Gesturing to Support the Message
Making Proper Eye Contact to Create Rapport and Establish Credibility
Visual Aids
Five Keys to Using Any Visual Aid
Using Specific Visual Aids
Creating Powerful Aids & Handouts
Strategies for Being Memorable and unnerving the competition
Building Rapport
Listening Between the Lines
Mirroring Body Language and Predicates
Avoiding Words that Create Negativity
The Four Most Persuasive Words in the English Language
Seating Strategies