Winning Presentations
Presentations to the right person at the right time with the right information in the right format
“Winning Presentations� is a 2-day program designed
procedurally, participants learn to give effective
to give participants the skills to understand and align
presentations to the right person at the right time with
with their buyer/audience. Participants are given
the right information.
the tools to differentiate themselves by creatively capturing and then connecting with their audience,
A key training component to presentation improvement
delivering dynamic presentations built on pain, vision
is discovering proper PowerPoint and visual aid usage.
and value. Establishing credibility, competency and
Other topics covered are; handling questions
trustworthiness are the cornerstone concepts.
effectively and dynamic body language techniques.
By learning how buyers buy, bothbehavio rally and
Winning Presentations
Objectives Upon completion of this workshop participants will be able to: • Understand “how buyers buy” and align
• Deliver more effective presentations with pain,
presentations accordingly • See how sales process allows you to deliver presentations to the right person, at the right
vision, value and control • Learn effective PowerPoint and visual aid usage • Discover how to make it psychologically easy for
time, with the right message • Learn the Three V’s (Visual, Vocal and Verbal) of personal communication improvement • Discover how to meet the needs of your audience with the Four C’s (capture, connect, content & conclusion) of a presentation
buyers to say,” Yes” •
Learn techniques for effective question handling
• Understand how non-verbal language effects your presentation • Gain valuable insight from peer and facilitator feedback
Agenda Day 1:
Day 2:
Module: Introduction and Key Concepts
Module: Three V’s – Visual, Vocal and Verbal
Objectives:
Communication
• Describe how buyers buy procedurally and
Objectives: Exercise(s):
behaviourally
• Conduct a group exercise focused on: Understanding the importance of the Three V’s.
• Describe the importance of utilizing a sales process • Describe the importance of the Three V’s of Communication
Module: The Finer Points Objectives: •
Module: The Four C’s Presentation Model Objectives: •
Learn how to capture your audience’s attention
•
Learn how to connect with your audience
Learn how to field unexpected questions
• Discover effective gestures and movement during your presentation Module: Participant Presentations
• Learn how to create dynamic content in your presentation • Learn how to conclude your presentation with a call to action
Module: Getting Started Objectives: • Describe short term and longterm actions that salespeople and sales managers should
Module: Proper Use of Visual Aids
consider taking to help reinforce and support new
Objectives:
found Presentation Skills in their organizations
• Describe the keys to effective PowerPoint
Prepresentation planning Worksheets
presentations • Learn to use flip charts and handouts for max impact with your audience
Winning Presentations
External trainer
Summary Target audience: • Salespeople (account managers, consultants, presales etc.) •
Marketing professionals
•
Sales support specialists
•
Sales management
The optimal number of attendees are 10-12 people
Preparations: Each participant prepares a 5-minute presentation around a current opportunity or a recent one (one applicable to their sales environment)
Outcome: • Learn how to build winning presentations by using the 4 C´s (capture, connect, content, conclusion) and how to Michael Ærø Partner at Implement Consulting Group
deliver it by using the 3 V´s (vocal, verbal, visual) • Individual before and after footage (video) for each participant
Michael Ærø (partner at Implement Group) has +20
•
A facilitator final review for each participant
years experience in the IT industry in various positions; seller, sales manager, director, director of software
Duration:
development, managing director and director of
2 days
business development.
Investment: Michael has typically been part of building up a market
6.700 EUR excluding training material and travel cost.
and/or positioning a specific product/brand. He thrives in a business environment characterized as innovative,
Funding:
creative and challenging.
Funding from Autodesk can be applied for.
Contact If the above is of interest, please contact your Partner manager.