Toolbox Winning Presentations

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.