Highlight the value proposition for your customer. You'll learn the following skills in our training:
1. Identify the purpose of your presentation
2. Communicate a clear and memorable message to your client or prospect
3. Speak with confidence and authority
4. Deliver a solutions presentation, not a vendor brochure presentation
5. Structure your presentations logically
6. Grab the audience's attention by personalising and using a conversational style
7. Connect emotionally - If you connect well, you will influence more easily
8. Engage your prospect until the end of your Question & Answer session
9. Get the audience or prospect to take action by connecting with them
10. Provide & receive feedback
Information such as numbers, graphs or empirical data is called analytical. It speaks to people's intellect. It can be overwhelming and boring. In contrast, stories trigger the audience's imagination and causes an emotional response.
This is why stories are such a powerful tool to engage and motivate in business settings. Storytelling will help you deliver your business messages in more compelling ways. It will help you first and foremost grab your audience's attention, then communicate with passion and engage directly with peoples' feelings in a memorable way.
By the end of our course, you will acquire the skills and confidence you need to use storytelling powerfully in your business.
On our Technical Sales course you will gain insight into the issues and barriers to selling in a technical market, and you will learn proven and effective skills and techniques including:
For a sales professional, negotiations are the stage where you have the opportunity to close the deal and generate revenue. In other words, this is where your pay check comes from. Your prospect or counterpart may be from another part of the world, so beware of cultural differences. Among other aspects, our training emphasises on:
1. Pre-sales interviewing
2. Importance of win-win thinking
3. Pressure points, Minimal Plausible Position, BATNA and ZOPA concepts
4. Cognitive bias
5. Negotiating gambits
6. Role playing & feedback
This sounds simplistic, doesn't it? Actually, it's amazing how much misunderstanding and miscommunication occurs in the workplace. This misunderstanding results in non-productive time and unnecessary costs (or lost revenue). In our course, you'll learn some techniques to make sure you deeply understand your prospect's needs and expectations. These skills are particularly important during pre-sales interviews. Some techniques include:
1. Paraphrasing a question to ensure understanding
2. Asking specific follow-up questions to uncover underlying issues.
3. Requesting feedback to get a different perspective
4. Framing and asking open-ended questions
5. Role playing and feedback
Formal written English does have certain rules that are important to follow. A well written proposal or introductory email will give a good impression of you as an individual and of your business. In other words, it will make you appear professional. In our course, you will improve your writing skills and become succinct. We shall cover:
1. Informative correspondence
2. Technical proposals and tenders
3. Technical reports
4. Problem-solution correspondence scenarios & feedback
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