Objectives
• Prepare persuasive presentations with a strong opening, body and closing
• Identify and plan for different audience types
• Use powerful visual aids
What are your biggest fears?
Someone will fall asleep
Being laughed
at
Unable to
answer question
s
Looking nervous
or scared
Speaker Missed Audience
Speaker Disorganized or Unprepared
Speaker Noticeably Nervous
Speaker Dull/Boring
Speaker Read Presentation-MonotoneSpeaker Took Too Long to Get to Point
Visuals Cluttered/Unreadable
Lack of Credibility
Major Complaints
In this presentation you will persuade a client to use a service that you personally provide. – 3 minutes
Presentation #1
Characteristics of a Commanding Speaker
1- Joy & Ease2- Sincerity and Credibility 3- Enthusiasm4- Authority
1. Joy and Ease
2. Sincerity, Credibility and Concern
3. Enthusiasm
4. Authority
Handling Q & A
1. Anticipate2. Listen3. Be Brief4. Talk Straight5. Be Responsive6. Give Specifics7. Eye to Eye, the
Redirect8. Stay Polite9. Be Firm10. Diffuse with Humor
In this presentation you will persuade a client to
utilize another one of your firm’s services.
This would be a service you do not personally
provide.5 minutes
Presentation #2
Techniques for Building Your Presentation
Plan your closing first
Begin your presentation with the unexpected
Choose an organizing
strategy that fits the audience
Decide on your motive for speaking
Keep it simple and short
In this presentation you will be persuading a client to use two services…one you provide and one you do not. – 7minutes
Presentation #3
Objectives
• Describe the need to develop sales teams
• Identify the dynamics of high performing sales teams
• Improve current sales team productivity
• Increase personal communication effectiveness
Creating Highly Effective TeamsWhat are the results?
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Having a high degree of trust
Having teams open to addressing conflict
Having a high level of commitment
Having a high degree of accountability
Having clearly defined results
Conceptual Approach Skewed Toward Left
• Likes to come up with new ideas
• Is good at exploring alternatives and discussing concepts
• Is good at visualizing the master plan
• Prefers to focus on the future, develop theories, principles and ideas
• Is good at recognizing alternatives
Methodical Approach Skewed Toward Right
• Prefers to put ideas into a familiar context
• Relies on past experiences to guide them
• Likes to see consequences before acting
• Prefers to let others take the lead
• Tries to fit in with others
Spontaneous Approach Skewed Toward Top
• Wants freedom from constraint
• Tends to move from one subject to another
• Focuses on many things at once
• Likes to have respect and influence
• Lets their feelings guide their decision making
Methodical Approach Skewed Toward Bottom
• Prefers order and rationality
• Tends to follow a step-by-step process
• Examines the details and thinks things through before acting
• Focuses on what they can prove to be true
• Likes to see things fit together
Rolls in Selling
1. Mark the roles you perform currently.
2. Mark the roles that you enjoy most.
3. What is the pattern best suited for this role?
• Proposals
• Networking
• Public Speaking
• Target Selling
• Client Selling
Distribution of Patterns• Creators 26%• Advancers 5%• Advancer Axis 1%• Refiners 10%• Refiner Axis 1%• Executor 17%• Flexer
4%• Creator/Advancer 7%• Advancer/Executor 8%• Refiner/Executor 8%• Creator/Refiner 13%
Team Selling and Innovation patterns
What are the patterns of your team members?
What pattern are you missing on your sales team?
What have you learned about the best role for you?
P.E.P Cycle for each Team Pattern
•P- _____________________•E- _____________________•P- _____________________Creator•P- _____________________•E- _____________________•P- _____________________
Advancer
•P- _____________________•E- _____________________•P- _____________________Refiner
Executor
Flexer
•P- _____________________•E- _____________________•P- _____________________
•P- _____________________•E- _____________________•P- _____________________
P – What if it
doesn’t work
E- I have the info
to implement a plan
P- Oh, you’re
going to change
P.E.P. Cycle Executor
Dealing with Differences
Tendencies That Bother You
Your Tendencies That Bother Others
What can you do to reduce tensions?
• All Support 100%• Agree 75%• Anyone Can Block, but
must have Alternative• Habitual Blockers (without
Alternatives) will be confronted
Consensus Is:
Debriefing the Plan
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Execution vs. Outcome
Analysis of the Execution
Lessons Learned Transferring Lessons Learned