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The Winning Sales Presentation

Written by: Sam Sanders

Article Overview: Learn the skill of doing a winning sales presentation from a world recognized expert in The Art of Presentation. Loosing a sale to a competitor, with an inferior offering, because they gave a better presentation is not acceptable. Sam Sanders offers a customized on-site sales presentation workshop from his Art of Presentation (TAP). Applying the principles of TAP is proven to make a difference in closing more business. “A Sales Presentation Not Done Clearly & Persuasively Is A Lost Opportunity” ~ Sam Sanders

The Winning Sales Presentation

MASTER THE PRESENTATION - MASTER THE SALE
If you want your sales force to blow away the competition they need to master the Skill of doing a compelling Sales Presentation. In today’s competitive marketplace, where you face highly trained sales forces and tighter budgets, you have to insure your representatives are the most persuasive communicators in the battle for YES. TAP offers customized sales presentation workshops for companies that want to raise their sales force to higher levels of productivity and success. A TAP sales presentation workshop is tailored to your offerings, marketplace, and your sales methodology, whether your existing sales methodology is Target Marketing, Miller/Heiman, SPIN Selling®, Major Account Selling or Dale Carnegie.
The most important aspect of presenting and communications is to know how to tailor your presentation for the individual. There is a fallacy that the facts will speak for themselves. Having the best, the fastest, the most cost effective or the best service organization is not a guarantee in winning the business.

OK, you’ve shown your understanding of the prospects needs and have aligned your offering accordingly. You’ve highlighted how you’re offering can take away their pain, built your investment case, and have presented a strong credentials message. But, this is only the beginning in putting together the winning presentation.

An ancient saying goes, “we see through a glass darkly”. We see and hear things from our own unique prospective. No matter what their corporate role each person in the decision process, decision maker or key influencer, has different personality traits, needs and pain. To be effective, each of these traits and conditions needs to be addressed by the communicator. One of the principle reasons that TAP has proven to be is so effective is that it provides a unique and proven methodology for presenters to understand the person and to organize and deliver the presentation in the most compelling way to each individual.

TAP will give your salespeople the Pyramid of Persuasion, which is a10 step process in planning the persuasive presentation. This 10 step process provides a discipline to insure that the salesperson will connect and persuade each individual in the decision process.

Several different Blueprints will be taught that will give the salesperson the tool necessary to organize the presentation to fit the audiences prospective. Using the TAP Blueprint will actually save the salesperson time and literally funnel the prospect to YES.

Delivery skills (eye contact, movement, gestures and voice modulation) will be taught and practiced. The proper use of these skills develops the chemistry and trust with the different individuals in the audience that will be needed to sell your proposal

TAP is a highly interactive on-site workshop. The workshop consists of lecture, individual exercises, and videotaped practice presentations with critique. Participants are encouraged to bring their own current sales opportunities to work on. A key goal of the workshop is for each participant to walk away with a winning sales presentation.

TAP workshops have been successfully provided for companies of all sizes and have been adopted by IBM for its salesforce. TAP will be tailored to your products/services, industry and salesforce.

“A Sales Presentation Not Done Clearly & Persuasively Is A Lost Opportunity”
~ Sam Sanders
MASTER THE PRESENTATION - MASTER THE SALE
Call (505) 466-2933 or email samsanders@theartofpersuasion.com to check scheduling availability for your company. www.theartofpersuasion.com

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