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Blue Ocean Strategist & Rainmaker

Paul J. Lange - Blue Ocean Strategist

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Hold your mouse over the following link for a few seconds to view the document or click the link to download the PDF of Winning Presentations - Sales Training Course Description.

To enquire about booking the Winning Presentations course, and start building a more effective sales organisation for your business please email training@paullange.com.au

This course is delivered in conjunction with Tony Morris, corporate sales trainer and body language expert.

All courses are able to be delivered internationally, either in your own training facilities or other venue of your choice.

Tony Morris - Corporate Sales Trainer & Body Language Expert
Tony Morris
Corporate Sales Trainer
& Body Language Expert

 

 
 

Winning Presentations - Course Description

   

Participants:


Duration:
Course preparation/logitics:



Sales, pre-sales and technical support, Sales Management (advisable so as to enable ongoing coaching of the sales team).
2 1/2 days.
Each Participant should prepare a 5 minute (maximum) presentation on a current job related subject. These presentations are to be given on day 1 and will be videotaped and critiqued. At the end of day 2 participants will be given time to modify their presentations in line with their course learning. These refined presentations will be given, videotaped and critiqued on the final morning of the workshop.

 
  Course Overview
 

Winning Presentations aims to take Participants beyond basic presentation skills. Every presentation (whether sales or technical) plays a significant role in ultimately winning contracts. However, those presentations can only be worthwhile if they are positioned for success.

This highly interactive, practical 2 1/2 day course focuses heavily on the human interface between the presenter and his or her audience. In particular participants will delve deeply into the commonly discussed but little known aspect of ‘body language’.

Our ability to read and understand the body’s unconscious, silent signals or non-verbal communication, is all about paying attention to ‘actions’ that we see but generally do not consciously process. By understanding the meaning of certain critically important body language signals less time, resources and contracts will be lost.

When presenting to clients it is therefore vitally important to understand body language so as to know what people are really thinking and feeling, whether they are speaking or not.

 
  Course Objectives
 
  • Understand the difference between a presentation’s ‘purpose’ and it’s real sales ‘objective’
  • Position the presentation for winning the sale
  • Manage the human interface, especially the ‘body language’ of both presenter and audience
 
  Course Content
 
Introduction
  • The 3 phases
  • Purpose vs. objective
 
Business drivers, need satisfaction, and value
  • The 3 critical elements for winning
    • Compelling need
    • Business value
    • Politics
 
The human interface
  • The brain
  • Listening preferences
  • Change tolerance
  • Initial greeting
  • Posture
  • Proxemics
  • Body language
 
   
 
 
 
 
 
 
 
 
 
 
 
 
 
 
© 2009 Paul Lange Pty. Ltd.