Blue Ocean Strategist & Rainmaker

Winning Presentations Course
The course content is based on real life experiences and proven methods within different industries and geographical regions. It provides a practical, pragmatic, and common sense approach for closing more deals. Even the least performing salespeople on your team will take away valuable lessons that they will be able to implement immediately and see improvement.
Winning Presentations - Course Description
Duration: 2½ days
Participants: Sales, pre-sales and technical support, Sales Management (advisable so as to enable ongoing coaching of the sales team)
Duration: 2½ days.
Course preparation/logitics: 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
Sales Training Courses
Current Programme of Courses
- Solution Sales (and Sales Process)
- Account Planning
- Winning Presentations
- Building a World Class Sales Organisation
- C-Level Selling
- Negotiation
Tony Morris

Corporate Sales Trainer
& Body Language Expert