SPIN® in the Sales Presentation

Course

In Wentworth

Price on request

Description

  • Type

    Workshop

  • Location

    Wentworth

  • Duration

    2 Days

have analysed a presentation brought with them and considered its strengths and weaknesses in terms of its persuasiveness. -be able to understand the process of persuasion and the phases of buyer psychology and how the presentation can impact in these areas. -understand how to position the presentation so that it will re-enforce the vendor's value when considered in the light of competition. -recognise the impact of risk upon a decision and how the presentation can be utilised to minimise the risk associated with that decision or the vendor and the vendor's solution. (.). Suitable for: All those who participate in preparing presentations. If technical specialists are required to make a large contribution, continuity of style and the persuasive message will be improved if the whole presentation team attends the programme together.

Facilities

Location

Start date

Wentworth (South Yorkshire)
Hoober House, S62 7SA

Start date

On request

Questions & Answers

Add your question

Our advisors and other users will be able to reply to you

Who would you like to address this question to?

Fill in your details to get a reply

We will only publish your name and question

Reviews

Course programme

Programme content

The programme addresses distinct areas of the presentation's content:

Presentation problems
• Making the case client focussed.
• Building the value of your solution.
• Demonstrating your capability to meet client needs.
• Elaborating a clear business case.
• Handling concerns about risk and cost.

Style and structure
• The S.I.E.V.E. Model for powerful presentations.
• Reflecting the client's business environment.
• Maintaining a smile.
• Making the presentation easy to follow.
• Ensuring understanding with graphics and illustrations.
• Handling difficult audiences.

Training design and methodology

This is an advanced, workshop that integrates Huthwaite's original models of buyer psychology and persuasion. Working on a presentation brought with them to the programme delegates will have opportunities for practice and feedback and will leave the programme with a structured template to make future presentations more successful.

Materials

There are comprehensive exercises throughout the day. Delegates also receive user-friendly reference materials giving detailed explanations of the key concepts and behaviours.

Additional information

Students per class: 12

SPIN® in the Sales Presentation

Price on request