SPIN® in the Sales Presentation
Course
In Wentworth
Description
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Type
Workshop
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Location
Wentworth
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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
Start date
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
SPIN® in the Sales Presentation