Sales Presenting Skills

A key element of a sales person's role is presenting proposals. This can range from presenting one-to-one across a desk, to formally presenting to a group using PowerPoint.

As a sales person's career progresses and they move into an Account Management role, they are more likely to be involved in formal presentation situations. Often people, who are comfortable in an informal meeting environment, feel challenged when facing a group!

Inevitably the audience is influenced not just by the content of a presentation, but by the professionalism and confidence of the presenter. Being able to engage the audience, create interest and influence are core skill requirements for Account Managers.

Example Contents...

• Introductions - the four elements of an effective presentation - interest, enlightenment, motivation, commitment

• Two skill sets - preparation / design and on-feet skills

• Preparation / Design;

- Audience analysis

- Purpose

- Content

- Structure

- Visuals

• Structuring, using a 7 point plan

• Structuring the main body using an "Organogram" and the Rule of 7

• Guidelines in visual design

• On-feet skills.

- What you say

- How you sound

- What you look like

- How you manage the audience

• Checklists for language

• Displaying confidence, managing nerves

• Pace, pitch, inflection, articulation

• Body language

• Managing questions and the audience