Weak or failed presentations usually occur when one or more of the ZOOM Presentation Rules are not observed. These rules relate to the way people gather information, process information, retain information, and are motivated to take the action requested.
Making Effective Presentations training teaches participants a proven process for developing and delivering powerful presentations designed to motivate the audience to take a specific, predetermined action. Participants learn and apply the ZOOM Presentation Rules by developing and delivering presentations they would actually make to their own prospects and customers. Filming and playback of each presentation allows for immediate review and feedback.
The presentation scenarios provide a variety of venues, audience compositions, and presentation objectives that range from initiating a sales cycle (holding a “Lunch & Learn” for instance), to closing a sale, conducting an account review, and defending business in jeopardy.
Video and audio components support individual and group exercises. Reinforcement training is available and always recommended.
What Your Reps Will Learn
- How the three most important drivers of sales cycle outcome impact the presentation process
- How to incorporate these drivers into the presentation planning process and the presentation itself
- The ZOOM Presentation Rules
- The 3-step process for developing a presentation
- What media to select for different types of presentations and venues
- How to incorporate the key principles of effective communication
- How to develop high-impact visuals
- The ground rules when using multiple presenters
- The importance of body language
- How to make a powerful, smooth, and memorable delivery
- How to use the Q&A period to build sales momentum and establish and/or strengthen the customer bond
- How to handle the critical follow-up period after the presentation