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Mary Beth Hazeldine/Dynamite Sales Presentations
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Dynamite Sales Presentations


Description
A great sales presentation does not demand that you have all the bells and whistles to impress the client with your technical skills. Rather, try impressing your clients with your knowledge of the products and services you sell, your understanding of their problems, and the solutions they need.

Objectives
This course will show you how to create a winning proposal, and how to turn it into a dynamite sales presentation.
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Contents

Session 1: Course Overview

Dynamite Sales Presentations
Course Overview
Learning Objectives
Pre-Assignment
Pre-Course Assessment

Session 2: Getting Down to Business

Getting Down to Business
Types of Writing
Business Writing Basics
Business Writing Basics- Proposals vs. Tenders
About Proposals
Introduction
Background
Proposal
Staffing/Resources
Budget
Authorization
Formal Proposals
Proposals... in Your Own Words

Session 3: Writing Your Proposal

Writing Your Proposal
Clarify Your Objectives
Analyze Your Audience
Evaluate Reader’s Knowledge
Where Do I Start?
Building My Case
Drafting a Proposal- Keep it Consistent
Obtaining Testimonials
Terminology

Session 4: Getting Thoughts on Paper

Getting Thoughts on Paper
Planning Your Proposal- Getting Started
Putting Your Thoughts in Order
Proposal Type
Mapping the Information
Strategies
Sample Outline
When to Polish
Layout
Word Selection
Graphics
Introduction and Background
Body of the Proposal
Resources, Budget and Authorization

Session 5: Basic Proposal Formats

Basic Proposal Formats
Choosing a Format
The Basic Formats
The Benefits of a Good Format
Choosing an Approach
Comparing the Approaches
Example of a Direct Approach Proposal
Direct to Indirect

Session 6: Expert Editing Tips

Expert Editing Tips
Editing Tips
The Fog Index
Fog Index Example
Practice Piece

Session 7: The Handshake

The Handshake
Cultivating a Professional Handshake
Tips for Success
Evaluating Handshakes

Session 8: Getting Ready for Your Presentation

Getting Ready for Your Presentation
Preparation Tips
Presenting to Others
Presentation Techniques
Persuasive Language
Persuasive Language
Selling to Experts? Watch Out!

Session 9: Elements of a Successful Presentation

Elements of a Successful Presentation
Your Body Language
Your Equipment
Make an Impact
Other Visual Aids
Your Message
Your Effect on the Environment
Your Initial Impression
The Rule of Twelve
Do You Look Approachable?
Positives and Negatives of Body Language
Positives and Negatives Example Responses
Sending a Positive Message

Session 10: Dressing Appropriately

Dressing Appropriately
Impressions Count!
Workplace Clothing
Sales Presentation Clothing
Dressing to Impress
Managing Scent
Creating a Professional Package

Session 11: Presentations

Presentations
Presentation Preparation
Evaluating Your Presentation

Session 12: A Personal Action Plan

A Personal Action Plan
Starting Point
Where I Want to Go
How I Will Get There
Summary
Post-Course Assessment