Effective business presentation
Training objectives
Key benefits of training
Integrate key aspects of the client's business and their impact on decision-making. How to use this in a presentation?
Understand how the client's formal and informal organisational structure works
Learning about the process of building a presentation in a systematic and structured way. Using presentations as a tool to influence decisions
Description of training
What does an effective business presentation look like? What elements does it contain and what impressions should it generate, or what should happen once it has been delivered?
Have you thought about these questions before?
If so, that's a very good thing. You have then surely noticed that, on the whole, quite a few representatives focus on getting through nice slides effectively and smoothly. You have also surely noticed that most business presentations boil down to a presentation of the company, the product and its features or functions. This is because in sales we very much like to talk about ourselves. Is it effective then?
In 2020, McKinsey asked Purchasing Managers what is important to them in the coming period. Reading through the report, you can see that 93% of Purchasing Managers focused on looking for opportunities to achieve their strategic goals such as increasing independence or flexibility in the supply chain. It is interesting to note that almost no one talked about the products and features of these. How effective, then, is it to continue to dissect product properties?
An effective business presentation is one that reaches the customer because they understand it. The client understands the presentation because we conduct it in his language, the language of goals over the products we offer.
And you, when was the last time you saw a presentation that talked about achieving goals rather than products?
Consider with us how you can increase your competitive advantage during your next presentation to a client. Imagine what will happen if you present exactly what the client wants to see next time.
The Effective Business Presentation training is built on the idea of „Beyond Selling Value”. It draws inspiration from this idea and does a coup in thinking about presentation to the client.
Key Programme Topics
What is a presentation to a customer, why is it important, what is its purpose and what impact can it have on a customer's purchasing decision.
The process of identifying the client, sources of information, analysing the formal and informal structure of the client and using the information gathered in the presentation.
The process of creating a presentation, how it is structured, how the content is presented and how the presentation is chiselled for a specific client and situation.
Dealing with rejection („no”), responding to obstacles in the sales process and a case study showing how to effectively present a company to a customer.
MSUES 2.0 certification.
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