Fair Warning: Mike is at his toughest!

This program is not for the feint-of-heart and is almost guaranteed to give the participant a raging headache by the afternoon. This is the one program in which we see the most dramatic improvement in the shortest period of time, but this day is hard!Making a presentation is much more than convincing the client to buy a service or product! Presentation Boot Camp! focuses on solution selling!The presentation that wins, whether formal or informal, does the following:

• Takes into consideration the key information obtained in the earlier steps of the sales process
• Is tailored to the needs of the prospect
• Is concise, to the point and energetic
• Demonstrates to the client that the presenter has a clear understanding of his/her business and has developed solutions to key issues and challenges

That’s what differentiates you from your competitors!  We will work on every phase of a winning presentation from the opening stages, to the final stages in which the presentation is summarized/checked, questions and objections are handled and customer payoffs are explored and provided. We will take you through each step in the process, teach you how to anticipate and prepare for tough objections, evaluate the agreement and present winning solutions.

Topics include:

• Needs Analysis
• Understanding your Prospect’s Business
• How to Determine your Objectives
• Understanding your Audience
• Preparing a Solution-based Presentation
• Responding to Objections
• Exploring Payoffs for the Prospect
• Concluding the Presentation

Special Option for Small Groups:

At the end of the training session, each student will make a 2-minute presentation utilizing the skills and techniques presented in the training.

For an additional fee you have the option of having these presentations video taped and critiqued. Should you choose this option, all exit presentations will be a 5-minute presentation which will taped, then evaluated at the offices of The Lipsey Company. Each video presentation will be returned along with a written evaluation.

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