Presentation Camp™
You can have mastery
of the sales presentation by following a few simple rules.
If your sales
team has a closing ratio below 30% this workshop is for you.
What is a Presentation Camp™?
Every sales action leads to the next powerful presentation. A presentation camp builds confidence in sales people to make the best presentation they can make. This training program modifies what sales people do to get ready for a presentation.
The problem for many people is they leave, in their sales bag, the hidden secrets for making a better presentation.
The tools of the presentation camp build a motivated sales person.
In the presentation training program, we help you find a set of power words and actions that creates trust between the sales person and the prospect. Trust increases the closing ratio.
Do you know the length of the attention span of an average adult in a meeting? The secret of a great presentation is to move fast enough to retain interest and to generate recall. Do you know how to create recall and why recall helps you when you leave a meeting? Do you know why story telling doubles your
closing ratio?
You don't have to sell if you ask good questions!
There are two traps to making a great presentation, one that increases your closing ratio and allows you to sell at higher profit margins.
First, trap that is solved in the Presentation Camp™ shows salespeople how to leverage the
best of your company and how to ASK questions that help close sales.
Presentation Camp™ builds upon the needs of everyone in the
organization to sell to the widest possible market. When should you be asking questions? When do you stop and start selling?
The second hidden trap is that most sales are closed when
sales people are not in the room. Thus, a great presentation must
overcome many obstacles, including the fact that someone else is
telling your story to a group of users. How do they tell your story as
well as you do? That is the key to making an effective
presentation that sells. This is where the intention of the presentation matches the attention of the prospective buyers.
If you are driving down the road do you notice a beautiful home or building? Do you notice a junked car or a building that is an eyesore? What catches your attention is considered Quality - that is to say a positive or negative message or image
has Quality. What qualities are in your presentation? Do you have junk that is remembered in your presentation?
Presentation Camp™
is built upon the principle of
overcoming objections and delays through the management of the secrets of great presentation. The training of the staff includes building a safe system for
everyone to tell the truth, deliver a powerful presentation and to be
comfortable in asking the uncomfortable questions.
I worked for S.C. Johnson and was in their top 5% of their 250 sales
people. Once, three other men and I, sold a train carload of a rug cleaning
product to a single wholesale account in Sacramento. This came from
having a great presentation which is at the heart of the Presentation
Camp. The secret of this sale was our version of 'Compared to
What', which is an uncovered secret in the camp.
One of my first big multimedia and team selling programs was when a Key Account grocery chain dropped dozens of our products, across a wide range of what we sold, from their stores. This was done in order to gain shelf space and reduce customer choices. It was done to
other companies as well. During a one hour presentation we got back 85% of the items and introduced a sales program that boosted sales in the chain.
One store manager called it the best corporate presentation he had seen in years. Many of the decisions where made after the sales team left the room. Actually, those decisions happened two days later. I was the leader of this sales team and designed the
presentation. Working with your sales team, or if you are an individual, an equally effective presentation can be built for your too.
Selling is a conversation for action, designed to
build trust between the salesperson and the customer. The most
effective conversation is built on requests and promises, so that
buyer and seller are happy with the transaction. Great sales
presentations use these tools.
A Great Presentation includes some POP
A recent TV advertisement for a major car company, was all about the cool 17" wheels on their SUV and pickups. The whole 30 seconds was spent on wheels. This company has lost most of their market share and their stock is at an all time low, plus
their debt is rated junk. I think that their message that cool wheels equals POP, in their presentation, of their products is an example of a poor presentation. If you want to have POP in your presentation you put something your customer wants...the POP, after you have proven you
have what they need. You can't put the POP in your presentation until you first establish value. The point of value is that it is what is at the core of your company that gives you confidence. If it is done well then you can have the courage to add POP - that concept that
separates you from your competition.
How do you make visuals have POP?
Why is selling so hard?
Because, the media uses negative concepts to create a reason to read or
watch what they say and their system makes selling harder. Their system creates distrust. Without knowing it many sales people use media words to present ideas. Media
words create distrust.
Our presentation training shows the participants how to build power presentations.
Want to see a Quality T-Shirt that shows if you are serious about your
workout? One of my customers is Baseball
America and they have the greatest gray t-shirt for a serious workout. Why is gray so great? Because it shows how much you sweat. That is proof of the Quality of your workout. The negative look of a shirt , when you are working out, creates a positive image.
The Mastery of Sales Presentation Camp, and sales mentoring programs are built on creating trust by using
actions and words that are powerful.
Would you like to build your company on power
words that create action and trust? Would you like to increase the
closing ratio of your sales calls? Then begin by investigating our
workshops and make the call to talk about your needs.
The
purpose of training is to modify behavior.
If a salesman and business owner can work on the phone, in Hawaii, and increase his sales by $5,000,000 using my training, what would happen if we worked
on your sales plan for a year? On the phone or in your office - you choose.
Read some of the testimonials written by people that have benefited from working with me. Testimonials.pdf
You will need Acrobat reader to view these letters.
My book has helped hundreds of people sell more. A workshop at your company would be more powerful than reading a book. Want more proof that a great presentation and the right words outsell others? Read more
If you would like personal coaching to increase your sales
results or to grow you company...call me. We can talk and you can decide if it
will help you have Your Best Year Ever. All of my workshops and books have a
promise of value or you don't pay.
Recently a client sent me this gif and said, "Some salespeople use this method of closing."
I hope that is not the case
with your sales team and that you have some fun this week in your sales actions. What to see how hard words are to convey a message and how people hear them differently? This joke about chili may help.
Here is a newsletter I wrote about great presentations
The Zen masters say, "One day with a master is better than reading 1000 books." You can improve your sales and develop a life long strategy that
puts you in the 20% category.