Practical skills for facilitating high-stakes sales situationsThis comprehensive workshop for B2B sales teams can be positioned as the final step in your sales training process or as a refresher for seasoned individuals. During this workshop, participants practice using your organization’s sales model and marketing materials in a safe, interactive training environment. Whether they present to large groups or a single decision maker, in teams or by themselves, this training will help participants manage the real-life sales conversations they face.
Taught by two instructors, this workshop uses video-recorded exercises and private, instructor-led video review to help participants identify and develop the skills they need to succeed. Workshop participants learn to
- Frame their sales presentations so that they are listener-focused and persuasive
- Use visual aids effectively, whether seated or standing, projected, hand-held, or hard copy
- Support key messages, whether they create the visuals themselves or use visuals created for them
- Engage buyers in a comfortable, flexible conversation
- Be clear and concise
- Listen (and hear)
- Remain nimble, think on their feet, and address buyer concerns as they surface
- Set appropriate next steps to move the sale forward
Getting Business Done & Growing Leadership Capability
Everything we do is designed to help people get business done and grow their capabilities. While a particular workshop may focus on a specific business goal—closing a deal, making a decision, learning something new, or gaining alignment—every workshop is designed to help the participants be more comfortable, effective, and confident communicators. When employees communicate more effectively, leadership capability increases, and careers advance. This brings positive results for your team and company.
Presentation Training for Sales Professionals includes pre-work and access to eCoach. Participants receive reusable job aids, reference materials, and their own in-class videos to help reinforce what they learn in class. Attendees also receive a copy of The Orderly Conversation: Business Presentations Redefined.
Private Coaching and Video Review
Capturing learners on video as they work on their real-life content, which is followed by private video playback and coaching, is an essential element to this training. It helps workshop participants understand their natural strengths (and weaknesses) and grow their self-awareness so that they can apply what they learn in class to the variety of situations they face outside of it.
Post Workshop Coaching
To help workshop participants succeed, especially when the stakes are high, consider adding post workshop coaching. This hour-long one-on-one follow-up takes place virtually and may be conducted any time after the workshop. Individuals always work with one of the instructors from their workshop to ensure continuity and mutual trust.
During the tailoring process, Turpin will work to understand your sales model and modify the workshop to meet the specific needs of the business and each individual attending the training.
Attendees should have some B2B sales presentation experience, but not everyone needs to be at the same level. Often a wide range of skills and experience provides the richest learning environment.
Recommended Experience LevelAdvanced
Duration: 2 days
Maximum Enrollment: 8
Number of Instructors: 2
Degree of Coaching
High. Coaching occurs in the main classroom, and one-on-one coaching follows every in-class exercise.
Participants complete an online needs assessment and prepare the presentation they’ll work on in class.
Provided through eCoach.
Optional post-workshop coaching is available.
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