Presentation Skills Development Suite B2B Sales Essentials℠, B2BSE-5

Presenting Solutions to Uncovered Needs

Module 5a: Presenting Solutions to Uncovered Needs (B2BSE-5a)

Session Length: 5-6 hours | Target: All staff, all Levels | Prerequisites: None | Delivery: taught live strongly encouraged

After performing a thorough needs assessment, the effective sales professional must respond back with a solution that is tailored precisely to the prospect’s unique situation. The solution and its value proposition needs to strongly resonate with the prospect and move him/her/them towards acceptance. B2BSE-5: Presenting Solutions to Uncovered Needs teaches the art and science behind presenting solutions that have a high acceptance rate, setting the stage for a long term revenue-producing relationship.

    • Topics in Presenting Solutions to Uncovered Needs include:
      • Possessing the Requisite Presentation Skills
      • Presenting Your Solution’s Key Features With SFABV
      • Presenting to Committees
      • Using Presentation Tools Effectively
      • Selling Through R&D & Engineering
      • Creating Value Throughout the Presentation
      • Making Compelling Capabilities Presentations
      • Appropriately Leading Discussions About Competitors
          • Module 5b: Five Critical Questions to Ask to Close a Presentation(B2BSE-5b)

            Session Length: 60-90 minutes | Target: All Staff Members | Prerequisites: B2BSE-5a | Delivery: Live or Virtual Webinar

            Successful sales professionals use the very end of their presentation to gather feedback from prospects that reveal how comfortable the prospect is with the solutions they have proposed. The answer to these questions help set up what comes next in the selling process. What’s included:

                • Surfacing Buyer Feelings About Your Presentation
                • Positioning Yourself for a Faster Close

                      Module 5c: Eight Steps to a Perfect B2B Case Study – 2-Part Workshop(B2BSE-5c)

                      Session Length: 4-6 hours | Target: All Staff Members | Prerequisites: B2BSE-5a | Delivery: Live or Virtual Webinar

                      Because people buy for emotional reasons, effective B2B sales professionals create personally relatable case study stories in which prospects can see themselves using your proposed solution. Creating both the credible facts and the emotional elements of the story are what builds buyer conviction to move forward with your proposed solution. This is a two-part module with an instructional component, homework, and a presentation workshop. What’s included:

                          • Why Case Studies Often Fail
                          • Building Your Library of Relatable Case Studies
                          • Anatomy of an Effective Case Study
                          • Creating Customer Video Testimonials
                          • Homework (between session 1 and session 2: Creating Your Case Study
                          • Session 2 Workshop: Presenting Your Case Study with Peer Review

                                Module 5d: Building Effective Business Cases and ROI Analyses (B2BSE-5d)

                                Session Length: 2-2.5 hours | Target: All Staff Members | Prerequisites: B2BSE-5a | Delivery: Live or Virtual Webinar

                                Business cases are used to justify the purchase of a solution, setting forth the problem or opportunity addressed by the solution, the cost of implementation, and the resulting tangible and intangible financial and soft benefits. What’s we’ll cover:

                                    • Business Case Basics: Why They Work and Why They Fail
                                    • How to Develop a Business Case
                                    • How to Present a Business Case

                                        Module 5e: Building Presentation Decks to be Presented in Person and Virtually(B2BSE-5e)

                                        Session Length: 4 hours | Target: All Staff Members | Prerequisites: B2BSE-5 | Delivery: Live or Virtual Webinar

                                        Many prospects dread when salespeople present solutions to them. Often presentation are seen as Death by PowerPoint and filled lots of boring, un-provable claims. In a virtual environment, it is all too easy for prospects to tune out un-engaging presentations and work on something else. Many sales professionals have company decks that are generic and don’t seem wholly relevant to the prospect. This module explore the art and science behind making an engaging, relevant presentation. What’s included:

                                            • Presentation Deck Basics – Why They Work, Why They Fail
                                            • How to Build an Effective Presentation Deck
                                            • How to Engage Prospects When Presenting in-Person and Virtually

                                                Module 5f: Dealing With Vocalized Fillers(B2BSE-5f)

                                                Session Length: 60-90 minutes | Target: All Staff Members | Prerequisites: none | Delivery: Live or Virtual Webinar

                                                People naturally use vocalized fillers such as uhm, ah, and you know in order to fill the space between words when they are speaking. In professional settings vocalized fillers can be distracting and diminish the effectiveness of what a speaker says. This workshop helps people correct this habit. What’s included:

                                                    • What is a vocalized filler and why do we use them?
                                                    • How do vocalized fillers affect our perceived competence
                                                    • Seven keys for dealing with our own vocalized fillers
                                                    • Engaging accountability partners to monitor our improvement

                                                            Module 5g: Perfecting Your Elevator Pitch(B2BSE-5g)

                                                            Session Length: 60-90 minutes | Target: All Staff Members | Prerequisites: none | Delivery: Live or Virtual Webinar

                                                            Most of us recognize the value of an elevator pitch – what to say quickly and succinctly in response to someone asking us what we do. New research shows that when most elevator pitches are used, they fail to achieve their objective. Here’s how to design and perfect an effective elevator pitch. What’s included:

                                                                • What is an elevator pitch and why do we use them?
                                                                • How recent research proves the traditional elevator pitch ineffective
                                                                • Four steps to develop your perfect, effective elevator pitch
                                                                • Learning how to deliver your perfect, effective elevator pitch

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