"I thought [The Henderson Group] did a great and most professional job. You managed to show me that sales presentation is a skill that can be enhanced significantly if you learn to focus on the important aspects of it. You certainly boosted my self-confidence and gave me a lot of ideas to work on.I very much enjoyed the learning."
- Yehuda Talmy, EMC

Sales Presentation Mastery: 
Moving the Sale Forward

In the Sales Presentation Mastery work, participants learn to deliver convincing, deal-closing presentations that are crucial to sales success in today's competitive market. Through active participation, sales representatives identify their own presentation challenges, learn new skills and techniques and then immediately experience applying them in front of an audience. Participants learn to use voice, gesture, presentation structure, stories and metaphor to engage, persuade and influence even the most skeptical customer. The Henderson Group's unique and proven feedback model where instructors, peers, and videotape provide immediate feedback gives participants the ability to rapidly learn, reflect on and improve their sales presentation skills.

The results of this work:

• Craft a clear value proposition that addresses the specific needs of the customer
• Map specific product and services to customer benefits
• Differentiate products and services from competitors
• Project a personal style that builds rapport and trust
• Present ideas and information to customers
• Move revenue objectives forward by influencing large groups in addition to one-on-one communications

Specific Skills Mastered:

• Creating metaphors to explain complex products and technologies to all audiences
• Incorporating actual business scenarios into the presentation to support the overall presentation message
• Holding audience attention through gestures and movement
• Handling difficult questions, people, and situations
• Using vocal pitch, pace and volume to engage the audience
• Using questions to engage a passive audience
• Delivering compelling conclusions with a clear summary and required next steps

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.