"Immediately following this class, I worked a sales campaign and won my biggest deal since joining PTC – and closed with my best quarter. Last quarter, I again did my biggest deal to date! The cornerstone of this sales campaign was a presentation to the management team. I am a strong believer in this training - the best 2 days I could imagine spending in class. I really appreciate the excellent coaching helping me interacting more effectively with customers."
- Sales Representative, PTC

Sales Presentation Mastery:
Moving the Sale Forward

In the Sales Presentation Skills Workshop, participants learn to deliver convincing, deal-closing presentations that are crucial to sales success in today's competitive market. Through active participation rather than lectured instruction, 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.