Course : Successful sales presentations
Practical course - 2d
- 14h00 - Ref. SOU
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 | Understanding the challenges of oral communication |
| Organize information and intervention time |
| Giving a dynamic and rhythmic feel to your presentation |
| Sustaining the attention of your interlocutors |
| Facilitate the question-and-answer session with ease |
Intended audience
Sales managers, sales representatives, technical sales representatives (pre-sales), project managers.
Prerequisites
No special knowledge required.
Practical details
Hands-on work
Behavioral scenarios. Come with a short presentation (5-10 minutes) on a topic related to your job.
Course schedule
1 The basics of oral communication
- Differences between written and oral communication.
- Getting a message across: author and performer.
- Oral communication: space, time, sound. Verbal and non-verbal.
- Your own preparation: form and content. Managing stage fright: breathing, visualization, rehearsal.
- Preparing your state of mind. Assertiveness: assuming your position and what you say. Empathy. Calmness. Kindness. Enjoyment.
Role-playing
Le "Bonjour": video recording and analysis.
2 Launch your presentation
- Know the information you need to get started.
- Dare to switch from "game" to "I".
- Specify its commercial territory.
- Avoid clumsy words and expressions.
- Body attitudes to avoid.
Role-playing
The "first minute": video recording and analysis.
3 Present your subject in a lively manner
- Sales context: objective, audience, stakes.
- Video projector presentation.
- Take care with your introduction and conclusion.
- Passage from BAC to your products and commercial projects.
- Exploiting customer motivations: the "SONCAS".
- Customer presentation "timing" management.
- References and competition: how to deal with them?
- Presentation support: building the presentation in three cards.
Role-playing
Preparing a customer presentation: video recording and analysis.
4 Lead the question-and-answer session with the customer
- Capital part: receiving "feedback".
- Launching the session: attitude and language to gather reactions.
- The answer: separate content from form, respond without conflict: the DESC method, gentle methods.
- Handling difficult customers.
Role-playing
Question-and-answer session with the customer, role-playing by participants, video recording and collective analysis.
5 Conclude the presentation meeting effectively
- How to bring the introductory meeting to a constructive close? How to plan what's next?
- Create your own self-assessment sheet.
Exercise
Building a personalized action plan.
Customer reviews
4,9 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
JEROME L.
17/09/26
5 / 5
The course is just as much – if not more – practical than theoretical, with plenty of role-play, which is good.
ELISABETH G.
17/09/26
5 / 5
An excellent balance between theory and practical work
GUILLAUME D.
17/09/26
4 / 5
An interesting course that revisits the principles of communication. Regular practical exercises help to keep the course engaging and bring the principles covered to life.
Publication date : 05/30/2024
PARTICIPANTS
Sales managers, sales representatives, technical sales representatives (pre-sales), project managers.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
Sales managers, sales representatives, technical sales representatives (pre-sales), project managers.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.
This programme is an original creation, developed by the teaching teams at ORSYS Formation. Any reproduction, representation, adaptation or use, in whole or in part, without the prior written authorisation of ORSYS, is strictly prohibited. ORSYS reserves the right to take any action necessary to protect its intellectual property rights.