Winning Sales Presentation Skills Training

How to Win "Finalist" Presentations

Description:
Finalist presentations – also known as finalist meetings, team interviews, bid interviews, orals, or “bake-offs” – are among the highest stakes communication situations in business.

Weeks, months, and even years of sales efforts, RFPs, proposals, and re-proposals are weeded down by the buyers into a final short list of competitors. Each of these competitors then must deliver a formal, final presentation to the buyers before a decision is made on which company will win the business.

As the world leader in finalist presentation preparation and delivery, we have identified the key areas of best practices that drive a clear competitive advantage when the outcome is “all-or-nothing."

Grounded in these best practices, this proven two-day workshop focuses on helping your team members strengthen both the content development and the presenters’ delivery of their finalist presentations.

When the pressure is on, your professionally-trained finalist presenters will stand out from the crowd as extraordinarily buyer-centric, clear, credible, and compelling.

Finalist presenters will learn how to:

• Build their presentation so it is “buyer centric,” not speaker centric
• Connect positively with the buyers even under pressure
• Demonstrate the cohesion of a well-prepared and poised team
• Present your data and recommendations with confidence and credibility
• Use verbal and non-verbal techniques to build trust
• Use slides, visuals, and handouts effectively to support your presentation
• Transition smoothly and professionally from presenter to presenter
• Constructively deal with tough or challenging questions
• Interact with the buyers in a “real” and engaging way

The Methodology

Participants quickly gain powerful presentation skills that "stick" through the proven Mandel skill-building system.

It is a practical, real-world, learn-by-doing approach that includes:

• Skills built to strengthen both what is said (by using the proprietary "Blueprinting" process) and how it is said (by building personal delivery competencies)
• Intense focus on real-world finalist performance improvement issues
• Numerous learn-by-doing practice presentations and reinforcement interactions
• Expert, individualized, in-the-moment coaching
• Focus on both individual presenter and presenter team competitive advantages
• Immediate video recorded feedback

This sound, highly interactive learning process rapidly develops presentation skills that can pay huge dividends for finalist team members in their current roles and throughout their careers.

Target Audience:
These skills are critical to the success of sales professionals, technical professionals, managers, executives, and any other members of teams who will participate in finalist presentations.