Objectives Prepare persuasive presentations with a strong opening, body and closing Identify and plan for different audience types Use powerful visual aids

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Fear

What are your biggest fears?

What are your major complaints about presenters?

Major Complaints

In this presentation you will persuade a client to use a service that you personally provide. – 3 minutes Presentation #1

Characteristics of a Commanding Speaker 1- Joy & Ease 2- Sincerity and Credibility 3- Enthusiasm 4- Authority 1.Joy and Ease 2.Sincerity, Credibility and Concern 3.Enthusiasm 4.Authority

Eye Contact and Gestures

Dealing With Butterflies

Practice! Practice! Practice! How will YOU commit to practice?

Handling Q & A 1. Anticipate 2. Listen 3. Be Brief 4. Talk Straight 5. Be Responsive 6. Give Specifics 7. Eye to Eye, the Redirect 8. Stay Polite 9. Be Firm 10. Diffuse with Humor

Know Your Audience

Audience Mapping Interest Attitude

In this presentation you will persuade a client to utilize another one of your firm’s services. This would be a service you do not personally provide. 5 minutes Presentation #2

Techniques for Building Your Presentation

Build a Powerful Presentation Logic Emotion Credibility - trust

In this presentation you will be persuading a client to use two services…one you provide and one you do not. – 7minutes Presentation #3

Objectives Describe the need to develop sales teams Identify the dynamics of high performing sales teams Improve current sales team productivity Increase personal communication effectiveness

What are the barriers for selling as a team? What are the advantages to selling as a team?

Four Stages of Team Development

Team Selling Assessment 28

Creating Highly Effective Teams What are the results? 29

Team Dimension Profiles 30

Conceptual Approach Skewed Toward Left Likes to come up with new ideas Is good at exploring alternatives and discussing concepts Is good at visualizing the master plan Prefers to focus on the future, develop theories, principles and ideas Is good at recognizing alternatives

Methodical Approach Skewed Toward Right Prefers to put ideas into a familiar context Relies on past experiences to guide them Likes to see consequences before acting Prefers to let others take the lead Tries to fit in with others

Spontaneous Approach Skewed Toward Top Wants freedom from constraint Tends to move from one subject to another Focuses on many things at once Likes to have respect and influence Lets their feelings guide their decision making

Methodical Approach Skewed Toward Bottom Prefers order and rationality Tends to follow a step-by-step process Examines the details and thinks things through before acting Focuses on what they can prove to be true Likes to see things fit together

Team Dimension Profiles 35 Page 12

Team Dimension Profiles 36 Page 18

Team Dimension Profiles 37 Page 21

Rolls in Selling 1.Mark the roles you perform currently. 2.Mark the roles that you enjoy most. 3.What is the pattern best suited for this role?

Distribution of Patterns Creators 26% Advancers 5% Advancer Axis 1% Refiners10% Refiner Axis 1% Executor17% Flexer 4% Creator/Advancer 7% Advancer/Executor 8% Refiner/Executor 8% Creator/Refiner13%

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Team Selling and Innovation patterns What are the patterns of your team members? What pattern are you missing on your sales team? What have you learned about the best role for you?

What three things do you enjoy? What do you dislike about selling?

What Goes Down Must Go Up

P.E.P Cycle for each Team Pattern P- _____________________ E- _____________________ P- _____________________ E- _____________________ P- _____________________

P.E.P. Cycle Creator

P.E.P. Cycle Advancer

P.E.P. Cycle Refiner

P.E.P. Cycle Executor

P.E.P. Cycle Flexor

Dealing with Differences

Debriefing the Plan 53 Execution vs. Outcome Analysis of the Execution Lessons LearnedTransferring Lessons Learned

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