For whom: The training is intended for sales managers, product managers, specialists of functional departments, whose duties include product presentation to external and internal clients, solutions, reports and self-presentation.
An important effect of the training is a significant increase in self-confidence, both in a speech and in a dialogue with an interlocutor.
Goal: Acquisition of new knowledge and technologies in the field of effective speech, high-quality preparation of a presentation and structuring of a speech, increasing the professional competence of participants, gaining skills in arguing the key advantages of working with the product, the Company, encouraging the client to work effectively together.
Duration: 16 academic hours.
Format of work: The active learning mode includes the analysis of practical cases in group and individual exercises with theoretical information blocks.
A video recording of educational presentations and analysis of the filmed material with the participants is carried out.
During the training, practical recommendations are developed, participants are tested and experience is exchanged within the group.
Thematic plan
Preparing for a Successful Presentation
- Determine the purpose of the presentation.
- Analyze the structure and expectations of the audience.
- Finding information and preparing a message.
- Defining the format and scenario of the speech.
- Composing key messages and conclusions.
Setting up for a performance
- Pre-presentation anxiety: causes and techniques for dealing with it.
- Performance rehearsal.
- The energy of the speaker.
- How to enjoy speaking.
Speech Structure
- Parts of a speech. Features of each of the parts.
- Distributing information during a speech.
- Highlight key messages.
- Working with time: meet the given time.
- Last "chord". A memorable end to a performance
Start performance
- Get attention effectively.
- Establishing contact with the audience
- Intrigue, provocation, fact
- What not to do
Impact on listeners
- Targeting a specific audience
- Using analogues and word images
- Building a dialogue, managing attention
- Localization of difficult opponents
Audience management
- Principles of managing audience attention
- Ways to activate listeners
- Audience up to 10 people: where to start and how to connect the rest to the presentation. Working with resistance in a small audience.
- Physiology of the hall 50 or more people. Principles of behavior of listeners in the hall.
- How to get comfortable and comfortable on stage or in a large audience.
- Audience segments. Attention matrix and speaker's golden triangle.
Product key benefits argument
- Key aspects of the argument.
- Techniques and stages of argumentation.
- Property-useful model.
- Level of detail in presentation and link to product printed materials.
Using the power of the voice
- Speech volume levels
- Influence of pace on the perception of information
- Emotional saturation of the speech
- Speech clarity, sounds and parasites
- The impact of pauses on the audience
Performance
- Speaker's facial expressions and perception of information
- Speaker posture and audience movement
- Rules for making eye contact with listeners
- Gesticulation as a way to increase efficiency
- Targeting different audiences.
Working with questions and objections
- Etiquette for answering questions.
- How to answer "difficult" questions.
- Dealing with audience objections
- Disputes and conflicts - causes and ways to avoid. Working with a conflicting interlocutor.
- No questions - what does it mean?
Power Point Presentation
- Ways to improve the presentation of information on a slide.
- Draw attention to the slide.
- Working with fonts and colors.
- Pictures, charts, graphs.
After the performance
- Analysis of the audience's reaction to the speech.
- Troubleshooting.
