Presenting a solution to your customer has to be more than just a “show up and throw up” list of features if you want to win the business. In this workshop you will learn a 6-question process for preparing and delivering a proposal. The three-part structure to the presentation will give you multiple models you can use as a framework for your message. By aligning your message to your customer’s needs and decision criteria, you can pre-emptively address questions or objections before they come up. This workshop uses your own real-world situation to build a customer presentation delivered with coaching and feedback.
Objectives and Outcomes:
- Identify areas for improvement during your three video recordings
- Learn the 3 elements that make up value to a customer
- Receive one-on-one feedback from a professional coach
- Learn how to properly align the three channels of communication
- Learn six key questions to ask yourself before building a message
- Practice aligning your content to the customer’s needs and decision criteria
- Learn how to effectively select your supporting material and examples
- Understand the importance of first impressions and how to enhance
- Successfully facilitate a Q&A segment in your presentation
- Overcoming objections from your customer when closing the deal
- Learn how to avoid common visual aid mistakes