Sales Presentation Skills

SolutionSpeak – Delivering solution-focused sales presentations

SolutionSpeak is a methodology designed to enable business professionals to plan and execute high-quality sales presentations which creatively capture the attention of a prospect audience with meaningful insights, and then demonstrate value by showing how to solve the audience’s problems – and the potential value of doing so.

SolutionSpeak provides the methods and tools to help sellers understand their audience and develop solution-focused messaging that aligns with buyers and their interests. This program also develops critical presentation skills, including proper use of visual aids, handling questions effectively, understanding and using dynamic body language techniques, and collaborative meeting and web-based delivery management. Participants will leave with the knowledge and ability to develop and deliver persuasive, buyer-aligned sales presentations.

SolutionSpeak is based on an effective sales presentation model that is easy to learn and apply:

The Four C’s Presentation Model

The Four C’s Presentation Model

Intended Audiences

SolutionSpeak will help sales professionals, account managers, sales managers, and marketing professionals to create and deliver buyer-aligned presentations that will connect with audiences, command their attention, and convince them of the value of proposed solutions to their problems.

What is included in the SolutionSpeak program?

Designed to develop critical skills for developing and delivering effective sales presentations, SolutionSpeak will help participants to:

Intensive Presentation Skill Development

SolutionSpeak is a live instructor-led training (ILT) workshop, focused on developing participants’ presentation skills. Workshop participants engage in group exercises and role-play, some of which are captured on video and reviewed for critique and coaching.

Each SPI SolutionSpeak instructor has been certified to rigorous standards, and they each bring years of sales presentation experience to ensure their credibility and enhance facilitated discussions. Alternatively, SPI can certify client instructors for in-house delivery and coaching of SolutionSpeak methods, at the client’s option.

Workshop Topical Agenda

SolutionSpeak is a modular program, designed to be tailored to the unique requirements of each client. The standard instructor-led workshop is a two-day, highly interactive program: using in-classroom tools, video recording and review, and skill application exercises. The standard workshop includes:

Day 1

Introduction to SolutionSpeak

The Four C’s Presentation Model

Proper Use of Visual Aids

Day 2

The Three V’s of Communication

Effectively Handle Difficult Questions

Participant Presentations

Getting Started

Instructional Materials

The SolutionSpeak workshop is designed with adult learning principles in mind. The program’s instructional materials facilitate participant understanding by using a mix of media to transmit and reinforce key learning points. SPI provides full-color training content in electronic workbooks, for use on participants’ mobile devices or laptop computers, as well as color reference charts, animated presentations, and interactive content, where appropriate.

Useful Presentation Planning Tools and Job Aids

The SolutionSpeak workshop includes a variety of helpful job aids and tools. As participants complete the workshop exercises, they develop proficiency by applying these tools to their practice presentations. After the workshop, participants can use the tools on an ongoing basis for the effective development and delivery of their own presentations.

The job aids provided in the SolutionSpeak program toolkit include:

Strategic Value

SolutionSpeak provides presenters with the skills and methods they need to capture their audience’s attention, connect with their problems, provide meaningful and engaging content about a solution’s value, and conclude with a compelling call to action. The outcomes of this methodology are increased sales revenues, higher competitive opportunity win rates, and faster sales cycle times.

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