Selling to Groups

Interactive presentations to small groups of decision makers

Why this is a „must“
“Selling” can mean many things; getting approval for ideas, placing product orders, convincing others to use your services.  It can also mean running meetings effectively, presenting your case clearly, being sensitive to the needs of your partners around the table and handling questions. This training is designed to help you do all of this with reactive flexibility while  always keeping the goal in sight.

Who benefits
Anyone who needs to “sell their ideas“, products, services, budgets, etc.  useful if you need to deliver convincing, logical presentations in a sit-down meeting to small groups (3 – 6 people).  The training is tailored towards managers, project leaders, sales professionals, key account managers and consultants, anyone who wants to get a “yes” or positive action at the conclusion of their meeting.

What you gain
You will acquire the sensitivity, tools and techniques needed for presentations “around the table”.  Know how in dealing with the interactive presentation, practice checking, encouraging and controlling the dialogue with your partners. You will develop selling skills for your ideas, products, services and projects and apply them with sensitivity and confidence to achieve your goal.

Tips: Taylor-make your presentation for your client!
The smaller the real target audience, the more important it is to tailor the presentation to individual audience members.

• Identify with your customer (incorporate their company name, logo, etc.)
• Use examples that reflect and support your customer’s interests
• Make references that suggest you have familiarised yourself with your audience‘s field of business
• Address members of the audience by name
• Use your customer’s language (expressions from your customer’s field)

What you learn
Learn the 6 key steps to success from opening to a successful close

• Identify partner needs and interests – incorporate them into the presentation
• Practice CHECKING – but control the discussion
• Focus on the benefits with a logical and flexible structure, the FLEXO-Struct®
• Learn to recognise critical verbal and non-verbal signals and to react appropriately
• Use the 5-Step method confidently to neutralise objections and turn them to your advantage
• Work with the best media and visual support for small group presentations - TOP-Flip®, laptop, handouts and brochures

Why HPS
Use a real “sales” situation, work with your own presentation

• Practice key segments of your presentation - in small groups and with the whole group
• Use role-play to simulate the  viewpoints of your partners on the other side of the table
• See yourself on video (individual video cassette for each delegate) and receive constructive feedback
• Entertraining®: learning can be fun – enjoy your progress!
• Intensive and structured training with frequent “energisers” and activation but without pressure. You decide whether to present with OHP transparencies or to use your own laptop with a data projector