Sales Presentations

The sales presentation is increasingly popular as a method of communicating with the many people involved in a decision. A good solution can fail – due to poor presentation.


Presenting ideas/findings/solutions to groups is a normal part of modern commercial life and yet the majority of presentations fail to be memorable or relevant in part or whole. As more people are involved in decision-making or need to be kept informed, the number of sales presentations increases. The speed of change is increasing; presentations are an essential part of the salesperson’s communication armoury. They allow faster communication that a series of one-to-one meetings. They allow personal emphasis and the ability to answer questions – unlike written communication. Presentations in a competitive situation for suppliers, alternative ideas or job selection are now common. It is usually the quality of the presentation – not the viability of the idea that makes the difference.

This practical and stimulating course gives participants the vital skills, techniques and current research they need to improve their skills.

Who Should Attend
All salespeople. Even trained and experienced salespeople will find this helps them to improve.

1 Day

Sales Presentation – Course Objectives

Participants will learn:

    • how to use memory principles
    • the key points of preparation and alternative approaches
    • how to use the media available to them to make their audience respond to their message
    • how to develop a personal style that adds to the effectiveness of the sales presentation
    • how to deal with difficult situations and turn them to their advantage
    • how to avoid the pitfalls and put ‘sparkle’ into their presentation
    • Depending on the number of participants each person will perform 2 to 3 presentations in the day.


Sales Presentation – Course Outline

The role of the presentation in the sales process
Common errors

How Memory Works
Making sure the audience remembers

Profiling and Preparation
Selecting the right approach
A review of different approaches
Understanding audience needs
Setting objectives
Handling nerves

Visual Aids
Designing, producing and using:
Overhead projector foils
Whiteboard & flipchart
Using cues

Sales Presentation Style
The C.I.A.™ introduction
Handling nerves during the presentation
Handling difficult questions
When things go wrong

Polishing the Presentation
The ten things to avoid
Twelve ways to add power to your presentation