Presentation Skills Training for SALES ENGINEERs

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We provide customised sales engineer presentation skills training for you and your team that can be delivered: on-site, as on-demand remote elearning or in open class format.

  

Please enter your name and email address or call us on: 1-800-421-5824 to ask a question, speak with a trainer or to receive a custom training proposal.

  

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Presentation Skills Training for Sales Engineers

This 2-day instructor-led presentation skills training workshop provides students with the knowledge and skills to conduct effective B2B presentations for complex or technical products and services.  This workshop focuses on identifying each student’s strengths and weaknesses and providing them with new tools to give more effective business presentations.  Elements of this syllabus are subject to change.

Student Profile

This presentation skills training workshop is designed for sales engineers, subject matter experts and technical salespeople that have the responsibility to conduct customer-facing or web-based presentations.

Prerequisites

None. Course will be tailored to the experience level of the attendees.

After Workshop Completion

After completing this workshop, students will:

  • Understand proper presentation structure and rules for effective presentations
  • Learn check-in techniques to adapt the presentation on the fly
  • Know how to cope with unforeseen occurrences during the presentation
  • Discover how to make sure the presentation is clear, relevant, and concise
  • Learn how to use Permission, Interaction, and Engagement techniques to move presentation in positive direction for you and the customer
  • Improve presentation skills

Workshop Outline

Day 1

  • Trainer and trainee introductions
  • Introduction of the problems faced by subject matter experts when doing live or web-based presentations. Includes discussion by group and presentation of trainees’ own experiences with these problems.
  • Introduction of Adaptive Advisor Presentation System and key concepts:
    • Presentation story/Audience Journey
    • Presentation structure/plan
    • Delivery/Tactics (PIE)
    • CRC Checks
    • Rules
    • Tools (Presentation Form, Rubric)
  • LUNCH
  • Live presentation exercise 1
    • Present live presentation parameters

 

 

Day 1(cont.)

  • Present rubric
  • Each trainee to prepare Presentation Form in preparation for live presentation
  • Each trainee to conduct live presentation that will be recorded by training staff

Day 2

  • Review of presentation exercise 1 assessment forms
  • Presentation of PIE concepts (Permission, Interaction, & Engagement)
  • Role play exercises to reinforce PIE
  • LUNCH
  • Live presentation exercise 2 (remote)
    • Present remote presentation parameters
    • Present rubric
    • Each trainee to prepare Presentation Form in preparation for remote presentation
    • Each trainee to conduct live presentation that will be recorded by training staff
  • Review of presentation exercise 2 assessment forms
  • Summary
  • Q&A
  • Training evaluation

 

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