Sales Engineering | Pre-Sales Performance Excellence

Did You Know?

93% of the impression you make on a listener is how you look and how you talk. Only 7% of the impression you make is based on what you say.

SEpres: Technical Presentation Skills for SEs

A two-day instructor-led training event can sharpen the skills of technical presenters. It could incorporate videotaped sessions, workshops and exercises to aid in the delivery, personalization, and structure of a customer-focused, value-oriented presentation, including the students’ actual sales presentations.

The workshop would pay particular attention to establishing credibility and to the inclusion of quantified value-oriented statements within the SE's presentation and demo. Visualization techniques can be taught so customers retain your messages more than the competition's. SEs can learn that value statements for differentiated unique selling points establish value.

This class can provide dramatic verbal and non-verbal skills improvement through the use of videotaped feedback and peer review. Many creative and, frankly, fun exercises can augment the learning experience.

A one or two day version of the course could be combined with SEskills or SEchannels to provide focus to technical presentation skills in conjunction with improved pre-sales skills.

Training

Presentation Tip

Ever feel nervous presenting? Most likely you are the only one who knows you're nervous. Take a few deep breaths, and you should be fine.

The best way to avoid nervousness is to be prepared. Practice your presentation at least three times before the formal presentation. Know what you're going to say before you say it.