One of the key weaknesses in approach of many salespersons is in the very field that most salespersons see as their own strength – that is the offer presentation. Specifically in b2b sales, this weakness may be fatal for a final sales result. Focusing on presentation of technical and substantial features and functions, but neglecting actual benefits for an individual interlocutor, without adjusting propositions and omitting creative presentation techniques –these are the problems that this training will resolve.

Understanding the term “Unique Selling Proposition” – USPs are a key tool of every company and each salesperson on the market, which distinguishes them from the competitors and raises them in the eyes of a targeted client.

Presentation ECG – it is the key exercise, repeated several times during the training, where the participants will become aware of the current state of their sales presentation and then improve their skills and strengthen them in order to apply new tools in their presentation.

“Ethos-Pathos-Logos” principle in the sales presentation – participants will learn how to make impact in a sales presentation to the level of trust, emotions and logic – key foundations based on which the client makes a purchase decision.

Presentation tools – participants will master tested tools for sales presentation: rhetorical tools, future and social surroundings...

Practicing - 70% of the training is focused on practicing of acquired techniques on practical examples of offer and practice of the participants.