Course Background:
The attention span of the average person can only last eight seconds, and for a speaker who wants to efficiently convey information, successfully promote the project, and conduct a product roadshow on behalf of the company, how to attract the audience, effectively highlight the advantages of the tea, and successfully get the investment, order payment, or achieve personal promotion is equivalent to a cover up in the face of the boss, customer or investor.
In the 21st century workplace, too many people are acting in business PPT because of the lack of strong expression and persuasion skills.
Showing skills and suffering from development bottlenecks, we communicate with others all the time every day, whether one-to-one or one-to-many, grasping.
Opportunities, effective presentation and presentation are especially important. It's the most important skill for success in the workplace, but giving a presentation is both an opportunity and a challenge, and we've all had a good proposition or a great suggestion in mind, only to miss out on it after a failed and ineffective presentation.
The biggest trap of a technician's business speech is to think with a selling point of thought, from the perspective of his own understanding, it is difficult to arouse the interest of the audience, but to use the thinking of buying points to explain, consider what the audience will think, how to think, I will speak. You must remember the moment when Steve Jobs took the Apple notebook out of his file bag.
Course Benefits:
Let the students explain their projects logically and clearly.
Master the relationship between people, content, and PPT in business presentations, first conceive, then design, and then present and deduce.
Practical skills for a business presentation.
7 ways to improve the instructor's on-site response and field control ability, how to control the situation and deal with objections;
Help trainers solve the problems of long-winded, unclear opinions, and inability to say ideas, and learn to focus on expression, clear logic, and clear hierarchy.
Course Duration:1 day, 6 hours a day.
Course AudienceTechnicians, salespeople, tenderers.
Number of Participants:Up to 60 people.
Course Method:Lecture and practice synchronization, interactive learning Xi, scenario simulation, homework practice Xi.
Course Objectives:
Break through the nervousness and fear when speaking in public, and use the language of the four modernizations to express ideas in an easy-to-understand manner.
Master the ability to design the structure of the speech and organize the content, and construct the speech ideas to be clear and hierarchical.
Establish an engaging and ending speech, the ability to concisely express one's intentions and design, and make it clear that everything is in the service of "closing".
Grasp the audience's concerns in the business roadshow, and solve the seven-step method of resisting the realization of the deal, whether it is impromptu or established speech, it can be persuasive and contagious.
Course outline
Lecture 1: Role Positioning of Sales Speakers
1. Am I just a salesman?
Have you stepped on the five pits of sales speeches
1) Unclear points.
2) The audience did not benefit.
3) Incoherent.
4) Too many details.
5) It's too long.
There are four styles of sales presentations that bore the audience
1) Product promotion type.
2) Corporate advertising.
3) Casual rambling type.
4) Self-aggrandizement.
2. Five pitfalls of project roadshows
Pitfall 1: The brief overview section misses the point.
Pitfall 2: The real demand of the market is vague.
Pitfall 3: The team advantage is not prominent.
Pitfall 4: Unclear display of product benefits.
Pitfall 5: The differentiation of products (services) is not clear.
Third, the project road speech should avoid six minefields
1.Avoid absolute adjectives.
2.Don't commit without being sure.
3.Do not crack down on naming competitors.
4.Objectively explain your strengths.
5.Services can't be implemented.
6.All **, products, policies should be rigorous and rigorous.
Fourth, the core essence of sales speeches- Consultative consulting marketing
1.Sales Presentation = Problem Solution.
Case:The counter salesman of a communication company successfully sold the old man's 5G mobile phone in 1 minute.
2.What do we do?
3.What problem we're solving.
4.What does it have to do with you?
5.What makes us different.
Lecture 2:Logical structure construction of sales roadshow
1. Design the structure of your sales presentation
1.The basic requirements for the explanation of the enterprise gold bar line project.
Six questions serve the goal
1) Who am I?
2) What am I going to talk about?
3) What's in it for others?
4) Why did I tell you?
5) How can I prove that what I said is true?
6) Why follow me?
2. Write a seven-step structure method for the roadshow
The opening three steps are crucial
Intro import
aOpening design: arouse interest.
bSelf-introduction: Shaping professionalism and building trust
The four openings cut into the pain points and aroused the curiosity of the audience
a. Problem opening method.
b. Case opening method.
c. Value opening method.
dData Development Method.
Report the theme of the lecture and shape the value
1) Teaser catalog.
2) Estimated time.
3) Fruit harvest.
Analyze pain points and guide needs
Raise the problem + wrong practice + cause analysis + loss hazard + elicit a solution.
Provide solution explanations
1) At least 5 values of the product.
2) Unique advantages and selling points.
3) Methods of operation.
4) Realized benefits.
5) Successful case testimonial.
4.Team professionalism shaping.
5.How to control the risk and provide the service.
6.I would like to bring you the preferential policies that I brought today.
7.Interactive live answering questions.
Lecture 3: Your image is the beginning of "trust".
1. Five manifestations of unprofessional professional image during business roadshows
1.Unprofessional image: Dress to expose shortcomings and loss of trust.
2.I don't know how to respect people.
3.The content is unfamiliar.
4.Unprofessional manners: 10 sins of standing and behaving with eyes.
5.Unprofessional language: Remove the uh-huh-ah word.
IIStanding posture - quiet is strong
1.Not quiet, not talking.
2.I didn't stand firm.
3.There is no purpose and no movement.
Third, the professional image of sales speakers has been improved
1.Enhance image influence.
2.Five ways to build a good image.
3.The two three-three-three principles for creating a professional image.
Lecture 4: Body movements of sales speakers
1. The law of Herabeen informs the secret behind the expression
55% 38% 7% meaning.
2. Five toolboxes for body language expression
1.Body method: 5 major traps of standing posture, standardize standing posture.
2.Face Method: Expression Training.
3.Eye method: the five minefields of the eyes, standardize the practice of Xi.
4.Footwork: Active area,Technique: Where to put the hand, how to use it freely
1) Professional gesture language has: steady, big, slow
Xi:Large watermelon.
2) There are five commonly used types of gestures: number, stage, chopping, wrapping, and Parma.
Canadian Prime Minister Justin Trudeau speaks.
3) The five elements of gestures: where to put the hand, the dividing line, the storage position, the shoulder instead of the elbow, and the taboo.
"Radio Presenter".
Live Xi:The opening 1 minute physical training.
4) Shake the microphone to expose your professionalism.
How to Xi:Looking back at the ** method, the goal breakthrough method.
Lecture 5: Sales Speakers Ask Questions: Contingency Strategies
1. The five-word secret to answering questions
1.Good: Rather chaos continues, fight between.
2.Listen: Answer what is not asked, qbq
3.Answer: For a while, give an answer.
4.* I don't know the answer, diplomatic rhetoric.
5.Q: Thank you for the result.
2. Solutions for project speakers to improvise answers questions from judges
1.Impromptu Speech Magna Formula: AREM
Highlights:The teacher asked the students to make questions on the spot and immediately gave a 3-minute keynote speech.
Xi:Proposition Xi.