Presentation Training Skills Key to Gaining Sales Edge

Share Article

In today’s hyper-competitive markets, companies that provide exceptional presentation training to their sales teams have a decided advantage, according to James A. Baker, Founder and Chairman of Baker Communications. Because most companies in an industry provide products, services and technologies that are similar, if not identical, the sale usually goes to the account rep who can deliver the most effective and professional presentation.

In today’s hyper-competitive markets, companies that provide exceptional presentation training to their sales teams have a decided advantage, according to James A. Baker, Founder and Chairman of Baker Communications (http://www.BakerCommunications.com). Because most companies in an industry provide products, services and technologies that are similar, if not identical, the sale usually goes to the account rep who can deliver the most effective and professional presentation.

“I am not sure I have ever seen companies fighting this hard for market share before,” observed James A. Baker, who has been in the corporate training business for over 25 years. “In most industries, all of the major players offer products, services and technologies that are extremely similar, if not identical. Margins are already razor thin. Companies are desperate for any edge that will help them compete.”

The days of relying on product knowledge and closing skills alone are over, according to Baker. He is adamant that the best way to gain that extra edge is for companies to provide exceptional presentation training to their sales teams.

“When everything else is equal, the contract is going to go to the account exec who makes the best impression,” he explained. “The person who is the most confident, persuasive, personable and professional has a definite advantage. It is not enough to just have your facts straight anymore. You have to convince your customer to trust you as a person, in addition to trusting your product. Exceptional Presentation training makes all the difference.”

Baker has seen a definite uptick in corporations willing to invest in presentation training.

“Major corporations like Dell, General Electric, Exxon Mobil, IBM, Yahoo – they are all showing a strong continuing interest in presentation training. We are seeing it in smaller companies, too. Sometimes it is harder for them to free up the funds, but as they discover that the payback is real, and often immediate, they are becoming enthusiastic about the value they receive. They are definitely getting the message.”

Baker cautions that not all presentation programs are equally effective. There are many important components that go into an exceptional presentation training program. He urges sales managers and training directors to look for several key value items when shopping for presentation training.

“Don’t settle for something that focuses exclusively on delivery skills – elocution, projection, posture, and things like that,” he warned. “Of course, it important to give participants a clear understanding of those things, but our goal is to provide a much more comprehensive experience. To deliver a truly exceptional presentation, it is equally important to develop skills in organizing your message, understanding the needs of your audience, and using the power of non-verbal communication to full advantage.”

Baker also emphasized the importance of finding a course that uses multiple trainers and takes full advantage of the latest in video coaching technology.

“If you want exceptional results, you need to invest in an exceptional course,” Baker said. “Under these market conditions, you can’t afford to waste money trying to save money. In order to convince your customers that you are the best in the business, make it a point to invest in the best training you can find. You will be glad you did.”

Since 1979, Baker Communications has trained hundreds of thousands of individuals to reach their maximum performance in the workplace. Globally-recognized companies, associations, non-profit organizations and government agencies have depended on Baker Communications to act as a valued training provider to equip their employees with the skills that produce results in the field and in the office. Companies like the Presentation Training Center http://www.presentationstraining.org and the Presentation Training Institute http://www.PresentationsTraining.net are part of the Baker roll-up of over 14 professional training organizations specializing in public speaking and presentation training which now use the Baker method.

Baker Communications materials are being used and taught worldwide in Europe, South America, North America, the Middle East and Asia Pacific. Classes are held publicly throughout the United States and Canada in over twenty cities or on-site at client locations each month.

As a result utilizing the Baker Method of presentation training participants will be able to:

  •      Understand how to communicate more effectively to varying personality types
  •     Flex their communication style to appeal to different learning types
  •     Control and manage the natural anxiety that often accompanies a presentation
  •     Project credibility before a presentation has even started
  •     Utilize voice inflection, pacing and articulation to project credibility to audiences
  •     Project more effectively and ensure that audience members can hear the message being delivered
  •     Gesture so as to illustrate concept and reinforce important information
  •     Control body language and facial expressions to deliver in a more natural manner
  •     Maintain a positive and confident demeanor before audiences
  •     Structure a presentation for the greatest effect
  •     Kick off an opening to have the strongest impact on an audience
  •     Deliver content in a rational and logical manner that ensures interest and audience involvement
  •     Utilize techniques to select and build more effective visual aids
  •     Present using visual aids in a manner that reinforces the content and does not distract from the key message
  •     Deal with conflict when it might arise during a presentation
  •     Successfully guide and facilitate question and answer sessions
  •     Deliver sales and marketing content in a more persuasive manner
  •     Speak on technical subjects with clarity
  •     Deliver an entire presentation with ease and comfort

For more information, contact:

Walter Rogers

President

Baker Communications

713-627-7700

http://www.BakerCommunications.com

http://www.angermanagementseminar.com

# # #

Share article on social media or email:

View article via:

Pdf Print

Contact Author

Walter Rogers
Visit website