Course
Duration: 2 days Course
Number: 490.002
Description
This seminar integrates a wide range of interpersonal skills and business processes into a strategic method for achieving success in complex, sensitive, or competitive presentation situations. Major aspects include: Persuasive Techniques, Marketing and Selling Skills, Power and Influence Structures, Assertiveness, Gaining Commitment and Closure, Advanced Instructional Techniques
Prerequisites
Prior attendance at InterSkill’s Effective Presentations course or equivalent experience in preparing and delivering basic presentations.
Who Should Take This Course
Managers and supervisors who have experience in delivering speeches and presentations, and training officers who need to acquire further skills in these areas, particularly with respect to persuasive presentations, gaining commitment and closing business deals.
Objectives
ü To evaluate the existing level of presentation skills of the participants and refine as necessary.
ü To develop an appreciation of the structure and purpose of persuasive presentations as well as the particular approaches and strategies which apply.
ü To understand organisational power and influence issues as a prelude to gaining effective interpersonal skills at any level.
ü To introduce the fundamentals of marketing and selling with an emphasis on marketing oneself, new ideas, concepts, and business strategies.
ü To identify aspects of negotiation skills which can be used to gain commitment, effect closure, and obtain real results from persuasive presentations.
ü To teach assertiveness techniques and their importance in the persuasive process.
ü To describe approaches for gaining better results and more staff productivity from instructional sessions.
Outline
Seminar Objectives
Timetable for Individual Presentations
Review of Presentation Situations and Techniques
Consolidation Exercise
A three-minute impromptu oral presentation by each participant on a topic selected at random.
Persuasive Presentations - The Basics
Purpose and Objectives
Audience Analysis
Defining Outcomes, Benefits and Costs
Research and Preparation
Scope and Timing
Environment and Logistics
Visual Aids; Do's and Don'ts
Power And Influence
Social Power and Influence Processes
Authority and Status
Informal Power
Building Credibility
Persuasion Processes
Tactics and Strategies
Professional Selling Techniques
Overview of Marketing and Selling
Preparedness
Appearance, Manner, Rapport
Professionalism
Opening Techniques
Putting the Case
Anticipating Objections
Handling Objections
Closing Techniques
Getting to "yes"
Negotiating; Structure and Objectives
Concessions
Tactics and Strategies
Assertiveness
Getting Commitment
Action Plans and Closure
Persuasive Presentations - The Dynamics
The Opening
Logical Argument
Handling Questions
Handling Objections
Using Alternative Ideas
Getting Agreement
The Next Steps; Action Items
The Closing
Class exercise:
a 10 minute persuasive presentation by each participant on a topic of their choice: Visual aid facilities may be used.
Instructor and class critique to follow each presentation
Class Critiques
All presentations will be subject to peer group assessment using structured, written critiques.