"Excellent course, gave us exactly what we needed."

State Street Bank & Trust Company

Successful Selling via Team Presentations

Objective: The goal of this two-day program is to enhance your skills in selling your firm's products or services via team presentations to prospective customers.

Program Outline:

Prepare and organize team talks via the Decker Pyramid Technique© to:
• Organize your information to generate immediate prospective customer interest.
• Assess a prospective customer's needs.
• Present appropriate detail to meet those needs.
• Address resistance such as price, presence of a competitor.
• Overcome common barriers including when and how to close.
• Gain comfort and confidence by having instant access to your knowledge.

Employ the Map Technique to:
• Coordinate each team presenter's message and delivery.
• Segue seamlessly from presenter to presenter.
• Reinforce each team member's message.
• Support the big picture message of why a prospect should: "buy your product/service."
• Determine how best to field a prospective customer's questions.
• Deliver the relevant detail required to meet a prospect's concerns.

Deliver team presentations with the step by step Stones Across the Brook Technique© to:
• Develop and present with the mindset of a successful presenter.
• Address prospect concerns to lead them to see how your firm best meets their needs.
• Deal with "on the spot needs" of prospective customers.
• Conduct interactive talks, especially when clarifying a unique set of concerns.
• Tailor each talk to the answers you receive.
• Expand or contract presentations to meet designated or expected time frames.

The program is custom tailored both to your exact presentation needs and the specific types of team selling situations that you face.

Customization begins with a pre-training questionnaire and telephone interview with the Decker Associates trainer. To optimize workshop time, you will be asked to prepare a brief pre-training assignment. Small class size maximizes individual coaching.