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Sales Training

How many sales do you lose because you didn’t know exactly what to say, how to say it or when to say it? Our sales training program begins by discovering why people buy, then by learning how to help them get what they want.

Too many people try to make selling things a battle with the customer to try to trick him or her into buying. The best salespeople, though, don’t seem as if they are selling anything. They are just “helping you get it.”

We teach

  • Effective opening techniques
  • How to ask questions
  • How to listen
  • How to know when to close

Presentation Skills

One of people’s two greatest fears is speaking in front of an audience. It doesn’t matter if it’s two people or a hundred, the very thought of getting up and giving a presentation makes their knees knock, their bellies quiver and their foreheads sweat.

Then their presentation ends up matching their degree of nervousness and they blow a perfect opportunity to impress the buyers and make a big sale.

We can show in theory and practice how to

  • appear calm and in control in front of an audience
  • organize a presentation so it naturally follows from one idea to the next
  • take control of the platform
  • how to have the audience sitting on the edge of their seats waiting for what you have to say next

Effective Use of Visual Aids

Visual aids ruin more speeches than they improve. Human beings retain best what they see and hear simultaneously, so why do visual aids often fail to improve a talk?

There is a right way and a wrong way to prepare and present visual materials. Visual aids are vehicles for enhancing or facilitating your spoken words. If they do not fulfill that purpose, they are misused. Properly used visual materials give clear visual insights that would require many words or columns of numbers.

The more prevalent the use of visual aids has become, the more they are overused and misused. Improper use seems, unfortunately, to have become almost the accepted standard. Complex scientific topics often are improved by or require visual aids, but some speakers appear to mistakenly believe it is impossible to give a scientific talk without them. And they use lots and lots of them—jampacked with barely legible data, graphs, figures, mathematics, acronyms and fragmented verbiage. That is not the way to use visual aids.

A visual aid becomes the focal point for the time it is in view. An audience's attention is quite naturally drawn from the speaker to anything that is put on a screen, blackboard or flipchart. Since the visual aid automatically assumes center stage, it is essential that all visual aids clarify and support your talk in an attractive, comprehensible manner or they will detract from it and compete with it. For many, a darkened room is also an invitation to doze. It is much easier to lose your audience when the lights are low, so you have to ensure that your visual material is compelling.

In all but impromptu talks, poorly designed, haphazardly rendered and badly edited visual aids suggest a lack of professionalism, preparation and commitment to the audience. Poor visuals are rude and degrade the communication.

We show in theory and practice how to create and use knockout visual aids that make your point and wow the audience.

 

Cain Publications, Inc. | PO Box 68761 | Oro Valley, Arizona 85737 | 800.654.5456
Copyright 2007 Cain Publications, Inc.