This document provides an overview of Richard Mulvey's sales presentation training program for 2019. It covers monthly topics from getting new customers to key account management. It also provides tips for preparing, delivering, and closing successful sales presentations, including personalizing proposals, using visual aids, answering questions, and reducing stage fright. The goal is to help salespeople win contracts by taking well-prepared, engaging presentations to decision-makers at the appropriate time.

1. Sales
Presentations
by Richard Mulvey

2. The Power Series 2019
Feb - Getting New Customers
Mar - Selling over the Telephone
Apr - Winning Sales Presentations
May - Handling Objections / Closing the sale
Jun - Sales Negotiation
Jul - Key Account Management
Aug - Double up
Sept - Selling at your Higher Price
Oct - Selling Face to Face
Nov - Creating Raving Fans

3. Sales Presentations
Preparation
Delivery

4. Specifications
Price
Delivery
Terms and Conditions
Price is good for 30 Days
Quotations
Sales Presentations

5. The Customer’s Objectives
Your Recommendations
Summary of Additional Benefits
Financial Implications
Your Additional Information
Detailed Executive Summary
Proposals
Sales Presentations

6. Personalize the Proposal
Use the Power of the Font Size
Use Good Quality Paper / Card
Focus on the end result
Use “WE” to include the prospect
Sales Presentations
Proposals

7. Give them 3 Options
Run the “Draft” Past your Key supporter
in advance
Have a partially completed Contract Ready
Close with a “Call to Action”
Sales Presentations
Proposals

8. Why Present your
Proposal?
“If you want to Win - Take it in”
Skype - Zoom - Got to meeting etc.

9. The Decision
Maker!
Who should we present
the Proposal to?

10. X
Junior
Management
Middle
Management
Directors
Finance Production Transport
X
X
XX

11. X
Junior
Management
Middle
Management
Directors
Finance Production Transport
X X X

12. X
Junior
Management
Middle
Management
Directors
Finance Production Transport
X X X
X X
X
John Brian Pete
Jean
Pam
Jill
Fred

13. When should we
present?

14. All Good Presentations Have
Beginning
Middle
End
Tell them what you’re
going to tell them
Tell them
Tell them what you
told them
Preparation

15. Decline of attention during a presentation
Strongest
Weakest
1
2
3
4
5

16. The focus of any
presentation
must be on the audience
Preparation

17. Keep it Short and Simple
K I S S
Preparation

18. "It has to be said at this moment in time
that I will, under no circumstances, be
able to make any meaningful contribution
to the ongoing discussion without due
consideration of the impact my disclosure
may, or may not have on the voting
public"
“No Comment!”
Preparation

19. Winston Churchill
We shall not flag or fail
We shall go on till the end
We shall fight in France
We shall fight on the seas and on the oceans
We shall fight with growing confidence and
growing strength in the air
We shall defend our island whatever the cost may be
We shall fight on the beaches
We shall fight on the landing grounds
We shall fight in the fields and in the streets
We shall fight in the hills
We shall never surrender

20. Keep them simple
Make sure they are easy to read
A picture can say a thousand words
Visual Aids

23. Power Point

24. Tell Stories
Paint Pictures
Preparation

25. Delivery
90% of the impression you
create when presenting is
made in the first 30 seconds
Be Convincing

26. Repeat the question back to them
using your own words.
Ask if anyone else in the audience
has an opinion.
Ask what the questioner thinks.
If you are not sure, promise to
get back to them.
Question Time

27. The Close
Don’t forget to Close
Give them time to decide
Close with the Influencer
Keep Control of the Sale

28. Reduce the need to fear
Control the symptoms
Use what's left
Stage Fright

29. Impromptu
Speaking

30. Questions?

31. Summary
Practice.. Practice.. Practice
Preparation
Delivery

32. Sales
Presentations
by Richard Mulvey