This course is part of the
CPSA
Skills for Sales Success certification program available on-line through
the
Learning Library or directly through the Canadian Professional Sales
Association. This series has been designed to help sales professionals
in all
walks of life understand the key skills and foundations practiced by top
sales
people everywhere.
This course, Effective Presentation Skills for Sales Professionals is
designed for anyone who is in a position of communicating ideas and
thoughts to
help their audience reach a decision or become educated. The material is
based
on the best ideas of some of the top sales professionals and relates the
key
skill sets needed to be an effective presenter.
The course consists of both lecture and accompanying exercises. The
learning
outcomes include: how to structure content, how to gain audience
empathy,
understanding the key elements of communication, using visual aids, the
consultative sales presentation, and handling nervousness.
CPSA would also like to acknowledge that the Skills For Sales Success
online
learning project is made possible, in part, through funding by Human
Resources
Development Canada.
Syllabus
Introduction to Effective Presentation Skills
Content: Empathy
Content: Focus
Form
Helping Your Audience Understand
Visual Aids
The Consultative Presentation Process
Tips for Effective Presentations
Instructor: Barry LaValley
Barry LaValley, CSP, is President of LaValley Communications, a
sales
training, relationship management, and communications consulting firm
based on
the West Coast. Mr. LaValley has over 20 years experience as a sales
professional and conducts sales training in both Canada and the United
States.
Mr. LaValley is an active speaker, writer and educator in the areas
of
practice management and selling skills across Canada. He takes a unique
approach
to both topics and bases his education on understanding how the client
perceives
the sales process and how that affects how a sales practice is managed.
In
addition, he speaks and writes regularly on retirement lifestyle issues.
Mr. LaValley has been called “one of the best communicators in the
Canadian
Financial Services industry” by noted industry commentator Dan Richards,
of
Marketing Solutions. He has a solid reputation as a common sense, down
to earth
speaker on the topics he covers.
