Selling your Technological Solution
Gaining acceptance to new ideas
Overview
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How many times have you presented the solution to a problem, or an understanding of opportunities, but lacked the ability to communicate with conviction and influence your audience to follow through? This 16-hour program focuses on helping delegates develop the interpersonal communication skills and ability to make effective presentations that reach their audience, no matter their level of technological understanding or resistance to new ideas. It helps participants to transform new ideas into a workable reality and it enables them to communicate effectively with non-technical decision-makers and end-users.
Objectives & Benefits
Enables tech salespeople to:
- Position themselves as problem solvers
- Overcome prospects’ natural resistance to new ideas
- Stimulate understanding and acceptance of new technologies
- Transform new ideas into a workable reality
Program Outline
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The Effective Technological Presenter
Presenter Styles
Trust & Empathy of the Audience
Change and Defensiveness
Building Confidence
- Strategy
- Preparation
- Practice
- Objections’ handling
Application
Added Value Features
01. Self-perception Survey
Participants’ perception of their own communication style.
02. Respondent Survey
Participants receive feedback about how a peer or colleague perceive their Style, Empathy and Flexibility.
03. Gameplan Case Study
Role playing on how the participant communicates with a “real life” difficult person.
All participants acquire Persona’s expert system Gameplanning Software to meet future communication challenges.
Delegates acquire access to the same Persona Global’s Gameplan mobile application software on the iPhone or Android phone.
This cutting edge technology helps users move “beyond sales competency to sales fluency”(greater retention and proficient use of acquired skills).
The app provides business support and reinforcement; it enables delegates to “Prep” themselves just before an important interaction with anyone they need to persuade, influence or motivate.
Participants use this easily accessible learning tool to work prior to the workshop and be well prepared to go deeper into it - the great plus of Blended Learning.
The application runs on all web-enabled platforms (PC, Mac, tablets, smartphones etc). All they will need is a web browser and connection to the internet.
The integration of the e-training increases the skill of the participants and reduces the time required in face-to-face training. It helps to concentrate on discussions and role-plays within the workshop.
Basic Features
- It provides basic knowledge of nearly every program unit
- Participants learn at their own pace
- Modern look & feel makes it fun to use
- Exercises allow for easy user interaction (text, images and audio)