A relatively new consulting firm won some large consulting engagements and needed to upgrade the capabilities of several new hires to improve their ability to make business presentations to new and existing clients.
Sales Training Needs Assessment
Due to an increased client base and a corresponding need to add more professional staff, the firm hired some additional consultants and several support personnel such as business analysts and IT personnel. It became obvious when the new hires participated in their initial client meetings that they needed to improve presentation skills. The new employees were technically proficient and experts in their respective fields, but could not communicate clearly and persuasively during client presentations.
Sales Training Solution
Peak Selling designed a customized version of our Sales Presentation Skills Workshop and also conducted 1-on-1 coaching sessions. In order to make their client presentations more impactful, we focused on how to tailor each presentation for a specific client rather than deliver a canned "capability speech." We also worked extensively on attention-getting opening remarks. After witnessing the tangible improvement in the presentation skills of the new hires, the consulting firm decided to engage Peak Selling to teach a second and more advanced presentation skills workshop for their senior consultants.