Program Overview
In today’s competitive selling environment, the greatest obstacle is often “no decision.” Salespeople must make a compelling case for change and inspire customers to act. A sales presentation is often the best opportunity to lay out that case clearly, to multiple stakeholders, and move deals forward. Richardson’s Sales Presentation Skills Training equips sales professionals with a proven Presentation Framework that ensures messages are persuasive, delivery is confident, and customers are engaged. Participants learn to actively validate customer perceptions, adjust messaging in real time, and resolve objections before they stall opportunities. Through interactive coaching — including optional videotaping for one-on-one feedback — sellers refine both delivery and messaging to transform presentations into collaborative dialogues.
For Who
Sales Professionals
Format
Virtual instructor-led
Instructor-led
Duration
1 or 2 -Day ILT Workshop; Two 4-hour VILT Workshops
Why Sales Presentation Skills Matter
A major challenge in selling today is that 40% to 60% of deals end with no decision — meaning buyers express intent but ultimately fail to act (Harvard Business Review).
This “no decision” outcome often happens because sellers fail to deliver a compelling, customer-focused presentation that communicates urgency, differentiates value, and builds stakeholder consensus.
Effective presentation skills:
- Differentiate your solution and your team.
- Build credibility and inspire confidence.
- Surface and resolve objections in real time.
- Guide stakeholders toward alignment and action.
Without them, even the strongest solutions risk being sidelined by inaction.
Sales Presentation Skills Program Framework
The Sales Presentation Skills program is built around a structured framework that parallels Richardson’s consultative approach:
- Preparation: Identify objectives, understand customer needs, anticipate objections, and craft a persuasive message.
- Opening: Build rapport, establish credibility, set the agenda, and check alignment.
- Positioning: Deliver a clear, differentiated story supported by data and proof points; manage Q&A and objections with a structured resolution model.
- Closing: Summarize key benefits, reinforce differentiation, and establish clear next steps.
- Follow-Up: Apply best practices to reinforce value, maintain momentum, and strengthen relationships.
Learning Objectives
Participants will learn to:
- Manage nervousness and deliver with confidence.
- Prepare for and deliver a wide range of presentations (formal, informal, finalist, capabilities, internal).
- Use the Presentation Framework to structure persuasive, solution-focused messages.
- Engage customers with a 70/30 dialogue ratio, encouraging active participation and feedback.
- Refine physical and verbal delivery, including voice, tone, posture, gestures, and presence.
- Resolve objections in real time using Richardson’s objection resolution model.
Expected Business Impact
Organizations that implement Sales Presentation Skills Training achieve:
- Higher win rates by differentiating in high-stakes moments.
- Faster buying decisions by guiding stakeholders during presentations.
- Stronger engagement through interactive, customer-focused dialogue.
- Improved confidence and delivery across all sales teams.
FAQ: Sales Presentation Skills Training
Q. What is Richardson’s Sales Presentation Skills Training?
A. It’s a program that teaches sales professionals how to deliver persuasive, customer-focused presentations that differentiate offerings and inspire buyers to act.
Q. Why are presentation skills critical in sales?
A. They determine win or loss in high-stakes opportunities by influencing multiple stakeholders, resolving objections, and guiding decisions.
Q. What skills will participants gain?
A. Confidence in delivery, persuasive storytelling, objection handling, engaging buyers in dialogue, and adapting in real time.
Q. Who should attend this program?
A. Sales teams, account executives, and leaders preparing for finalist, capabilities, or high-stakes customer presentations.
Q. How is the training delivered?
A. Through instructor-led, virtual, or blended formats, with optional one-on-one or team coaching tied to real presentations.
Q. What outcomes can organizations expect?
A. Higher win rates, stronger differentiation, improved delivery, and presentations that lead to customer action.
