Carol Johnson cdialog.com Stop Presenting that Same Presentation Winning Presentations Customize a Presentation in 10 minutes
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Carol Johnson cdialog.com
Stop Presenting that
Same Presentation
Winning PresentationsCustomize a Presentation in 10 minutes
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sentation
Stop Presenting that Same Presentation
Differentiate
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Site Location Consultant Call
Prospect’s First Visit
The Final Visit: Win or Lose
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Call on a Site Location Consultant
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“I only have 52 Wednesdays a year.
Why should I spend one with you?”
4 Step Site Consultant Call
1. Do your Research
Know the Consultant’s focus and perspective.
2. Present State and Region Viability
Succinctly share new compelling information
3. Present Unique Location Value
Share a target sector or specific location profile
4. Demonstrate what You Offer
Don’t waste time, precedence in meeting aggressive timetables, etc.
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The Prospect’s First Site Visit
Sales Rule: Know Your Audience
All About Maps
All About the Maps
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Peek at Your Competition’s
1st Visit Presentation
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If We Don’t Know the Prospect’s Needs
14
Don’t Know: PPLLISPO
P Physical Assets
P Proximity Requirements
L Labor: Availability, Cost, Training
L Legal, Political, Environmental
I Incentives and Money
S Speed / Timing
P Personal
O Other
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Presenting “On the Fly”
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1. Establish the Team
Continuous Dialog 172. Two Columns: Needs We Offer
3. Present Persuasive Evidence
Continuous Dialog 19The Final Visit
Perspective and Values
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The Prospect’s Top 3
Criteria to Rank You
1. Speed
2. Risk
3. Money
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Strategy for the Final Visit
Winning Presentations
Present a Business Case to Locate Here
1. Know the Audience’s Perspective
2. Establish the Team
3. Two Columns: They Need and We Offer
4. Get the Flow Right: PPLLISPO
5. Provide Persuasive Evidence
6. Final Presentation: Prove Your Advantage
Speed, Risk, and Money
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Need Presentation Training?
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Teach Your Team the New Rules
Effective Presentation Delivery
Creating Sticky Messages
Staying Flexible
Continuous Dialog 29Managing the Technology
When it doesn’t make sense Stop
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Know Your Leadership Role
Tell a Great Story: A Business Case
Carol Johnson
Economic Development Sales Training
Winning Presentations
Team Selling
Closing the Deal
Understanding the Money
Leadership Development
Diversity Appreciation Training
Planning and Board Retreat Facilitation
Cdialog.com 770-993-7178
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