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STRATEGIC CLARITY

HIGH PERFORMING
CULTURES

DIFFERENTIATED
TALENT

Best Practices
White Paper

© LSA Global. All rights reserved. www.LSAGlobal.com 800.889.6452


Balance Your Roles as a Sales Presenter So You Can
Successfully Influence Others

Giving a successful sales presentation can be like balancing on a high


wire…the stakes are huge, you need to stay focused, your timing has to
be just right, and you cannot lean too far in one direction or the
other. It is a feat that requires lots of training and practice.

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©LSA Global. All Rights Reserved. All copyrights, trademarks, service marks and product names are copyrights, trademarks, service marks, or registered trademarks of LSA Global
or its Partners.

You understand the analogy. The stakes are enormous; they may not mean life or death but they may mean
a deal that will make or break your year. You get the focus…you need to stay on target and not be
distracted from the message you want to convey. You get the timing issue…you need to maintain a good
pace and stick to the schedule you and the client have agreed upon. But how does the analogy of not
leaning too far to one side or the other apply?

Sales presentation training professionals maintain that to succeed you need to achieve a balance
between the apparently conflicting roles of a sales presenter—delivering a compelling message vs. flexing
to shifting client needs and serving your company vs. serving your customer.

Expert vs. Partner


On one side, you have been asked to speak because you are a recognized authority on the subject at hand.
The client has given you a platform because you have expertise that they need. On the other side, you
need to listen carefully to your client. Are you working together? Are you addressing real needs? Should
you be asking more questions than telling what you know?

Balance the client’s desire for a solution from you as a subject matter expert with the client’s need to be
understood by you as a collaborative partner.

Customer vs. Company


A second balancing act requires that the successful presenter be both empathetic and single-focused.
Successful salespeople know their clients…both personally and professionally. What challenges do clients
face in the workplace and do they have other challenges at home? To be persuasive and accepted as a
trusted advisor, you need to show that you care about your client’s success and for that you must be
aware of what responsibilities they carry. On the other hand, you have an obligation to yourself and to your
organization. Your job is to provide a solution and seal deals. To deliver, you must maintain a strong focus
on your goal of a sale. You need to inform, persuade and work toward an outcome.

Balance your understanding of the client with an understanding of your role as a salesperson. The best scenario
is when these two goals are fully aligned.

Achieve a balance of roles and you can approach that high wire with confidence.

To learn more about Sales Presentation Training visit http://www.lsaglobal.com/sales-communicationsales-


presentation-training/

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©LSA Global. All Rights Reserved. All copyrights, trademarks, service marks and product names are copyrights, trademarks, service marks, or registered trademarks of LSA Global
or its Partners.

Founded in 1995, we are a consulting and training


firm that helps high growth companies get there by
aligning their culture and talent with strategy.
Who we work with ‐ Leaders
Our clients are typically mid‐market leaders of high growth companies who want to avoid the
culture and talent mistakes that keep so many great strategies from becoming a reality. The
majority of our clients come from the high‐tech, life‐sciences, and service industries and often
lack the internal resources or expertise to get the job done. They want more than what
traditional consulting and training approaches can deliver. They think systemically and
demand results.

What we do – 3X Alignment™
We get results. We are a consulting and training firm that helps high growth companies get
there by aligning their culture and talent with strategy. We call this 3X Alignment™. It is
based upon the premise that neither talent, nor culture, nor strategy alone will produce
results. Operationally, we are organized in seven key practice areas: Sales, Loyalty,
Leadership, Management, Project Management, Change, and Assessment/Measurement.

How we do it – Architect, Leverage, Impact™


Above all else, we partner with our clients in a way that makes sense for their unique
situation.
First we identify the 2 key moves to achieve maximum performance and long‐term
organizational health – Architect. Then we ensure that you get the best possible combination
of thought leadership and expertise ‐ Leverage. Lastly, we measure our achievements based
on your success – Impact.

Our Guarantee ‐ Results


We formally measure everything we do and tie our compensation to measurable outcomes
for your business. We are fiercely devoted to the success of our clients and guarantee results.
STRATEGIC CLARITY | HIGH PERFORMING CULTURES | DIFFERENTIATED TALENT
© LSA Global. All rights reserved. www.LSAGlobal.com 800.889.6452

Our clients tell us that we are different.

Our sales clients


confirm that they have grown sales by 40%, increased units
sold by 42%, increased average pricing by 12%, and closed
over 50% of their pipeline.

Our customer loyalty clients


confirm that their customer revenue per household
increased by 18%, repeat calls decreased by 48.4%, single
contact resolution increased by 6.1% and their overall
customer satisfaction increased by 10 %.

Our leadership and management clients


decrease their costs by up to 50%, increase speed‐
toproductivity by 60%, accelerate promotions by 20%,
decrease unwanted attrition by up to 40%, and report an
additional $13m to their bottom‐line.

Our project management clients


inform us that they complete 50% more projects that meet
or exceed expectations.
STRATEGIC CLARITY | HIGH PERFORMING CULTURES | DIFFERENTIATED TALENT
© LSA Global. All rights reserved. www.LSAGlobal.com 800.889.6452