www.TheRainmakerCompanies.com

Objectives

• Prepare persuasive presentations with a strong opening, body and closing

• Identify and plan for different audience types

• Use powerful visual aids

We help accounting firms grow.

Fear

What are your biggest fears?

Someone will fall asleep

Being laughed

at

Unable to

answer question

s

Looking nervous

or scared

What are your major complaints about presenters?

Speaker Missed Audience

Speaker Disorganized or Unprepared

Speaker Noticeably Nervous

Speaker Dull/Boring

Speaker Read Presentation-MonotoneSpeaker Took Too Long to Get to Point

Visuals Cluttered/Unreadable

Lack of Credibility

Major Complaints

In this presentation you will persuade a client to use a service that you personally provide. – 3 minutes

Presentation #1

Speaker

Audience

Message

Media

Characteristics of a Commanding Speaker

1- Joy & Ease2- Sincerity and Credibility 3- Enthusiasm4- Authority

1. Joy and Ease

2. Sincerity, Credibility and Concern

3. Enthusiasm

4. Authority

Eye Contact and Gestures

Dealing With Butterflies

Practice! Practice! Practice!

How will YOU commit to practice?

Handling Q & A

1. Anticipate2. Listen3. Be Brief4. Talk Straight5. Be Responsive6. Give Specifics7. Eye to Eye, the

Redirect8. Stay Polite9. Be Firm10. Diffuse with Humor

Speaker

Audience

Message

Media

Know Your Audience

Q1 Q2

Q3 Q4

Audience Mapping

Inte

restAttitude

In this presentation you will persuade a client to

utilize another one of your firm’s services.

This would be a service you do not personally

provide.5 minutes

Presentation #2

Speaker

Audience

Message

Media

Techniques for Building Your Presentation

Plan your closing first

Begin your presentation with the unexpected

Choose an organizing

strategy that fits the audience

Decide on your motive for speaking

Keep it simple and short

Build a Powerful Presentation

Logic Emotion

Credibility - trust

Speaker

Audience

Message

Media

Power Point

Flip Chart

Handouts

In this presentation you will be persuading a client to use two services…one you provide and one you do not. – 7minutes

Presentation #3

Objectives

• Describe the need to develop sales teams

• Identify the dynamics of high performing sales teams

• Improve current sales team productivity

• Increase personal communication effectiveness

What are the barriers for selling as a team?

What are the advantages to selling as

a team?

Performing Norming

Forming Storming

Four Stages of Team Development

Team Selling Assessment

28

Creating Highly Effective TeamsWhat are the results?

29

Having a high degree of trust

Having teams open to addressing conflict

Having a high level of commitment

Having a high degree of accountability

Having clearly defined results

Team Dimension Profiles

30

Conceptual Approach Skewed Toward Left

• Likes to come up with new ideas

• Is good at exploring alternatives and discussing concepts

• Is good at visualizing the master plan

• Prefers to focus on the future, develop theories, principles and ideas

• Is good at recognizing alternatives

Methodical Approach Skewed Toward Right

• Prefers to put ideas into a familiar context

• Relies on past experiences to guide them

• Likes to see consequences before acting

• Prefers to let others take the lead

• Tries to fit in with others

Spontaneous Approach Skewed Toward Top

• Wants freedom from constraint

• Tends to move from one subject to another

• Focuses on many things at once

• Likes to have respect and influence

• Lets their feelings guide their decision making

Methodical Approach Skewed Toward Bottom

• Prefers order and rationality

• Tends to follow a step-by-step process

• Examines the details and thinks things through before acting

• Focuses on what they can prove to be true

• Likes to see things fit together

Team Dimension Profiles

35

Page 12

Team Dimension Profiles

36

Page 18

Team Dimension Profiles

37

Page 21

Rolls in Selling

1. Mark the roles you perform currently.

2. Mark the roles that you enjoy most.

3. What is the pattern best suited for this role?

• Proposals

• Networking

• Public Speaking

• Target Selling

• Client Selling

Distribution of Patterns• Creators 26%• Advancers 5%• Advancer Axis 1%• Refiners 10%• Refiner Axis 1%• Executor 17%• Flexer

4%• Creator/Advancer 7%• Advancer/Executor 8%• Refiner/Executor 8%• Creator/Refiner 13%

Building a Championship Sales Team

Put it all

Together

Assess your Team

Assess the

Prospect

40

Team Selling and Innovation patterns

What are the patterns of your team members?

What pattern are you missing on your sales team?

What have you learned about the best role for you?

What three things do you enjoy?

What do you dislike about selling?

What Goes Down

Must Go Up

P.E.P Cycle for each Team Pattern

•P- _____________________•E- _____________________•P- _____________________Creator•P- _____________________•E- _____________________•P- _____________________

Advancer

•P- _____________________•E- _____________________•P- _____________________Refiner

Executor

Flexer

•P- _____________________•E- _____________________•P- _____________________

•P- _____________________•E- _____________________•P- _____________________

P – What if they

don’t like it

E- Gets an idea

P- Short lived stage

P.E.P. Cycle Creator

P – People poke holes

E- I hear an idea I

like

P- No ideas

P.E.P. Cycle Advancer

P – What if they can’t handle it

E- Pokes holes makes ideas better

P- No ideas

P.E.P. Cycle Refiner

P – What if it

doesn’t work

E- I have the info

to implement a plan

P- Oh, you’re

going to change

P.E.P. Cycle Executor

P – What if they

don’t buy it

E- Plays role of a

dealmaker

P- We have

nothing

P.E.P. Cycle Flexor

Dealing with Differences

Tendencies That Bother You

Your Tendencies That Bother Others

What can you do to reduce tensions?

•Unanimous Vote•Majority Vote•100% Agreement

Consensus is Not:

• All Support 100%• Agree 75%• Anyone Can Block, but

must have Alternative• Habitual Blockers (without

Alternatives) will be confronted

Consensus Is:

Debriefing the Plan

53

Execution vs. Outcome

Analysis of the Execution

Lessons Learned Transferring Lessons Learned

We Help Accounting Firms Grow.

www.therainmakercompanies.com | 1.888.797.7246 | 624 Grassmere Park, Suite 15 Nashville, TN 37211