Carol Johnson cdialog.com

Stop Presenting that

Same Presentation

Winning PresentationsCustomize a Presentation in 10 minutes

Continuous Dialog 2

sentation

Stop Presenting that Same Presentation

Differentiate

Continuous Dialog 4

Site Location Consultant Call

Prospect’s First Visit

The Final Visit: Win or Lose

Continuous Dialog 5

Call on a Site Location Consultant

Continuous Dialog 6

Continuous Dialog 7

“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.

Continuous Dialog 8

Continuous Dialog 9

The Prospect’s First Site Visit

Sales Rule: Know Your Audience

All About Maps

All About the Maps

Continuous Dialog 12

Peek at Your Competition’s

1st Visit Presentation

Continuous Dialog 13

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

Continuous Dialog 15

Presenting “On the Fly”

Continuous Dialog 16

1. Establish the Team

Continuous Dialog 172. Two Columns: Needs We Offer

3. Present Persuasive Evidence

Continuous Dialog 19The Final Visit

Perspective and Values

Continuous Dialog 21

The Prospect’s Top 3

Criteria to Rank You

1. Speed

2. Risk

3. Money

Continuous Dialog 22

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

Continuous Dialog 23

Continuous Dialog 24

Need Presentation Training?

Continuous Dialog 25

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

Continuous Dialog 31

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