Training Programs: Field Wholesalers

Presenting with Influence:

Course Overview

Perhaps the foundation of selling excellence is the ability to communicate effectively. The delivery of ideas in a compelling and repeatable format to both individuals and groups is the sole focus of the Sequoia Presenting with Influence Program. This two-day program seeks to have participants develop an influential message, properly structured and delivered with impact.

Using the Presentation Planner and Presentation Matrix as centerpiece tools for the work in the program, participants are offered instruction and best practices for each segment of the matrix followed by delivery, discussion and feedback on each segment.

Because of the multiple opportunities for individual practice and feedback on learned material, the program is limited to a maximum of 12 participants. Among the topics covered during the program are:

• Positive Applications of Influence and Persuasion
• Best Practices in Adult Education
• The Presentation Planning Process
• Presentation Structure: Three Elements of Excellence
• Presentation Delivery: Body, Mechanics and Voice
• Introductions and Positioning Statements
• Taking Questions and Handling Objections

We conduct open enrollment programs at our corporate headquarters in Naperville, IL. Each program accommodates anywhere from 10 to 24 sales professionals from a variety of financial services firms. This variety provides a unique opportunity for the exchange of individual best practices. One of the benefits of an open enrollment program is convenience.