Presenting to Your International Buyer

Purpose of the workshop:
To prepare delegates to effectively present to their potential customer.

Workshop overview:
There are many presentations workshops available which are focused on formal presentations to an audience. Whilst these skills are of an utmost importance in business development, it is essential to be able to present to your buyer in their terms which requires a mix of sales, marketing, people skills and specific presentation techniques. If you can present to your buyer more effectively than your competitor, you will be more successful.

Effective presentation to the buyer requires:

• Research of the market, culture and buyer.
• An understanding of the way people make decisions and the internal and external influences upon these decisions.
• Complete knowledge of the product or service offerings.
• The ability to make compelling presentations focused on the buyer’s perspective.

This workshop will introduce you to simple yet effective tried and tested methods of building the process when presenting to your buyer.

Who should attend:
Anyone who has to deliver sales pitches or make presentations to buyers. Delegates should bring to the workshop some basic information e.g. leaflet, brochure, promotional information or sample of their product or service (not necessarily a PowerPoint presentation). They should also have an idea of their top three target markets.

Workshop style and format:
Facilitator led discussion and instruction with group and individual exercises including role play and practice pitches, and using a series of worksheets to record planning and actions. All exercises are based on the delegates’ own company and target customers.

Workshop duration: One day

Maximum number of delegates: 15

Workshop content:
Delegates will cover four main modules that develop the process of Presenting to Your Buyer:

• Research
• Decisions and motivators
• Your offerings
• The pitch