Technical Sales - upstream oil & gas

There are two product examples. In this this lecture we're looking at the first product example. Before going in for a presentation, you must know at least the following about your product: the features, how the product works (engineering), the product value in the eyes of your prospect or customer.

There are two product examples. In this this lecture we're looking at the first product example. Before going in for a presentation, you must know at least the following about your product: the features, how the product works (engineering), the product value in the eyes of your prospect or customer.

This lecture covers the functions that an introduction plays in a present and why you as a presenter should have one. After completing the lecture, the role of the introduction will become clearer to you and you'll be able to include one in your technical sales presentation.

You'll understand the key elements that make a good introduction; as a result, you'll be able to use the acronym WISEOWL to craft the introduction of your next technical sales presentation.

In this lecture, I remember how I got my first job in the petroleum industry after a Baker Hughes representative made a presentation of the company. Tim Adams, the representative, used a personal story of a field job during his early career to connect with students and tell us about how our early carriers might look like. This short lecture will help you understand how you can use a personal story that relates to your  audience.

This lecture is about the importance of preparing before your presentation. You'll learn three benefits of carrying out your research before you meet your prospect to deliver your sales presentation.

In this lecture, Alan, the instructor uses a story to highlight the importance of understanding your customer's business  knowng your customers as individuals. You'll learn three techniques about how to do that.

In this lecture, you will learn how the feelings that your prospect has about you affect your job and why it is important to make sure that your prospect likes you.

In this lecture, you'll learn that it is very important to first and foremost determine the goal of your presentation. This will help you deliver a very clear message for your prospect.

This lecture is about what happens in the real world when you travel to your prospect's premises to deliver your technical sales presentation. Things often happen as you never expected, so you must be prepared.

Your presentation actially begins long before you enter the conference room and meet your audience. This lecture explains why.

This lecture corrects a common misconception about what the value of a product or service is.

Learn two techniques that will help you connect with your audience, so that they are more receptive as you present.

In this segment, the example is presenting wireline open hole logging services to your customer. Ethos, logos and pathos are induced as three concepts you might want to use to persuade your prospect that your service is worth buying.

Learn how to tell a well-structured business susscess story.

In this lecture you'll the importance of showing a real sample of your product, if possible, during your presenbtation.

Learn about the dos and donts of presenting statistical information to make an effective presentation.

Learn about three important techniques you can use during one-on-one presentations.

This is a very short segment that addresses what you should do before making any chinges to the corporate presentation slides you've received.

Learn about four key delivery techniques that will help you shine during your technical sales presentations.

This lecture covers three fundamental stage management techniques that you must use to have command of your room and better manage your audience.

Although unlikely, sometimes as a presenter you are going to have people in the audience that do not cooperate or worse, challenge your technical expertise. This lesson offers some advice on how to handle such situations and make sure that your presentation ends well.

In this lecture I am recounting two instances I witnessed where the presenters made mistakes. Then, I am highlighting the lessons learned so that you avoid those mistakes and benefit from the lecture.

Learn some important things to do in order to deliver an effective online presentation.

Although it might sound suprising, some people don't know what expression to have on their face while presenting. In this lecture we look at what you should do with your own face and eyes, and how to interprete the facial expressions of those in the audience.

Learn a few tips on what to do with your hands and bust during your presentation.

This lecture is about using the right body language and movements to enhance your presentation delivery.

In this lecture we cover two alternatives ways to conduct your question and answer session as well as the pros and cons of each approach.

Learn some very important tips that will help you leverage your Question and Answer session and ace your presentation.

This lecture reminds you that this you should repeat the value proposition to your customer at the end of your presentation.

So what what do you want your customer to do? This is the call to action. In this segment, you'll learn how state your call to action clearly at the end of your presentation.

This lecture is about thanking all the people that contributed to making your presentatation happen. Do thank them because you'll need them in the future!

This a congratulatory note and a last word and you have completed the course.