Course Outline
Module 1 – Structure of a Business Sales Presentation
- The role of the presentation in the sales process
- From presenting the product to presenting value for the client
- Structure of an effective sales presentation
- Tailoring the message to the client, industry, and interlocutor
- Defining the objective and key message
Practical Exercise: Analyze and restructure a sales presentation
Module 2 – Customer-Centric Selling & Value Proposition
- Understanding client needs and priorities
- Identifying client problems and opportunities
- Turning product features into concrete benefits
- Building a compelling value proposition
- Presenting Tchibo’s differentiators in a relevant way for the client
Practical Exercise: Creating a Value Proposition for different client types
Module 3 – Storytelling for Commercial Presentations
- Building a memorable commercial narrative
- The “Problem – Solution – Value” structure
- Using examples, case studies, and data to support the message
- Avoiding overly technical or product-centric presentations
Practical Exercise: Turning a product presentation into a client-focused story
Module 4 – Portfolio Presentation: Coffee & Equipment
- Integrated presentation of the solution: coffee + equipment + services
- Adapting the presentation to different client types and locations
- Articulating commercial and operational benefits
- Presenting alternatives and recommending the right solution
- Handling technical information without losing the commercial focus
Practical Exercise: Presenting a complete solution for a B2B client
Module 5 – Communication & Presentation Skills
- Structuring the message and clear communication
- Using voice, pace, pauses, and non-verbal language
- Enhancing the impact and credibility of the presenter
- Managing emotions and difficult situations
- Effective use of PowerPoint and visual materials
Practical Exercise: Mini-presentations with individual feedback
Module 6 – Handling Questions, Objections & Difficult Situations
- Active listening and clarifying questions
- Managing objections during the presentation
- Answering difficult or unexpected questions
- Maintaining control of the conversation without becoming defensive
- Turning objections into sales opportunities
Role-Play: Simulating a client meeting and handling objections
Module 7 – Persuasive Closing & Next Steps
- How to close a commercial presentation
- Formulating a clear call to action
- Securing agreement and defining next steps
- Post-presentation follow-up
Practical Exercise: Closing a presentation and securing a concrete next step
Module 8 – Business Presentation Simulation
- Simulating a real client meeting
- Presenting a Tchibo solution tailored to client needs
- Handling questions and objections
- Closing and defining next steps
- Individual feedback and improvement plan
Requirements
- Experience in sales, Key Account Management, or B2B client relationships
- Experience in delivering commercial presentations or client meetings
- Familiarity with the company’s portfolio and solutions
- No advanced technical presentation skills required
Testimonials (3)
Improved to present things
Malte Meiser - Oaklins International
Course - Public Speaking 101: The Art of Mastering Self-Expression (With Social Media Relevance)
How to keep calm, control emotions and focus on the topic
Andriy Hosko - Dr Irena Eris S.A.
Course - Public Speaking 101
interaction and discussion with each other in different groups, together with some games.
