The Program in General

The Real-World Presentations^™ Seminar is a highly interactive, how-to oriented program designed to make a dramatic difference one's presentation skills to groups. The program is conducted as follows:

1. Three instructors conduct the three day seminar with only five to ten participants.

2. Each participant delivers four to six, video-recorded presentations to the class on various subjects relating to his business.

3. Each presentation is coached and critiqued by at least two of the three instructors.

4. Following each class member presentation, the presenter meets privately with an instructor for individual critique, and is then given specific ideas for improvement to be implemented during his next presentation.

5. All presentations are sequentially recorded on the participant's assigned video tape. At the conclusion of the program the video tape is then given to the class member.

6. Between each presentation the classroom instructor teaches and demonstrates various presentation techniques and skills while the class records the ideas in their training manual.

Seminar Topics

Introductions

• How to write an introduction to best prepare the audience

• Eight ideas to remember when preparing an introduction

Presentation Outline

• How to capture your audience's attention

• Five openings to make your presentation have a stronger impact

• Ten methods to outline your presentation

• Five closing methods to dramatize your point

Audio Visual Aids

• How to match the audio/visual aid to the audience

• How to use a flipchart to make a stronger impact in the presentation

• Tips to Remember when using visual aids

Handling Questions and Answers

• Nine critical "Tips to Remember" about answering questions

• The "Four R's" of the question/answer period to keep the presenter in control

• How to diffuse the audience's negative comments and/or questions

Miscellaneous

• How to make the person introducing you feel more comfortable in front of the audience

• Choice of Words

• Plus Many More Ideas To Make Your Presentations Even More Memorable

How The Classes are Conducted

Why:
We discuss the theory pertaining to specific techniques. This gives each participant a better understanding of the importance of the principles introduced.

How:
Each person is shown what to do, and how to apply the techniques to their specific situation. This encourages each person to apply the ideas immediately with their clients and prospective customers.

Application:
Time is dedicated to practice the ideas discussed. In addition, ample time is allowed for the participants to ask questions regarding the new techniques, so that each participant feels more comfortable with the principles.

This not a lecture program. Each topic includes a high degree of interaction with the participants. This helps to adapt the techniques to the individual situation and to the personality of each salesperson. We include a considerable amount of practice in this program. In general, the training follows the following seven-step process:

1.	The classroom instructor conducts a brief overview of the program and topics that will be addressed during the seminar. A brief instructional period provides the participants with a few ideas to remember when making their presentations.
2.	Time is then allocated for the participants to prepare their first presentation on a business related subject. This serves as a "base presentation" to determine what general skills may need improvement.
3.	The first participant then delivers his first, video-recorded presentation to the class while the classroom instructor completes a thorough, written critique of his delivery.
4.	The class and instructor then offer a brief, verbal critique of the presentation. This critique includes positive reinforcement, as well as suggestions for improvement.
5.	Following the verbal critique, the first presenter then examines his presentation on a monitor while wearing headphones, as the second presenter delivers his first presentation to the group.
6.	The third presenter delivers his first presentation to the class while the second presenter examines his video on the monitor. At the same time, the first presenter meets privately with another instructor to gain a more detailed critique, plus specific coaching for improvement.
7.	This process is repeated throughout seminar. Each participant will see measurable improvement in his presentations throughout the seminar, as each presentation becomes more challenging with various skills and techniques introduced for each presentation.

A Few Client Comments

"You have restored my belief in sales training. Real-world, usable training."
Richard Fennema, Financial Consultant, Merrill Lynch

"Yours is not an 'in one ear and out the other' seminar, but rather one of lasting value .....you are the only person we have found to be consistently exceptional and diversified enough for new and repeat presentations."
Rick Burnett, Vice President, Burnett Personnel Services

"Excellent Class. Shows you how to deliver the techniques, rather than just tell you."
Irene Riddle, Area Marketing Manager, Southwest Airlines

"The most intensive selling skills training I have been to in my 21 years in sales--Great Job!"
Dennis Maiuri, Sales & Marketing Manager, Governor Computer Products

"Although not in sales, I found this course to be extremely valuable in the areas of improving communication and listening skills. I see sales people everyday and there is a night and day difference between those with skills taught in this course and those without these skills. Thanks. I thoroughly enjoyed the course."
Jim Kindel, Purchasing & Materials Manager, Texas Process Equipment Company

"Dynamic and action oriented program!"
Gail O'Brien, Vice President and Regional Manager, Kelly Temporary Services

"Excellent program. Something to learn, even for the experienced and successful person."
Dan O'Toole, Vice President, Quest Environmental Resources Corp

"Excellent. Hands on stuff I can use!"
Elizabeth Menefee, National Sales Manager, WAOK/WVEE Radio

Partial Client List

How We Differ From Other Training Companies

Your Guarantee
Our guarantee to you is unconditional. If we fail to meet your expectations, we will immediately refund your investment in full. No hidden conditions. No fine print. That's it!

Our Instructors
All our instructors are currently in sales and possess a minimum of ten years of sales experience. We do not employ any instructors who have only a theoretical knowledge of selling. Each instructor completes an extensive training program before being certified to conduct any of our training. This approach of experience and certification is unique to Rick~Alan & Associates and lends a strong element of credibility in the classroom.

Timing
Whether the training is conducted over a period of one month or two days is determined by your requirements and objectives. After analyzing your specific situation, we recommend the number of hours required to accomplish your objectives. You determine how the hours will be allocated. Unlike other training programs, we do not have a standard, 'off-the-shelf'; program. Consequently, we are able to fit within your parameters, rather than force you to adjust to ours.

Training Objectives
Our training is 'how-to', technique oriented versus 'motivation' oriented. Although motivation exists within our programs, it is always a by-product rather than the main focus. Our goal is to motivate the class member to apply the techniques introduced in the class. Once the participant experiences success with the techniques, the employee then tends to motivate him/herself to continue using the ideas after the program has concluded.

Training Method
Every program is conducted so as to achieve a high degree of interaction with each participant. Our programs are not conducted by "lecture". Our instructors conduct the training through the use of questions rather than statements. This teaching method holds the attention of the participants, allows the time to pass very quickly, plus actively involves each person in the program. Group discussions, practical application, video recording, audio recording and "role-play" are additional methods that may be used throughout our training.

Investment
Our training is priced per program, which tends to offer you a definite pricing advantage for your group. Most other training is priced per person, which might be good if you have just two or three employees, whereas we have other options available for smaller groups to fit within your budget requirements.