Presenting You tailor made case study

The client : Pru Health

The challenge :

To improve the effectiveness of Pru Health account managers presentations to brokers. Pru had an excellent product but the brokers weren’t hearing the message.

The approach :

Jack wanted to know what brokers really thought about Pru Presentations. So we asked them. The message back was clear: They understood the basic Pru health concept but they found the presentations were overly complicated, reliant on PowerPoint and were all about Pru and didn’t address the broker’s real concerns. More importantly Pru’s excellent product was not getting through to the broker’s clients.

Jack Milner designed a training programme specifically to address these issues. Pru wanted their training short and effective (quite right too – you don’t want your top sales managers in a training room when they could be out doing business).

Jack found the sales team to be energetic, very bright and totally committed to their product and Pru Health. But none of this was translating to their presentations.

When Jack works with comedians he encourages them to find their voice and to have a conversation with the audience. However, he also recognises that each one is very different but all need to be pushed to achieve their full potential. So Jack first took the team through the creative process of putting together their presentations so that the Pru message was clear. He then showed Pru account managers techniques for communicating with their audience (in effect a tool box of communication skills to pick and choose from). Finally over two short but challenging sessions Jack gave each account manager practical one to one feedback on their presentation style; and then took them to a point where they gave great presentations.

The impact :

At the end of the training the Pru Health overhauled their approach to sales presentations. It was to be less about PowerPoint and more about a conversation with clients. In addition they re-wrote much of their supporting literature.

The sales team was also able to identify and implement best sales practice when communicating with both brokers and clients.

“the presentations have significantly improved since the training.” Mandy Sunderland, training manager, Pru Health.
 
“Their presentations are definitely much better. Which reminds me, we must get you back next year.” Dave Thompson, sales director at Pru Health.

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Jack Milner Comedy Workshops
tel: 01494 772 908
email: jack@jackmilner.com