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Sales Training Workshop Agenda |
| Day One |
Morning workshops - 8:00AM - 12:00PM
- Course objectives
- Selling difficulties & introductions of participants
- Learning zone - Not Now List, BS List
- Creating Usage Scenarios - In-class Exercise
- Key Selling Skills
- Alignment of Buying and Selling Stages
- Crossing the "Chasm"
- Core Concept of CustomerCentric Selling®
- Key Player/Opportunity Org Chart - In-Class Lab
Afternoon workshops -1:00PM - 5:30PM
- Dealing with the "looking to change"
- Calling the Prospect back
- Responding to an inbound inquiry
- Opportunity Qualification Roadmap™
- Call Introduction
- Goal Identification
- Role Play #1: Call Introduction and Goal ID
- Solution Development Process
- Questioning Etiquette
- Solution Development Model™
- Solution Development Prompter™
- Vision Processing +Benefit lecture
- Role Play #2: Call Introduction and Solution Development
- Discuss evening assignment
Night #1: group work of approx. 1 hour
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| Day Two |
Morning workshops - 8:00AM - 12:00PM
- Review of previous day & homework collection
- Enhanced Solution Development
- Obtaining Measurement
- Checking for Desire/Emotion
- Use of Plausible Emergency
- Role Play #3: Enhanced Solution Development
- Sales Call Debriefing Questions
- Opportunity Qualification Roadmap™ (continued)
- Sales Cycle Control Letter
- Qualifying the 'prospect'
- Dealing with 'No'
- Role Play #4: Overcoming Roadblocks
- Proof
- How Decisions are made: Involving Key Players
- Management Review Meeting
- Qualifying the 'buying process'
- Sales Cycle Control Letter - Evaluation Plan
Afternoon workshops -1:00PM - 5:30PM
- Role Play #5: Qualifying the Opportunity
- Buying Process Control - Evaluation Plan
- Implementation Plan
- Who owns it?
- Mitigating IT's risks
- Establishing Business Value/ROI
- Sources and use of measurements
- Establishing Success Criteria
- Legal / Technical / Administrative Approvals
- Value justification / Projected Cash Value
- In-Class Lab
- Pre-Decision Review Meeting
- What is a 'proposal'
- Orchestrating
- Negotiations
- Buying Tactics
- Negotiation Worksheet
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| Day Three |
Morning workshops - 8:00AM - 12:00PM
- Review of previous day & homework collection
- Negotiation In-Class Lab
- Competitive Strategies
- Plausible Emergency Creation lecture & In-Class Lab
- Strategy for Dealing RFP's
- Competing When Your Not First
- Strategy for Dealing with 'Stalled" Opportunities
- Role Play #6: Conducting a Refocus Meeting
- Business Development for Individual Salespeople
Getting People Not Looking to Look - Phone prospecting - Creating interest on the phone - Getting past gate keepers - Direct mail - Seminars - Trade shows
- Competing When Your First
Afternoon workshops -1:00PM - 5:30PM
- Managing Your Pipeline
- Grading Your Pipeline
- Forecasting Your Time
- Balancing Pipeline Strength and
Business Development Activities
- Pipeline Strength and Skill Assessment
- Monthly Pipeline Management Report
- Discuss evening assignment
- Case Study coaching
approximately 1 hour
- Group homework of
approximately 3 hours
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| Day Four |
Morning workshops - 8:00AM - 12:00PM
- Review of previous day
- Sales Process Management
- Getting started with CustomerCentric Selling®
- Sales Management, Salespeople,
Marketing
- Territory and Account Planning
- Territory Review
- Control of future opportunities
- First week activity
recommendations
- Begin Case Study Presentations
- Debrief presentations
- Compliments
- Revelations
- Review original selling difficulties
- Adjournment and Awards
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