Morning workshops - 8:00AM - 12:00PM

• Course objectives
• Selling difficulties & introductions of participants
• Simulating "Eagle" Behavior
• 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

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

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

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