Peak Performance Selling
Overview | Benefits | Workshop Agenda | Program Details

THE AGENDA

Pre-Course: Each participant will receive a case study and instructions prior to the workshop. The Participant is to complete EVERYTHING before attending the workshop. The Sales professional will 'sell' to the case study customer throughout the workshop.

• Introductions. Seller's Attitude. Discussion. Vendor vs Trusted Advisor. Differentiation. Selling Personal Value.
• Marketplace Overview. Discussion. What pressures are you experiencing because of what is happening in the world at large?
• The Sales Cycle. Discussion of the steps the seller goes through from pre-planning and first contact to close of deal.
• The Sale Process Phases. Introduction, Needs Analysis, Needs Fulfillment, Close & Follow up.
• Phase 1. Discussion. Creating Trust & Rapport.
• Breakout Practice Session. The participants will be placed into 2 groups. Each group will have a COACH. The groups will practice the competency previously discussed. 4 Participants will be selected to be videotaped.
• Videotape Activity. Introduction. Beginning a meeting and creating rapport. Everyone will be videotaped.
• Evening Assignment.
• Phase 2. Questioning Skills during Needs Analysis. Probing and the use of ADVISORY SKILLS. Understanding the BIG PICTURE. Understand what is happening in the world and its impact on the customer's business. Understand the customer's external and internal pressures. Understand the client company's goals and objectives and HOW your products/services/company will assist in achieving their goals.
• Breakout Practice Session. The groups will practice the competency. 5 Participants from each group will be selected to be videotaped.
• Videotape Activity. Needs Analysis. Probing to understand the BIG Picture. 5 Participants from each group will be videotaped.
• Phase 2, continued. Finding the GAP. Understand the prospect's/customer's project (your opportunity). Understand WHAT is in place NOW and what else they NEED = GAP. Understand the pain associated with the GAP (ROI). Communicate and confirm the PAIN.
• Breakout Practice Session. The groups will practice the competency. 4 Participants will be selected to be videotaped. The groups will chart their findings. ·
• Videotape Activity. Needs Analysis. Probing for the GAP. Establishing an ROI. Demonstrating personal Value. 4 Participants from each group will be videotaped. ·
• Phase 3. Need Fulfillment. Creating a Solution that establishes you as unique and valuable. Demonstrate HOW your solution closes the GAP. Communicate the PAYOFF.
• Strategy Breakout. Discuss Competition. Matrix Information.
• Phase 4 Close. Prepare the prospect to say "yes". Does the solution address both the business outcomes as well as the prospect's personal outcomes? ·
• Handling Objections. How do you handle it when they 0bject? Learn the Rogerian Model for handling objections so the experience is always a win/win. (Listen, Share, Clarify, Present, Ask for Action).
• Breakout Practice Session. The groups will prepare to CLOSE the opportunity. The group will flip chart Benefits and the Prospect WIIFMs.
• Breakout Practice Session continued. During the breakout session, all will prepare to close and handle objections. All Participants will be video taped. The groups will rotate. Final Videotape. Need Fulfillment & Close & Objection. All will be videotaped.
• Awards
• Feedback
• Next Steps