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Selling with an Impromptu Presentation
Selling with and Impromptu Presentation is a Course for Solution Product Sales, Services (and Advanced Services) Sales Specialists. The purpose of this course is to reinforce successful selling skills resulting in increased revenue and addressing the lack of small group “sales” facilitation skills within the Sales community.
The Workshop is an interactive 2.5-day workshop that introduces new skills and reinforces existing tactical selling skills that focus directly on sales engagements. Participants will apply key selling skills to a case study via a series of interactive fast paced individual and small group activities. Participants will be able to apply individual skills and experience and share “best practices” with their sales colleagues. Developed for the experienced sales professional, the workshop focuses on key skills and concepts required to be successful in selling solutions. While new skills are introduced, the focus of the workshop is to give sales resources the opportunity to apply skills, share experience, and ideas via a complex case study sales opportunity.
Learning Objectives:
The purpose of this proposed course is to develop new skills within the Sales force that will enable them to independently think on their feet and conduct dynamic customer meetings.
- Learn how to plan for high-level executive working sessions.
- Increase interpersonal selling skills (soft skills)
- Increase small group selling skills (soft skills)
- Increase "consultative" selling skills to proactively gain customer trust.
- Increase the impact of sales calls and small group presentations
- Lead "workshop-like" sales meetings
- Effectively respond to sales challenges and customer objections
- Utilize Business Acumen and Technical knowledge to effectively engage key buyers
- Apply “Product and Solution Area” chalk-talk selling concepts and selling skills
Instructional Methodologies: SWOP is a highly interactive workshop leveraging many learning techniques
- Instructor delivery and skills development
- Videos reflecting practice area specific chalk talk presentations
- Individual and small group practice sessions via cases studies and real situations
- Individual final role play- Video taped
- Individual participant evaluations are provided if requested by participants
1.Planning the Sales Call and small group presentation
- Opportunity assessments
- Engagement strategy and Planning for the call
- Preparing and understanding the right questions and control
- GAP analysis
2.The CALL: Sales call and small group presentation skills
- Getting the appointment
- Executive access
- Controlling the sales call and small group presentation
- Leveraging the power of asking questions
- Personality types, decision influences, and buying roles
- Handling objectives and overcoming sales challenges
- Presentation and facilitation skills review
3.Business Acumen
- Linking Business to IT
- Analyzing & Discussing IT Pain
- Measuring IT business impact
- Positioning value proposition to align with customer business objectives
4.Introduction: The Chalk Talk
- Introduce key concepts and key components of each practice area
- Instructor or short video provides an effective high-level chalk talk focused on the practice area
- Group brainstorming on concepts and best practice
- Introduce key skills and key elements required to create this kind of discussion environment
- Understanding "Facilitation vs. Presentation" differences
5.Presentations & Role Plays
- Groups of three working on assignments (1 observer, 1 sales and 1 customer)
- Small group presentation skills practice focusing on Practice Areas
- Application and practice of all skills
6.Final Presentations
- Sales call role plays
- Small group presentation role plays
- Large group role play
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