Programme Agenda

• Day One

   

  Introduction and setting the scene 

  • Reviewing the purpose of the program.

   

  The concept of our comfort zone

  • The necessity to move outside our comfort zone on a continuous basis.
  • The relationship between change and success.

   

  Goal setting 

  • The importance of goal setting.
    
  • Focusing on the areas where we can obtain the greatest return.

   

  The sales process 

  • Appreciating the value of a well-executed sales process.
    
  • The importance of harmonising with the customers buying process.
  • The characteristics of a healthy sales funnel.
  • Best practices in sales opportunity management.
  • Working effectively with a CRM.
  • Delivering accurate forecasts.

   

  Networking and lead generation 

  • Creating a luxury of choice and achieving bookings linearity.
  • Key principles in customer interactions to generate leads.
  • Defining a lead generation plan.

   

  Solving the time dilemma

  • Getting organised and setting priorities. 
  • Planning our time effectively.
  • Meeting and managing deadlines.
  • Effective use of email, calendar and to do lists.

   

  Strategic sales planning 

  • The key principles for success.
  • Developing a sales plan.
  • Conducting a SWOT analysis.
  • Developing the strategy through the SOWOT tool.
  • The concept of the ‘ideal customer’.

   

  Review

  • Identification of key learning points from day 1 and the sales situations where they will be applied.

   

• Day Two

   

  Structuring our sales visits

  • How to structure logical and professional sales visits.
  • Creating the right first impression.
  • Preparing and planning in advance.

   

  Opening, leading and controlling discussions

  • Questioning and listening techniques.
  • A framework and structure for our conversations.
  • Anticipating and handling price based and non-price-based objections and concerns.

   

  Qualifying and establishing the customers’ requirements 

  • The concept and management of the complex sale.
  • Gathering the right information at a commercial, organisational/political, competitive and scientific level.
  • Identification of and working with the customers buying process and decision-making process.

   

  Understanding the key players 

  • Key players and their typical roles.
  • Identifying and approaching key players and the conversations we need to prepare for.
  • Understanding the different roles of key players and their motivations.
  • The world of purchasing.
  • Recruiting and working with a sponsor.

   

  Skills practice 

  • Role play exercises to reinforce learning.

   

  Review

  • Identification of key learning points from day 2 and the sales situations where they will be applied.

   

  Preparation for report back on day 3.

  
  
  

• Day Three

   

  Review

  • Individual report back exercises from days 1 and 2.
  • Report back on progress made by applying key learning points and agreed actions and commitments.

   

  Value-based selling approach 

  • Understanding the relationship between price and value.
  • Proving and selling our product and non-product related value.
  • Presenting our offer (trials, demonstrations, evaluations).
  • Managing the price discussion through the sales process and focusing on value.
  • Presenting the price.

   

  Negotiation 

  • Understanding the key principles for success.
  • Spotting buying signals.
  • Closing techniques.
  • The words we use.
  • The timing.
  • Role-play exercise.

   

  Self-analysis for self-development 

  • Helping ourselves.
  • Setting goals for focussing our personal development.
  • Analysing performance and challenging ourselves.
  • Climbing the sales experience ladder.
  • Appointing an ‘accountability partner’.

   

  Review

  • Identification of key learning points from day 3 and the sales situations where they should be applied.
  • Identification of opportunities for further report-back exercises in your organisations.
  • Finalising your goals.