Guided Selling Skill - 2 day

Guided Selling Skill

Background

The definition of “SALES” is the process to guide client to make decision and take action. The core of sales is to “CHANGE,” no matter the process of change is guided by client himself or us. There are tons of research regarding to the selling skill, decision making, neuroscience, NLP, and communication, which is the foundation of this training program.

The biggest mistake by most of the salesperson is to present, convince or closing client too soon. The mature salespersons they know how to guide clients go through the thinking and problem solving process, at the end to take action. “Guided Selling Skill” is to focus clients/customers’ mindset, to guide clients to realize how to solve their problem, and understand the value after problem solved. At the moment clients realized their challenges, then salesperson align the product/service/solution to customers’ challenge. Then, go through the negotiation process to reach the win-win result.

Sometimes clients will reject to answer the question proposed by salesperson. In this program, will provide a set of skill how to put clients in the ready mode to reply the question accordingly. A salesperson can’t create the needs for clients, but salesperson can change the priority and ranking among the needs, then to increase the chance to win the deal.

28238451049655Sales Call Planner

Sales Call Planner

There are many training program will provide many packaged video, case study from other industry and role play from other company. The intention is good, however the participants are hard to link the training activity to their daily jobs. In this program, all the skill demo, case study and role play are utilize participants’ own real case. We will suggest the participants to pick the next visit client in the training program as a preparation for their next sales call.

In this program, we will provide an A3 size “Sales Call Planner” (SCP) to help participants to plan the sales call. It will be a guide to help participant to call clients by the “Sales Call Planner”

Portion for Customization:

Adjust the wording to match the participants’ common wording

Adjust the wording to match the participants’ wording from CRM (ie., salesforce.com)system

The layout of the “Sales Call Planner” could be modified according to the request

Learning Process

In the course, there will be involved with variety of activities to ensure the participants’ learning performance, the learning process as below:

Master the buyer’s psychology and decision process, align the sales stage

The corner stone of the sales success is “TRUST”, to gain the trust from clients quickly

How to do rapport and professional opening

Guide clients into the ready mode for discover their needs and wants, and guide clients’ perception of priority

Storytelling how our product/service/solution to fix their problem or reach target

Foresee the resistance and handle by different ways

Close the sales call by the follow-up activity from both parties: clients and salesperson side

Benefits

After the course, participants will learn:

Learn how to use “Sales Call Planner” as supportive tool for the preparation of the sales call. The sales manager could use the “Sales Call Planner” as supportive tool for the sales couch.

Master the buyer’s psychology, to learn how to identify stage and do thing differently.

Gain clients’ trust quickly.

How to build up the rapport, and opening

To put client into the ready mode for the guiding

To guide clients to answer the question frankly and quickly

To shape clients’ needs priority to meet our competitive advantage

To storytelling how we solve their issues

Handle clients’ concern and solved with effective manner

To recruit clients to our internal salesperson

How to close the dealGuided Selling Skill

Module

Outline

Time (m)

Activity

Introduction

Opening by host

Ice breaking

Ground rules

Overview of the program

Activity: What is the challenge?

30

Lecture

Small game

Group discussion

Module 1

Principle of the sales

Objective: to learn the buyer psychology, and work on buyer’s movement, not salesperson

The definition of SALES

3 reasons to buy: improvement, pursue, risk-avoidance

Comparison of the traditional and modern model

The shift of focus from buyer’s perspective

Sales process/pipeline management

Activity: customer’s challenges

90

Lecture

Demo

Group discussion

Module 2

Trust circle

Objective: to gain the trust from clients are crucial, only proper skill can win the trust

Method to gain trust: experience, organization, recommendation, YOU

Listening skill: listening and questioning

5 supportive phrases

Activity:

Practice the supportive phrases

Select potential client, to fill in the SCP

45

Lecture

Demo

Prepare script

Group discussion

Tool: SCP

2 person role play

Module 3

Warm-up and Opening

Objective: good opening can facilitate the sales call. How to setup a good sales call objective.

Warm-up and transition: How to pathfinding the link between clients and us?

Opening: How to do the opening properly

Stakeholders: find out the stakeholders who has the influence for the deal

60

Lecture

Demo

Prepare script

Group discussion

Tool: SCP

3 person role play

Module 4

Guided discovery

Objective: To guide clients’ needs and wants to our competitive advantage

Identify our key strength: the capabilities are unique in the market, and valuable to clients

Types of question: Open and close question

Leading question: 3 leading question to put clients into ready mode

Guiding question: Open, control and confirm

Activity: to design the sales script

To create the value of the challenges (Option)

Activity: To design the value question script

Activity: Role play

180

Lecture

Demo

Prepare script

Group discussion

Tool: SCP

3 person role play

Module 5

Storytelling

Objective: Storytelling how we help clients to solve their challenges

The timing of storytelling

Link the product/service/solution

The steps to storytelling

Activity: Design of the storytelling, and role play

150

Lecture

Demo

Prepare script

Group discussion

Tool: SCP

3 person role play

Module 6

Handle the Concern

Objective: We will never be the only one supplier for clients. More preference from clients, more concerns followed.

Analysis the competition, and foresee the concerns

Activity: brainstorming the possible concerns from clients

Obtain the concern list: never solve the concern one by one, but at once.

Identify the benefit behind the concerns

Identify the concerns and handle them

Activity: role play on different concerns

180

Lecture

Demo

Prepare script

Group discussion

Tool: SCP, post-it

3 person role play

Module 7

Win the commitment

Objective: Close the sales call by the follow-up activity from both parties: clients and salesperson side

Transition to the agreement: the timing and skill

Conclude the overall benefit

Propose the next step, to guide client as our internal salesperson

Activity: role play on the skill or overall process

45

Lecture

Demo

Prepare script

Group discussion

Tool: SCP, post-it

3 person role play

Total training time

= C9+C8+C7+C6+C5+C4+C2+C3 \* MERGEFORMAT13:00Break time： 15 min per am/pm

Lunch hour：1 hour