Sales ops and basic skills - 1 day

Sales ops and basic skills

Background

The new salesperson is exciting and nervous simultaneously. New beginning means a new adventure, one sure thing among everything is: everything is uncertain. In this program, the trainer will introduce how the sales job is, how it works, what kinds of job should be done to support the sales operation. At the very beginning of the sales job is the cold call for the prospect, hence the selection of prospect and the skills of cold call will be introduced accordingly.

Learning Process

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

Buying psychology of buyer, and the buying cycle

Sales pipeline management

Identify the sources of sales lead

Setting of the sales activity index

Design of the script for cold call

Win-win negotiation - brief version

Benefits

After the course, participants will learn:

Understand the buyer psychology and apply to the sales dynamics

The definition of the sales pipeline, and how to manage it

How to search and screen the potential prospect list

How to define the sales activity target with the time management

Master the cold call skill

Understand what is win-win negotiation - brief versionSales ops and basic skills

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

Sources of prospect

Objective: management of the sources of prospect

Identify the persona of potential prospect

Sources of the sales lead

Principles and route for the sales lead

Activity: what is our value proposition

45

Lecture

Demo

Group discussion

Module 3

Define the sales activity target

Objective: How to define the sales activity target with the time management

What is the SMART goal

Definition of the sales stage

Formula to setup the sales activity target

Time management

90

Lecture

Demo

Individual activity

Group discussion

Module 4

How to cold call

Objective: Master the skill of call cold

Identify the reference case

Value of the meeting

Activity: script of cold call, role play

90

Lecture

Demo

Individual activity

Role play

Module 5

Win-win negotiation

Objective: win-win negotiation skill 101

Basic principles of negotiation

Basic skills of negotiation

What-if case study

75

Lecture

Demo

Individual activity

Group discussion

Total training time

= C7+C6+C5+C4+C3+C2 \* MERGEFORMAT7小时 0分Break time： 15 min per am/pm

Lunch hour：1 hour