|
-
This workshop on question- based sales is designed to put
your people to work in scenarios that reflect actual selling
situations.
Learning Objectives
Together with our clients, we develop specific learning objectives
for each training workshop and then assemble the appropriate
sales training modules to meet those objectives. General objectives
for all participants are that they be able to:
- Use their new skills effectively the next day
- Understand a common, proven, repeatable question-based selling
process
- Be comfortable with the selling process; questioning, handling
objections, etc. during the course of workshop
Methodology
At The Hill Group, experience has taught us that people learn
best by doing, not by listening to a lecture. That's why our
training workshops are designed to be hands-on and interactive.
Here's our methodology for On-the-Spot Selling:
- Our trainers introduce the expected outcomes for the workshop,
as well as the small group methodology and strategies used
in the workshop.
- Participants work together in a small group environment,
promoting the free exchange of ideas and cooperative learning.
- Custom-developed role-playing scenarios are used so that
participants can practice their newly developed skills and
techniques in real-life situations.
-
- Benefits
The unique design of On-the-Spot Selling affords us the following
benefits:
-
- We can train from four to four hundred people in three
to four hours, not the full-day or two required by many sales
training courses.
- Attendees learn to monitor and coach their peers, and themselves,
both during the workshop and beyond.
- Solutions that are developed are specific to the needs
of each small group
- The attendees own the process and outcome of the workshop,
ensuring their participation and investment in the training.
- This format is proven to encourage team building.
Format
The training is provided in a workshop format, where attendees
actively participate in the instruction and facilitation of
the workshop. This is successful because (1) the profile of
the expected attendees is experienced and professional, (2)
time is saved due to the small group sessions, and (3) the best
way for attendees use what theyÕve learned with their
sales prospects is for them to develop the solutions themselves,
and to practice them before they use them.
This workshop is constructed with a "feet-to-the-fire"
philosophy. It is fast-paced and full participation is expected
from every attendee. The workshop begins with a brief group
dynamics activity. This ensures everyone will be able to work
effectively as a group, and serves as an excellent team building
exercise. The attendees are then broken up into small groups,
of about five to seven people each, to begin the skills development
part of the workshop.
The balance of the workshop time is given to the participants
for developing and practicing the key strategies, questions,
and answers they will need to sell effectively. Each small group
will be guided by our facilitator, and by our customized materials.
Once the development of each key module is complete, the groups
will engage in role-playing to practice and hone their techniques.
On-the-Spot Selling Skills Modules
We customize all skill modules to meet your organizationÕs
training objectives
1 Group Dynamics
- Identifying and Influencing Different Size Groups
- Group Dynamics Exercise
2 Sales Focus
- Small Group Work: Sources of Business
- Small Group Work: Product and Service Differentiation
3 The Basics
- Small Group Work: Features and Benefits
- Small Group Work: Diagramming Your Selling Process
- Small Group Work: Consultative vs. Commodity Selling
4 The Questioning Process
- Open and Closed Questions
- Small Group Work: Designing Current Situation Questions
- Small Group Work: Designing Need Generation Questions
- Small Group Work: Designing Expanding Questions ·
- Small Group Work: Linking Needs
5 Closing
- How and When to Ask for the Business
- Closing Techniques
- Small Group Work: Closing Workshop
6 Selling Value
- Small Group Work: Tangible and Intangible Value
- Three Value Equations
- Small Group Work: Value Priorities at Varying Levels
in an Organization
7 Personality Styles
- Characteristics of the Four Basic Personality Styles
- Small Group Work: Communicating and Influencing Strategies
8 Objection Handling
- Planning For and Anticipating Objections
- Objection Handling Strategies
- Small Group Work: Objection Handling Workshop
9 Bottom-Up and Top-Down Selling
- Small Group Work: SWOT Analysis of Both Strategies
- Small Group Work: Designing Questions for Each Strategy
Logistics and Equipment
The room should be set with round tables with seating for no
more than eight per table. Out trainer will need access to a
multimedia or overhead projector and a screen.
Fees The cost to provide this workshop is $4,900. For
local training, there would be no travel expenses.
|
