3 - Day SMART Selling Workshops
Who should attend
- Sales Professionals who want to improve their skills and income potential
- VP Sales and Sales Managers who are looking for a cost-effective, proven approach to ramping up their teams' sales performance
- VP Marketing and Marketing Directors who want to position their products/services to help sales professionals close more business
- Business owners who are looking for ways to effectively grow their revenue
The Following is a Sample Workshop Agenda:
Day 1
Morning
- Identify Key Challenges
- Review of SMART Research
- How People Buy - The Sell and Buy Cycle Roadmaps
- Creating Your Sales Business Plan
- Prospecting - A New Look at an Old Subject
- Fundamental Principles of SMART Selling
Afternoon
- Solution Creation - Issues & Causes
- Understanding & Overcoming Resistance to Change
- Using the SMART Guide©
- Role Play - Interviewing for Issues & Causes
- Solution Creation - Capabilities
- Role Play - Solution Creation
- Homework Assignment - Prospect Risk Assessment© - Part 1
Day 2
Morning
- Review of Day 1 - Q&A
- Homework Review
- Anxiety Questions - Creation and Effective Use
- Solution Creation Summary
- Motivating Your Buyer - Understanding Value
- Two Faces of Buyer Motivation
- Why Price is Not Negotiable
- Creating a Compelling Business Case - Value Quantification
Afternoon
- Role Play - Motivating Your Buyer
- Authority over Resources is Power
- Understanding & Using Your Power Effectively
- Identifying the Players - Who Really has Power
- Gaining or Negotiating for Access to Power
- Keeping the Sale on Track - Developing a Mutual Timetable
-
Documenting the Sale
- Sponsor Letter
- Plan Letter
- Role Play - The Complete SMART Selling Process
- Two Faces of Buyer Motivation
-
Handling Objections the SMART Way
- How Sales Reps Create Objections
- How to Avoid Creating Objections
- Effectively Dealing With Objections
- Understanding Closing
- Homework Assignment - Team Case Study Preparation
Day 3
Morning
- Team Case Study Presentations
Afternoon
- Workshop Review and Review of Challenges
- Presentation of Certificates of Completion
- Adjourn (Approximately 2PM)