Workshop: Mastery of the individual sales call

Sales calls are successful when both parties believe they have moved significantly closer to a great outcome. This requires clearly articulated call objectives that deliver value, well-formulated questions and careful listening. It also demands readiness to share relevant knowledge, insights and recommendations. This workshop provides teams with a repeatable method for planning and executing successful sales calls.

What you and your team will gain:

A proven method for call planning and execution
Benchmarks for measuring the success of any call
Practice in formulating and asking the four types of sales questions
Knowing when and how to present relevant information
Identify and learn how to get all necessary commitments

Day 1: Training on concepts that will be utilized throughout the workshop:

Establishing the individual call objective

Setting expectations for client commitments the result from the call

The four types of sales call questions

What to present and how to present relevant information

Listening skills

Managing the call from open to close

Day 2: Workshop: Applying strategic selling in specific, real world account settings

Half day: planning sales calls and critiquing he plans

Half day: role playing the sales calls

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Day 3 (One Month Later): Workshop: Revision and reshaping the strategic plans

Half day: review of selected sales calls for questions and revisions

Day 4 (One Month Later): Workshop: Outcomes of strategies

Half day: salespeople present the outcomes of their sales call work. We facilitate comments and make suggestions for improvement.