Course Outline
Module 1
- Define individual trainee objectives.
- Analyze the alignment between established sales processes and standards relative to customer purchasing procedures.
- Conduct quantitative and qualitative audits of the dozen sales processes that most significantly impact trainee sales targets.
- Identify the primary sales processes exerting the greatest influence on achieving sales goals.
- Verify the execution of activities outlined in sales standards through quantitative and qualitative assessment.
- Map and describe the trainee sales process, defining specific activities required at each stage to enhance operational effectiveness for government and commercial applications.
Module 2
- Execute customer segmentation by mapping buying committees (buyer personas), including their challenges, objectives, objections at various process stages, and procurement workflows.
- Categorize prospect and client objections according to specific phases of the purchasing cycle.
- Formulate responses to customer objections and develop strategies to mitigate their occurrence.
- Create a comprehensive repository of value propositions and sales arguments.
- Practice selecting and presenting arguments that address specific customer challenges and objectives, ensuring alignment with organizational needs for government.
Module 3
- Implement actions and behavioral strategies designed to counteract and manage customer objections effectively.
- Train in techniques to neutralize resistance, utilizing communication structures that de-escalate concerns and facilitate agreement.
- Conduct sales simulation exercises to refine the selection and deployment of appropriate arguments during customer interactions.
Module 4
- Simulate sales conversations to practice articulating value, defending pricing structures, and building a compelling business case relevant to government operations.
- Manage energy levels in complex relationships and utilize verbal communication techniques to navigate difficult situations.
- Apply the model of emotional escalation dynamics to determine when constructive confrontation is necessary to maintain control, resolve issues, and prevent conflict escalation.
- Utilize the constructive confrontation model based on Marshall Rosenberg’s Nonviolent Communication (NVC). Conduct simulations involving interactions with challenging stakeholders.
- Develop implementation plans addressing identified training gaps and operational requirements for government.
Requirements
The training program is designed to accommodate participants without any previous subject matter expertise.
Testimonials (4)
Meeting efficiency is something that's fairly "basic", but not thought about a lot and with really large implications on people/company time. Understanding these best practices and keeping them top-of-mind will be of immediate help.
Dan Moffatt - Chris Courtemanche
Course - Personal Efficiency and Managing Meetings
Provided and explained very clearly a lot of foundational concepts, which fit well with the team's level of learning. The exercises were very engaging and I believe my team were comfortable and participated very well. Coordinating with the trainer as well was very seamless.
Christlan Tolentino - Canadian Blood Services
Course - Critical Thinking
I especially appreciated the instructor’s ability to give thorough, well-explained answers to questions specific to my personal situation.
HASAN TAHA URLU - Huber Turkiye
Course - Assertiveness
the exercises and the way the trainer was explaining
