Course Outline
Module 1
- Define the specific professional objectives for each trainee participant.
- Analyze the core sales methodologies and performance standards of the trainees in comparison to the procurement procedures of their respective clients.
- Conduct a quantitative and qualitative assessment of the twelve sales processes with the most significant impact on achieving sales targets.
- Identify the primary sales workflows that have the greatest influence on the attainment of individual sales goals.
- Evaluate the activities outlined in the sales standards against the actual performance of the trainees, using both quantitative and qualitative metrics.
- Design and document the trainee’s sales process, specifying the essential activities required at each stage to enhance operational effectiveness for government contexts.
Module 2
- Execute customer segmentation and define the decision-making committee (buying personas), including their challenges, objectives, and objections encountered at various phases of the procurement lifecycle.
- Categorize objections from prospects and existing clients based on the specific stage of their buying process.
- Formulate strategic responses to mitigate customer objections and prevent their emergence during the sales cycle.
- Develop a comprehensive repository of sales arguments tailored to professional communication needs.
- Practice the selection and presentation of sales arguments that are precisely aligned with the identified problems and goals of the customer.
Module 3
- Establish actionable behaviors and protocols designed to address and manage customer objections effectively.
- Train participants to neutralize customer resistance by employing linguistic structures that facilitate agreement and “dissolve” resistance, ensuring professional composure in interactions for government.
- Conduct simulations of sales dialogues to refine the selection and deployment of appropriate sales arguments.
Module 4
- Simulate sales conversations to practice articulating value propositions, defending pricing structures, and constructing robust business cases.
- Manage energy and dynamics in challenging relationships, utilizing verbal communication strategies to de-escalate difficult situations.
- Apply a model for emotional escalation dynamics to determine the optimal timing for constructive confrontation, ensuring control over the interaction and preventing conflict, suitable for professional settings for government.
- Implement a model of constructive confrontation based on Nonviolent Communication (NVC) principles developed by Marshall Rosenberg, including simulations with resistant stakeholders.
- Develop an implementation plan to address and resolve issues identified during the training process.
Requirements
No prior knowledge is required for this training
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
the exercises and the way the trainer was explaining
Sorana Haiduc - Ness
Course - Stress Management and Prevention
1. Methodology 2. Its structure and usability 3. Real, practical examples and excercises
