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The Sales Challenge Workshop
Selling in The Software/Hardware Industry Success in The Enterprise
Business Case: Every year sales organizations spend thousands of dollars on training. And every year sales executives ask the same question, "Am I getting what I paid for?"
It's a question of ROI and a question that has a quantitive, increased revenue and more profitable sales, answer. This question also has and qualitative, observable skill improvement, answer.
At Prime Selling Concepts, years of experience of working with some of the high-tech industry biggest names have taught us three key things. First, the more the training puts salespeople in real-world situations the better. Second, training should target improvement in specific, pertinent, observable skills. And third, most of today's investment is made in training programs that at best only partially subscribe to the first two principles and have difficulty answer the question of ROI. In response, Prime Selling Concepts has developed a unique simulation process that gives your salespeople the opportunity to engage a “real customer” and overcome the many challenges that occur within your identified sales process or a sales process that we help develop for your sales strategy. Using your successful customer engagements as a foundation, these high-energy workshops gives experienced and new hire sales people the opportunity to learn from the best within your organization.
Through a series of interviews with your best sales people, PSC will create a “set of sales challenges” for your trainees. Through a high intensity and dynamic interactive workshop process, your sales teams will be asked to create sales strategies, define sales tactics, and demonstrate the critical sales behaviors that are being implemented by your most successful sales personnel.
Highlights include:
- Unique training process that is relevant to your marketplace
- Reinforce sales behaviors that are being used by your best performers
- “Sales Challenges” that require sales people to demonstrate their skills
- Integration of marketing and product education
- Real customer opportunities are used to apply new skills
- Highly interactive and fun for all participants
- Proven training processes that has been used through the world
- Superb “e-Learning” Web Based Training format is included
This program is customized to be most relevant to your current sales opportunities and sales process. Using a two-day interactive format, your company can integrate key marketing messages or product education along with your critically identified sales behaviors into this simulation. At the end of the “Sales Challenge Workshop”, your sales teams will more effectively represent and execute your business and sales strategy and be able to demonstrate the sales behaviors and tactics that are most relevant to achieving success in your marketplace.
Solution Workshop – Goals
The purpose of this workshop is to enhance your understanding of key products and introduce skills that you can leverage throughout your sales efforts. As you work through the sales challenges, you will be able to leverage your prior sales experience and account success and apply these to current new product sales opportunities.
You will be asked to:
- Apply the key solution and product messages from your previous training
- Apply skills via a series of “sales challenges”
- Learn from presentations made by your colleagues and product experts
- Apply these sales processes and exercises to your current sales opportunities
- Apply skills in several different vertical markets
Case challenge exercises will explore your ability to quickly determine priorities and execute sound sales strategies. You will be asked to identify and organize key activities that will ensure a successful engagement. You will be involved in a process that will allow you and your team members to work and learn in a fast moving, unpredictable environment - just like the one in your territory!
The challenges will require your team to:
- Review the Engagement Model
- Identify and address key business issues using these products
- Create and articulate value proposition that position the solution
- New Products - Opportunity Assessment and Planning
- Articulate competitive differentiators as part of the value proposition
- Position products solutions to CXO’s, mid ;eve; technical buying influences, and Systems Administrators
- Position how a solution can maximize Return on Investment (ROI)
- Overcome objections and obstacles
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