There is no question that December and January are the best times to undertake staff training: it's a quiet period anyway, so the "opportunity cost" associated with taking sales and technical personnel out of the field is much less.
At Carpe Diem we're recommending a choice from the following training packages, that can be undertaken at your premises during the holiday period:
Topics include:
1. An Introduction to the Essence of Selling Solutions (1/2 day)
This half day interactive workshop will provide participants with the ‘fundamental tenets’ in successfully selling solutions. Ten of these tenets will be presented – experience has shown that successful implementation of the tenets will lead to dramatic increases in identifying and converting opportunities, and the margin associated with these opportunities.
Key topics include:
• getting buy-in to the solution sales process from EVERYONE in the selling organisation
• identifying opportunities within a prospect BEFORE they go out to tender
• providing truly UNIQUE solutions – even if you sell packaged products
• a reliable process to follow to progress opportunities
• testing buyer commitment
• eliminating competition.
The session will be crafted to the unique needs of attendees via a survey to be completed in advance of the session.
2. The Essence of Selling Solutions (2 days)
This 2 day interactive sales training course provides participants with the knowledge and skills needed to successfully sell "solutions" - rather than "products".
The course focuses on the early stages of the sales process ie:
- understanding where to look in the customer base and broader market to identify likely opportunities
- introducing a conversation with a customer/prospect to uncover these opportunities
- recognising and progressing specific opportunities
- obtaining ongoing customer commitment
and places heavy emphasis on ensuring the prospect “buys in” to the process.
To cement concepts learnt, there are a number of practical activities built around sample scenarios, including individual and group exercises, and role plays.
Key topics covered during Day 1 include:
- the solution sales philosophy – identifying “fresh” opportunities by identifying customer pain (prior to the customer identifying the pain)
- different levels of buyer need
- pointers to uncovering fresh opportunities, customer pain and buyer need associated with specific products and solutions sold by the participating Partner
- a sales process to drive and convert identified opportunities
- gaining buyer commitment
- handling buyer concerns
Key topics covered during Day 2 include:
- revision and practice – key concepts from Day 1
- justifying value – writing and presenting a business case
- offering proof – writing a compelling case study involving a reference site
- obtaining and documenting buyer commitment – the pre-sales project plan
3. Opportunity Identification Skills for Technical/Consulting Resources (1 day)
Technical and consulting resources - constantly engaging with customers on-site - are arguably more "trusted" than their sales counterparts. The problem is - they are so focused on solving the job at hand, that they are not focused on preparing and listening to identify other opportunities whilst they are on-site. Rather than hire another sales person - wouldn't it be good if your on-site resources could become skilled at identifying opportunities whilst in the field?
This course - already successfully run for Microsoft - is designed to provide Service Delivery Personnel (ie Architects, Consultants, Project Managers, Technical Personnel) with skills, processes and a philosophy to assist identify and qualify both new and existing opportunities whilst carrying out their onsite activities. As such specific objectives include:
- sales philosophy and definition (“sales” as identifying and removing points of pain)
- relevance of sales definition to consulting resources
- opportunity identification process for technical/consulting resources – general awareness, specific preparation prior to an on-site engagement, process to follow whilst on-site to identify and qualify opportunities
- use of tools and methodologies to successfully undertake the identification and qualification process
- how to summarise and report qualified opportunities back to sales
- useful skills to assist with above – active listening, questioning, presentation delivery etc
4. Building and Managing a Sales Pipeline (1/2 day)
Pipeline management is the key to removing the stress and uncertainty associated with achieving a sales target.
This session will provide a checklist process by which the progress of opportunities through the sales pipeline can be measured – and specific suggestions will be made as to the types of actions that need to take place to move to later stages of the pipeline.
Discussion will also be held around how to prioritise personal activities associated with different opportunities in the sales pipeline.
5. Improving Customer Satisfaction and Customer Value (1/2 day)
Customer satisfaction and value perception are integral to retaining customers, getting positive word of mouth referrals, and being able to charge a premium. They are also important factors in attracting and keeping quality staff – critical in a market where it is very difficult to attract good talent.
The session will describe the key ‘killers’ of customer satisfaction, and based on this will outline a framework for creating a customer satisfaction improvement program, including what actions different members of the organisation need to take to increase customer satisfaction.
6. Developing a Strategy to Win a Major Opportunity (1/2 day)
In this session a workshop process and associated ‘One page tool’ will be presented, to assist attendees develop winning strategies to convert major opportunities. Designed to be repeated a number of times during the sales campaign, the process analyses key aspects of the sale, including relationships with buying influences, the events affecting the timing of the sale, the involvement of competitors etc.
The outcome of the process is a documented set of actions that need to be taken to increase the likelihood of winning the deal.
