About The Event
4-day sales training workshop, integrating modern techniques and emphasizing practical activities:
Day 1: Building Foundations for Effective Sales
- Opening & Workshop Objectives
Overview of the 4-day agenda, expected outcomes, and importance of sales in today’s market.
- Building Rapport and Maintaining Customer Relationships
Techniques for initiating conversations and building trust.
Role-playing: Team members practice small talk and active listening in simulated customer meetings.
- Handling Objections and Rejections
Understanding common objections and preparing responses.
Interactive session: Brainstorm real-life customer objections and role-play responses (phone and in-person).
- Sales Process Mastery
Mapping out the typical sales process, from prospecting to closing.
Group exercise: Break down the sales funnel and discuss key actions at each stage.
Day 2: Mastering Communication and Digital Presence
- Effective Questioning Techniques
Developing open-ended, customer-focused questions to understand client needs.
Activity: Practice sales conversations where participants can only respond with questions to foster active engagement.
- Improving Listening Skills
The importance of active listening in sales.
Paired listening activity: Participants take turns speaking and paraphrasing each other’s points to demonstrate understanding.
- Enhancing Social Media Presence
How to utilize LinkedIn, Twitter, and other platforms for networking and lead generation.
Practical session: Review and enhance personal social media profiles; tips for consistent, professional online engagement.
- Collaborating with Different Personalities
Understanding personality types using tools like DISC profiles or MBTI for team collaboration and client engagement.
Group activity: Role-play interactions with clients of varying personalities.
Day 3: Advanced Sales Techniques and Lead Prioritization
- Identifying and Prioritizing Sales Leads
Methods for identifying high-potential sales leads using data and social media.
Activity: Teams review sample leads and determine which are the most promising based on given criteria.
- Developing and Refining Sales Pitches
Structuring a compelling sales pitch with value propositions and customer benefits.
Pitch competition: Teams develop pitches and present them to the group, receiving constructive feedback.
- Competitor Analysis and Industry Trends
How to stay ahead by understanding the competition and the latest industry trends.
Research activity: Analyze competitor strategies and discuss potential differentiators for your sales approach.
- Value-Based Selling
Shifting the focus from product features to customer value and outcomes.
Case study analysis: Explore a successful value-based selling example, followed by group discussions.
Day 4: Closing Techniques and Professional Growth
- Closing the Sale: Techniques and Timing
Strategies for creating urgency and sealing the deal.
Role-playing different closing techniques like the assumptive close, direct close, and summary close.
- Delivering Compelling Proposal Presentations
Key elements of a persuasive sales presentation.
Workshop: Teams develop and present a proposal for a hypothetical customer, focusing on clarity, value, and urgency.
- Peer Learning and Feedback Session
Discussing challenges faced in real sales situations and how to overcome them.
Peer-to-peer feedback: Participants provide suggestions to each other based on their experience.
- Final Sales Skills Assessment & Personal Action Plans
Self-assessment to reflect on strengths and areas for improvement in sales skills.
Creation of individual action plans for continuous learning and skill development.
Wrap-up & Next Steps
Review of the workshop’s key learnings and takeaways.
Q&A session, followed by certificates of completion.
This workshop combines practical activities, role-playing, and real-world examples, providing a comprehensive toolkit for improving a sales team’s performance.
