Foundations of Sales Success – Agenda

Day 1
8:30-9:00 Breakfast and Networking

9:00-10:15 Prospecting Strategies : Dive into strategies to identify and engage potential customers. Learn the art of strategic research and how to generate quality leads that increase the chances of a sale. Develop confidence in setting first-in meetings with prospects.

10:15-10:45 Break

10:45-11:30 Prospecting Plan: Create a prospecting plan for your territory to get first-in meetings with potential customers.

11:30-12:00 Share your plan with your group.

12:00-1:00 Lunch

1:00-2:15 The Power of Great Questions: Uncover the importance of smart questioning techniques to understand your customers’ needs better. We will share techniques to ask the right questions at the right time, encouraging customers to open up about their requirements.

2:15-3:00 Working Break: Work in groups to come up with good questions to ask prospects and clients.

3:00-4:00 Questioning Roleplay: Role play questioning techniques to build confidence.

Day 2
8:30-9:00 Breakfast and Networking

 9:00-10:15 How To Move Deals Forward:  Understand the art of closing for the next step. Gain insights into recognizing buying signals, overcoming objections, and negotiating terms that are favorable to both parties.

10:15-10:45 Break

10:45-11:15 Closing Role Play: Role play closing for the next step skills.

11:15-12:00 Objection Handling:  How to avoid objections and when they come up, seeing them as part of a conversation.

12:00-1:00 Lunch

1:00-2:15 Time and Territory Management: Enhance your productivity with efficient time management strategies. We will guide you on how to prioritize tasks, allocate time for customer interactions, and reduce unproductive activities to maximize your selling time.

2:15-3:00 Working Break: Create your time and territory management plan.

3:00-4:00 Wrap up and Q&A