Professional Sales Boot Camp
May 13, 2011
8:00am-4:00pm
Stranahan Hall – North 1200 and 1140
8:00-8:30am
Registration, Networking, Continental Breakfast
8:30-9:00am
Introduction and Overview of Today’s Professional Sales Boot Camp
 Introductions and objectives of “Strategic Selling” and “Conceptual Selling”
 Format for today’s Boot Camp
9:00-10:00am
Anticipating Change in Today’s Selling Environment
 Market, customer base, product line, competition, company strategy
 Threat and/or opportunity
 Sales terminology – win-win, JV selling, strengths/red flags, credibility,
10:00-11:00am
Buying Influences
 Roles, degrees of influence, modes of receptivity
 Getting to the Economic Buying influence
11:00-12:00 pm
Sales Funnel Activities
 4 Key sales activities
o Prospect
 Ideal customer profile: evaluating the value of an account
o Qualify
o Cover Bases
o Close Order
12:00-1:00pm
Lunch and Networking
1:00-1:30pm
Preparation
 Call Objectives
 Valid Business Reason
1:30-2:45pm
Getting Information
 Key Information
 Listening and Golden Silence
 Questioning that Advances the Sales Cycle –
o Confirm information, get new information, gauge attitudes, and
obtain commitment by asking about the situation,
problems/opportunities, implications, and need payoffs
2:45-3:15pm
Giving Information
 Developing and Presenting a Relevant and Compelling Solution
 Differentiating and Proving the Solution
3:15-4:00pm
Getting Commitment
 Handling Objections
 Trial Closes and Closing