TRANSELLING™ TRAINING FOR SALESPEOPLE
CONSULTATIVE SELLING
DAY 1
MODULE 1 – INTRODUCTION
• Presentation of the training program Transelling ™
• Review of objectives for improvement
• Presentation of key indicators
• Review of premises and commitments
• Exercise (individual): Submitting individual difficulties in selling
• Video
MODULE 2 – THE MIND SHIT TO SELLING SOLUTIONS
• The myth of sales solutions
• Differences with traditional ways of selling
• Presentation of principles and key concepts
• What does it really mean value?
• Description of key concepts and terminology
• Definitions of "solution" and "challenge
• The formula of 5 elements for success consultative selling
• Exercise (group): Analysis of typical problems and challenges for decision makers
• Tool: Map of Value
• Creating new opportunities in customers not looking to buy
• How to be the preferred supplier to customers seeking
MODULE 3 – PROSPECTING
• Presentation of different sale processes
• Overview of each one
• Prospecting: The money machine
• Exercise (group): Determining the target customer profile
• Qualifiers and Disqualifying
• Quality of prospecting: Strategies for prospecting
• Number of prospecting: What is the amount of prospecting necessary to fulfill your quota?
• Making access to referrals
• The danger of champagne effect
• The 4 stations of Value
• Exercise (group): What is the best value proposition for our company?
• Building sales and marketing messaging that provokes interest in prospects
• Tools:
• "Initial Value Proposition"
• "Provocative phone call"
• "Provocative letter"
• Role-play: Prospecting phone calls that generate curiosity and interest
• Territory management
DAY 2
MODULE 4 - INFLUENCES AND DECISION MAKERS
• Identification of typical decision-makers
• Description of the 4 types of influences
• Understanding their interests, motivations and objectives
• How to access decision-makers who can create budget
• Controller´s objections and effective responses
• Role-play: Accessing key decision makers and protecting relationships with operational levels
MODULE 5 – INQUIRY, DIAGNOSING AND VALUE CREATION
• Value Creation through inquiry and the art of asking
• The ability to create context and confidence
• Role-play: Introduction positive to the business conversation
• Qualification of the opportunity
• Yellow lights and disqualification
• Presentation tool: "letter or email summary"
• Understanding the decision making process into the account
• How business challenges shift into the organization
• How to qualify the different influences decision makers
• Questions: Keys to build vision of a solution
• Logic model of consultative selling
• How to make inquiry with the senior management
• Tool: "letter or email to power"
• Role-play: Discovering needs and challenges, creating vision and maximize the opportunity
• Opportunity Management
MODULE 6 - ENTERING INTO ACTIVE OPPORTUNITIES
• Selling when we are not the first to arrive
• When should compete and when you must exit
• Rules to know when to compete
• The 4 competitive strategies to win
• Selecting the appropriate competitive strategy
• Tool: "Differentiation matrix"
• Exercise (group): Determining differentiators in competitive scenarios
• Presentation tool: "opportunity assessment worksheet"
• Re-formatting the buying vision
• Role-play and exercise (group): Making reengineering of buying vision
DAY 3
MODULE 7 - CONTROL OF THE BUYING CYCLE
• Control tools like detectors of danger and yellow lights
• How to ensure coverage with key decision makers
• Qualification as part of the control
• Achieving agreement to be evaluated
• The consultative selling as a project-management exercise
• Presentation tool: "Common action plan"
• The road closure: How to gather all the key information to close
• Value justification: a compelling reason for the client to act
• Tool: "Value justification model"
• Establishing success criteria as evidence of value to deliver
• Exercise (team): Case study and presentation of justification model
MODULE 8 - THE FINAL AGREEMENT
• Using the tools of control and justification of value for the deal and closing the business
• Objections: how recognizing and treating them
• Differentiating objections of negotiating tactics
• The art of negotiation centered on value
• Agreement
• Final role-play: prospecting, qualification, presentation and closing
• Pipeline management
END OF PROGRAM:
• Individual support program
• Explanation of mechanisms to assist the execution and 3 levels coaching
• Challenge to Knowledge (assessment test to verify the incorporation of learning)
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