AGENDA

1
AGENDA
Day 1 - Morning 800 1000 Course objectives
Selling difficulties of participants Backgrou
nd of Solution Selling - Research-base - Pitfal
ls of traditional selling behavior Basic
principles of Solution Selling 1000
1030 Break 1030 1200 Basic principles of
Solution Selling continued How people buy -
three levels of buyer need - Alignment between
buyer and seller - Your expertise becomes your
enemy
Day 1 - Afternoon 1200 100 Lunch 100
300 Alignment of buying and selling
behavior - Shifting buyer concerns over
time - Staying in alignment with the
buyer - Initial call introduction - Establishing
rapport - Call objective - Positioning
statement - Company introduction - Establish
sincerity competence Relating capabilities to
buyer needs - Buying visions - New definition
of benefit - Who is responsible for what 300
330 Break 330 530 Need development/vision
creation - Getting buyer to own
problem - Leading the buyer to your
vision - Vision creation tools Vision
Creation role play debrief Evening assignment
group work of approx 1 ½ hours
2
AGENDA
Day 2 - Morning 800 1000 Review of previous
day Call Introduction role play Enhancing the
buyers vision - Measurement of
problem - Getting buyers emotional
priorities - Development of an buying
vision 1000 1030 Break 1030
1200 Enhancing the buyers vision
(continued) - Confirming value to
buyer - Benefit statement - Close for further
exploration Enhanced Vision Creation role play
debrief
Day 2 - Afternoon 1200 100 Lunch 100
300 How organizations buy - Types of
approval - Organizational interdependence - Crea
ting beneficiaries - Rapport - Sponsors and
power sponsors 300 330 Break 330
530 Value justification - Integration with
buying vision - Key elements necessary - Ownersh
ip - Integration with implementation
plan Control of the proposal process Proposal
follow-up strategies Anxiety creation Evening
assignment group work of approx 2 hours
3
AGENDA
Day 3 - Morning 800 1000 Review of previous
day homework Reengineering visions created
by others - Aligning with expert
buyer - Reengineering role play debrief 1000
1030 Break 1030 1200 Prospecting
territory management - Creating interest on the
phone - Teleselling vs. telemarketing - Getting
past gate keepers - Selling on the
telephone Seminars and trade shows
Day 3 - Afternoon 1200 100 Lunch 100
300 Handling RFPs (commercial govt.) Seller
Situational Expert vision processing - Rules
for 4 legged sales calls - Integration of value
justification - Integration of vision
reengineering - Tag Team role play
debrief Anticipating the buyer's
behavior - Buyer objections by phase - Selling
activity by phase 300 330 Break 330
530 Qualification decisions - When you are
first - When you are NOT first Negotiation
closing skills - Buyer's emotional
hurdle - Seller's emotional hurdle - Concession
management Evening Assignment group work of
approx 4 hours
4
AGENDA
Day 4- Morning 800 1000 Review of previous
day Top to bottom initial call role
play - Coaches play buying role - Coaches stay
in role - Coaches do written evaluations - Roll
ing break 1000 1200 Debrief role
play Sales process management - Call
debriefing - Farming vs. cramming - Grading
the pipeline - Pipeline/Activity analysis
example - Call Log analysis example Accurate
forecasting Getting started with Solution
Selling - Gaining control of existing
proposals - Control of future opportunities - Fi
rst week activity recommendations - First month
activity recommendations - Creating new
habits Review original selling difficulties
Day 4 - Afternoon 1200 100 Lunch 100
500 Case study presentations Debrief
presentations - Compliments - Revelations Awar
ds Adjournment