Programme Content
Module 1: Enhancing your Selling and Persuasion Skills
The knowledge, skill and discipline of selling
Explore the foundations of artful selling knowledge, skill and discipline and how to combine these to become a high-performing salesperson
Interview with Daniel Pink, Ted Talk speaker and author of six books including, When: The Scientific Secrets of Perfect Timing High-Impact Selling Skills
Sales tools used: Knowledge, Skills, Discipline Assessment; Vitamin or Painkiller?; Walk and Talk
Module 2: Targeting
Engage in stakeholder mapping, creating personas, planning your week, and talking about your competitors
Learn how to identify and filter your target markets specific pain points and create a clear vision of who your customers are
Develop your competitive talking points
Sales tools used: Filtering your Target Market; Stakeholder Map; Competitive Talking Points; Weekly Cadence
Module 3: Lead Generation Tactics
Discover how to build your network, improve cold calls, create effective introductory emails, and apply proactive pursuit
Learn how to create a sales framework, qualify leads, put together talking points and schedule a cadence
Develop a stakeholder map, prospecting script, and introductory email
Interview with Jim McAvoy, Founder and President of JWMcAvoy Company, Ltd. Cold Calling
Sales tools used: Proactive Pursuit; Prospecting Script; Email Blueprint; Sales Conversation
Module 4: Nurturing Prospects
Explore methods for qualifying prospects, listening and asking questions, and acing the meeting
Learn the questions that drive great sales conversations and qualify prospects quickly by using 4 different types of questions and 3 levels of listening
Role play with
Andrew W. Sykes
, Adjunct Lecturer of Innovation and Entrepreneurship Handling Objections
Sales tools used: Personas; Qualifying Questions; Asking the Right Questions; Perfect Sales Meeting; Objections Matrix
Module 5: Telling the Right Story at the Right Time for the Right Reasons
Understand the power that stories play in persuasion
Discover the 4 key types of stories
Learn how to capture and categorize stories
Develop your own Story Matrix
Sales tools used: Story Matrix; Story Canvas
Module 6: Presenting Like a Pro
Discover how to engage your audience and win business
Learn how to utilize your personal presentation strengths
Employ the 4 Ps of presentation to make compelling sales pitches
Sales tools used: Presenting with Panache; VisualsPlacemats
Module 7: Closing the Deal and Getting Deals Unstuck
Learn how to get a deal unstuck and understand that closing is simply the natural outcome of a sale done well
Sales tools used: Getting a Deal Unstuck; Closing Well; Team Selling for Impact
Module 8: Going Above and Beyond
Realize the power of delighting clients
Recognize the importance of the phase that follows a sale
Utilize the tools required to truly delight your customers over the long term
Fireside chat with
Suzanne Muchin
, Clinical Associate Professor of Kellogg Architectures of Collaboration Initiative (KACI) Gender Differences and Personality Traits in Sales
Sales tools used: WinLoss Debrief; Above Beyond; Client Delight Index
Module 9: Team Selling, Giving Feedback and Optimizing the Weekly One-on-One
Examine the roles required for high-impact team selling including the critical role that feedback plays in the weekly one-on-one meetings
Role play with Andew W. Sykes Giving and Receiving Feedback
Fireside chat with Helen Calvin, Chief Revenue Officer, Jellyvision Sales Leadership and Hiring
Fireside chat with Shane Holland, Managing Director, Central Eastern Europe, Google Sales Leadership and Coaching
Sales tools used: Giving ( Receiving) Feedback; Weekly One-on-One
Module 10: Putting Your Powerful Sales Toolkit into Action
Absorb the key lessons, review learnings, and complete the individual capstone project designed to help you teach these tools to others
Fireside chat with Thomas Stovall, Facilitator, Intention Mastery, and Think Like a Startup; Founder, ImBlackInTech Membership Network; Google Entrepreneur-in-Residence Attraction-Based Marketing and Sales
Fireside chat with Andrew W. Sykes Habits
Sales tools used: Knowledge, Skill, Discipline: Current Assessment; Learn. Teach. Do.; My Quarterly Dashboard
