Sales Training Workshop

Quick Facts

Price: Custom Built
Duration: Four Days

Workshops in two groups of up to 8 people.
GOAL: To give Sales Executives and Global Account Managers the information and skills required to develop enhanced relationships with clients and prospective clients. To assist the participants to execute marketing plans, manage key accounts and exceed sales objectives.
 
CONTENT AND FORMAT: Communications skills tests, participatory lectures, structured group discussions, workshops, team exercises and custom-designed case studies. The workshop includes video taping as a self-diagnostic teaching tool and a step-by-step systematic instructional approach to teach client need analysis and solution development. The workshop focuses on real life experiences and a focused, custom-designed client case study forms the core of the workshop.
 
PARTICIPANTS: This workshop is designed for up to 16 participants.
 
LENGTH OF WORKSHOP: Four Days.
 
KEY SUBJECTS:
  • Listening and communicating with clients and prospective clients
  • How clients and prospective clients make decisions
  • Sales and marketing process overview customized to your organization
  • Conducting client needs assessment interviews
  • How to get decisions using the relationship sales model
  • Making presentations to clients and prospective clients
  • Quick path large account planning process
  • Leading client-focused teams and global account management
 
This is a custom-designed workshop for 16 participants. We train the WJF Institute instructors on a case study specifically designed for your industry, geography, client profile and sales objectives. The WJF Institute instructors role play executives in the case study.
 
AGENDA:
Day One/Workshop

 
Day Two/Video


           OR
Eight of the sixteen participants are video taped in the case study mock client sales calls

Day Two/Presentations Eight of the sixteen participants attend the High Impact Presentations workshop conducted by Barbara Miller, renown presentation consultant

Day Three

same as Day Two, groups switch

Day Four

Mock client presentations session





Day One

 8:30   -    6:00
  • Overview and objectives of the workshop and relationship building
  • Listening and communicating with clients and prospects             
  • How clients and prospective clients make decisions
  • Conducting client needs assessment interviews with clients and prospective clients
  • How to get decisions using the relationship sales model
  • Key and Global Account management
  • Leading client-focused sales teams



Video Day

 
Making Sales Calls
 
 
This session will use a specifically designed case study for your organization simulating actual client decision making processes.
 
Your Sales Executives would conduct face-to-face interviews with clients. Each participant would meet with the mock client and conduct a 20-minute video-taped interview which would be followed by a 40-minute feedback session conducted by The WJF Institute instructor.
 
 8:30   -    9:30         Presentations discussion with Bill Flannery (all eight participants)
 
 9:45   - 10:45          Video interviews - 4 simultaneous sessions
 
11:00   - 12:00        Video interviews - 4 simultaneous sessions
 
 1:00   -    2:00         Video interviews - 4 simultaneous sessions
 
 2:15   -    3:15           Video interviews - 4 simultaneous sessions
 
 3:30   -    4:30          Videos debrief by WJF Institute instructors (all eight participants)
 
Please note: We will design the case studies to be as realistic as possible and this realism will come from field sales calls Bill Flannery will make with your Sales Executives prior to the workshop.




High Impact Presentations Day

 
Presentation Skills Workshop with Barbara Miller
 
 8:30   -    6:00         Barbara B. Miller High Impact Presentations Workshop
  • Review stylistic differences between a traditional sales approach and a relational sales approach (also covered in the Day One session)
  • Customer driven, values/needs approach versus the features and benefits approach
  • Meeting the 6 Fundamental Human Needs in sales presentations
  • Creating tactics and techniques from 6 Principles of Communication
  • Building rapport: mirroring and matching
  • Listening
  • Holding the space: throwing focus and maintaining attention
  • Handling objections, interruptions, domination and sensitive questions
  • H.A.L.T.: the four warning signs of being ineffective
  • Enlightened rehearsals
  • Body language and vocal communications
  • Silencing internal critical voices
  • Visual aids
  • Giving and receiving critique


Day Four

 
Mock Presentations
 
 
 8:00   - 12:00          Mock client and prospective client presentations
 
12:00   - 1:00           Lunch
 
 1:00   - 3:00            Key Client and Global Account Management