COURSE OUTLINE 1. Sales Psychology

a. The Professional Sales Man – A Solution Consultant b. Sales as a Profession c. Seller-Buyer Equation d. The Sales Personality e. Eight Roles for Sales Professional to excel in B2B Sales

2. Buying Psychology a. Buyer Profiling b. Buying Influences c. Buyer fears & Risks d. Buyer expectations

3. Strategic Sales Planning a. Define USPs & Value Proposition b. Identifying Market Segments & Market Potential c. Competitive Analysis – SWOT d. Setting Sales Goals – Month/Quarter/Annual

4. Tactical Sales Planning a. Prioritizing Markets & Products b. Identify highest potential Accounts/markets c. Set call priorities and frequencies d. Breaking monthly goals into daily action items e. Developing Monthly, Quarterly & Annual prospect call schedule for maintaining healthy Pipeline

5. Territory Planning a. How to organize your sales territory to maximize productivity. b. Product/market Mapping c. Manage/Travel the territory in most time efficient manner

6. Time Management a. Optimal use of golden hours of selling b. Differentiate selling from non-selling activities c. Reducing Interruptions

d. Quantify value of time e. Effect of personality traits on time management f. Inbox Management g. "ROE" Gap Analysis

7. Prospecting a. Sales prospecting fundamentals b. Create ‘Prospect Profile’ to identify most profitable customers c. Active Prospecting - Identify resources to Locate Ideal Prospects d. Passive Prospecting - Lead generation methods e. Tactics to identify and reach medium-to-high level decision makers f. Prospecting best practices for improving prospect quality g. Pre-Qualifying a Lead

8. Pre-Call Planning & Research a. Customer Profiling – Organizational & Individual b. Identifying “power” people within the buying organization c. Identify the six decision making roles involved in B2B sales d. Understanding buying process, buying influences & buyer personalities & fears e. Developing a Prospect Specific Value Proposition f. Pre-Planned Script – Anticipating conversations g. The four essential objectives for every sales call. h. How to plan and prepare for every sales call

9. Relationship Selling a. Understanding business relationships. b. Components of a positive business relationship. c. Analyze & assess relationships with every key person in your territory. d. How to assess a customer’s personality style quickly and accurately. e. Improving your relationships by adjusting own style to reflect that of customer’s

10. Communication Skills a. Types of communication - verbal and nonverbal b. E-Mail Communication c. Recognizing positive & negative signs in other people & how to communicate more effectively. d. Identifying communication & Personality tendencies based on 16 different personality types e. Understanding your own personality tendency f. Adjusting communication style to suit people of different personalities.

i. How to phrase questions ii. How to present ideas

iii. How to respond to questions & concerns g. Persuasive communication h. Listening Skills

11. Competitive Analysis & Strategy a. Competitor to Product/service Matrix b. Competitor Analysis Quadrants c. Objections Quadrant d. Neutralize, Prevent and/or Respond to Competitor Created objections e. Competitor's Weaknesses f. Unique and Distinctive Selling Points g. Creating Objections for Your Competitors

12. Cold Calling (Telephone) a. Cold Calling as a process to systematically qualify a prospect. b. Opening a Sales Call - Build Rapport within first few moments c. Cold Calling Etiquettes & Ethics d. Planning & Setting Call objectives e. Overcoming Call reluctance or Fear of cold calling f. Getting Past the Gatekeepers g. Communicating with top-level executives h. Strategically manage initial contact objections over the telephone i. Securing Appointments j. Acquiring agreement for customer actions k. Turning incoming calls into sales

13. Pre-appointment Planning a. Communicating the Agenda b. Sending across information in Advance c. Re-Confirming the appointment d. Preparing self

14. Sales Appointments a. Maintaining Professional Appearance & Body Language b. Opening a Sales Call - Build Rapport within first few moments c. Judging Customer’s State of Mind & adjusting accordingly

d. Setting the meeting agenda & objectives e. The interim close - Acquiring agreement for customer actions f. Defining Purpose, Agenda, Action Items & perceived outcomes next steps

i. Follow-Up Meeting ii. Product Demo / Sales Presentation

iii. Product Trial iv. Proposal Submission

g. Convert screeners and gatekeepers into coaches 15. Asking Questions

a. Asking questions in a Conversational manner (as opposed to being Interrogative) b. Etiquettes while asking questions c. Three question-asking strategies to confidently handle any situation. d. Getting a customer to share deep & important information with you. e. How to effectively use open vs. close-ended questions. f. WIN Analysis – using questions to uncover true Wants, Issues & Needs g. Asking Qs to

i. Develop future/latent Needs ii. Understanding the buying Process

iii. Identifying all decision makers iv. Classifying decision makers as - Gatekeeper, Integrator, Virtual Authority, User, Power Broker = GIVUP v. Identify other buying influences

h. Preparing powerful questions 16. Proposing a Solution

a. Quickly identify needs only you can fill b. Proposing a Solution with Benefit Statements (instead of features) – value proposition c. Create customer buying visions based on the strengths of your offerings d. Stimulate interest in prospects - The yes Statements e. Strategically position yourself as a partner to your prospects f. Lead the prospect to rule-out & lockout the competition by setting the buying criteria around your USPs.

17. Responding to Questions/concerns a. Handling questions/requests for Price & Proposals b. Eliminating Doubts c. Handling an irate customer d. Handling a Rude & threatening customer

18. Overcoming Objections a. Origin of Objections - Missing Buyer Beliefs b. Responding to 70 most Common Objections c. Objection Prevention Strategies

19. Product DEMOs & Sales Presentations a. Preparing a Presentation b. Organizing & Logistics of a presentation c. Presentation tactics to present persuasively. d. How to that WOW your audience e. Public Speaking Skills

i. Confident Public Speaking ii. Overcoming Fear of Public Speaking

iii. Opening & closing iv. keeping them alive & interested v. Presentation Etiquettes

vi. How to Avoid Filler Words, Ums and Ahs vii. Managing to finish on time viii. Using Q&A to enhance your credibility

f. Steps in answering Qs i. verify that you understand the question

ii. Clarify the intent of the question iii. Answer the question with right amount of information iv. Confirming if their question was answered

g. Most common questions that you will face and knock-out answers h. Handling Hostile & Competitive Questions i. Dealing with hostile or disinterested audiences j. Common demo mistakes and how to avoid them. k. Handling Product Crashes and Bugs l. Dealing with objections during a demo/presentation m. Establishing credibility with technical audiences n. Establishing credibility with C-Level and executive audiences o. The art of Online Demos & issues there-in

20. Writing a Proposal which stands out from your competitors. 21. Follow-Ups

a. Staying in control by knowing where in the sales process each of your priority prospects are b. Anticipate & block competitor advances c. How to advance the buying process d. How to shorten the sales cycle

22. Negotiating a. Seven step process to Guided Negotiations b. Avoiding Discounts c. Gaining commitments d. Adversarial Vs Principled Negotiations e. Ways to counter adversarial tactics f. Means to Establish Power g. Understanding "Needs, Interests, Wants" model to develop negotiation strategies

23. Closing a. When to & when not to Close b. Closing Techniques c. Few comfortable closes d. How to create an urgency

24. Pipeline Management a. Calculate a more accurate pipeline b. Updating & renewing the pipeline c. Action-plan for top prospects for things to be done in order to close d. Analyzing Lost Sales – Identifying strategy & timeline to win them back

25. Post Sales a. On-Boarding b. Referrals & testimonials c. Repeat business d. Up-Selling e. Cross-Selling