Help your customers learn how to make a quick decision! Work with Sharon Drew Morgen, the NY Times Bestselling author of Selling with Integrity, to learn the skills to help your customers buy your offering while shortening the sales cycle by half – even in these interesting times.

Seminar Description :

This is a small, intimate learning environment in which participants go through a discovery process that models the buying process. Very different from a lecture-based program, Buying Facilitation teaches the following skills:

• the difference between what the buyer is saying vs. what the seller is listening for;
• the criterial factors involved in a sale;
• the issues the buyer is missing within their environment that need to be addressed before they can make their best decision;
• the cultural norms that need to be addressed in order to close a deal with the whole 'team of influence' on board;
• the unique systems the buyer is navigating and must address in order to make a buying decision;
• the skills necessary to get onto the buyer’s 'team of influence' to create an on-going partnership;
• the best ways to take you and your offering out of the competition;
• how to compete against the brand favorites and win.

COURSE SYLLABUS

Day 1: Creating a learning environment -- modeling Buying Facilitation

8:30 Introduction and greeting

8:45 Exercise 1: Modeling personal selling patterns

9:15 Course Objectives -- Setting the classroom parameters

• Understanding the decision-making and solution-finding processes
• The Choice Model: Teaching sellers how to choose and maintain effective communication in each unique sales environment

10:00 Break

10:15 Exercise 2: Facilitative Questioning skills: Using questions to delineate                              effective and less effective sales skills

11:15 Lecture: Questioning types and techniques. Using questions to enhance
                         the discovery process and support decision-making.

12:00 Lunch

1:15 Questions and open discussion

2:00 Exercise 3: Listening skills and advanced questioning skills

3:00 Break

3:15 Listening tutorial. How do we listen interactively?

4:30 Questions and close

Day 2: Learning the skills and behaviors of Buying Facilitation

8:30 Open discussion and troubleshooting

10:00 Break

10:15 Skills training tutorial: Finding buyers vs. selling

• "Cold" calls made fun - qualifying and prospecting
• Differentiating yourself from the competition
• Working with gatekeepers
• Decreasing sales cycles
• The skeleton of a sale
• Time management
• Finding the decision-makers
• Supporting the unique buying process in client environments

12:00 Lunch

1:00 Questions and open discussion

1:30 Exercise 4: Role plays and practice, practice, practice

3:15 Break

3:30 Discussion: Incorporating new skills in daily sales calls

4:15 Summation, follow-up, and close

Day 3: Integration

8:30 Open frame. Questions on skills, problems

9:30 Short lecture on advanced questioning techniques and question formulation

10:00 Break

10:15 Advanced role plays and coaching through end of day

4:15 Close and introduction of 8-week self-supervision program