Objectives
The purpose of the Outside-In Selling workshop is to instill a customer-centered
outlook in the minds of the participants and provide them with
the skills for confident and effective communication of their unique value
at all
levels within the customer's organizations.
It will teach them
to think about their solutions from the customer's point of
view in order to much more effectively sell value and
develop enduring relationships built on trust.
Participants learn how
to position their solution for maximum
value in the mind of the customer, deploy skillful questioning
techniques to get customers to persuade themselves, and anticipate
and manage difficult
customer objections.
During This
Workshop Sales Professionals Will Learn To:
Approach each sales opportunity from the customer's perspective Identify and quantify the value of all possible competitive differentiators Harness the power of questioning to get customers to convince
themselves Develop powerful value propositions to open doors at high levels Anticipate and prepare for difficult objections Adapt their presentations to customers' social styles Actively listen Structure their sales calls for greatest effectiveness
Conduct appropriate research to build credibility and uncover customer
and prospect needs Employ techniques that result in high level appointments by exhibiting
professionalism and credibility
Deliverables
Each participant prepares a sales call plan for an actual upcoming critical
sales call, and conducts at least three role plays of increasing complexity.
OIS is effective both as a natural extension of the KAPS sales planning
course, or by itself.
Workshop Outline
- Introduction
> The OIS Model
> How to Build Trust
- Selling Business Benefits
> Why do Needs Exist?
> The Most Important Words in Sales
> Solution Value Worksheet
- Advanced Questioning
> Rules for Questioning
> The SCCC Questioning Model
> Building Credibility
-
ROLE PLAY #1
- Sales Communications
> Active Listening
> Body Language
> Sensory Modes and Social Styles
- Business
Intelligence
> The Knowledge Pyramid
> Information Sources
- Call Structure
> The Value Proposition
> The Action Statement
> Agendas
-
ROLE PLAY #2
- Managing Objections
> Reasons Customers Object
> Objection Planning Worksheets
> Objection Management Tactics
> Price Objections
- Getting
In
> The Mind of the Customer
> The Prospecting Communication
> Dealing with Gatekeepers
> Overcoming Level-Lock
-
ROLE PLAY #3
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