Sales ops and basic skills - 1 day
Sales ops and basic skills
Background
The new salesperson is exciting and nervous simultaneously. New beginning means a new adventure, one sure thing among everything is: everything is uncertain. In this program, the trainer will introduce how the sales job is, how it works, what kinds of job should be done to support the sales operation. At the very beginning of the sales job is the cold call for the prospect, hence the selection of prospect and the skills of cold call will be introduced accordingly.
Learning Process
In the course, there will be involved with variety of activities to ensure the participants’ learning performance, the learning process as below:
Buying psychology of buyer, and the buying cycle
Sales pipeline management
Identify the sources of sales lead
Setting of the sales activity index
Design of the script for cold call
Win-win negotiation - brief version
Benefits
After the course, participants will learn:
Understand the buyer psychology and apply to the sales dynamics
The definition of the sales pipeline, and how to manage it
How to search and screen the potential prospect list
How to define the sales activity target with the time management
Master the cold call skill
Understand what is win-win negotiation - brief versionSales ops and basic skills
Module
Outline
Time (m)
Activity
Introduction
Opening by host
Ice breaking
Ground rules
Overview of the program
Activity: What is the challenge?
30
Lecture
Small game
Group discussion
Module 1
Principle of the sales
Objective: to learn the buyer psychology, and work on buyer’s movement, not salesperson
The definition of SALES
3 reasons to buy: improvement, pursue, risk-avoidance
Comparison of the traditional and modern model
The shift of focus from buyer’s perspective
Sales process/pipeline management
Activity: customer’s challenges
90
Lecture
Demo
Group discussion
Module 2
Sources of prospect
Objective: management of the sources of prospect
Identify the persona of potential prospect
Sources of the sales lead
Principles and route for the sales lead
Activity: what is our value proposition
45
Lecture
Demo
Group discussion
Module 3
Define the sales activity target
Objective: How to define the sales activity target with the time management
What is the SMART goal
Definition of the sales stage
Formula to setup the sales activity target
Time management
90
Lecture
Demo
Individual activity
Group discussion
Module 4
How to cold call
Objective: Master the skill of call cold
Identify the reference case
Value of the meeting
Activity: script of cold call, role play
90
Lecture
Demo
Individual activity
Role play
Module 5
Win-win negotiation
Objective: win-win negotiation skill 101
Basic principles of negotiation
Basic skills of negotiation
What-if case study
75
Lecture
Demo
Individual activity
Group discussion
Total training time
= C7+C6+C5+C4+C3+C2 \* MERGEFORMAT7小时 0分Break time： 15 min per am/pm
Lunch hour：1 hour

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