Quota Strategic Partnership selling workshop Live the Quota experience ! Day 1 (8 hours): The first days will be spent in Quota B2B training that utilizes Gamification and it covers the following skill areas : STAGE 1 - Prospecting STAGE 6 - Presenting a Proposal o Building a daily prospecting plan o Seven Basic Rules to Proposal Presentation o Introductory Script o Getting Through ‘Screens’ o Leaving Messages o Handling Prospecting Obstacles STAGE 2 - Qualifying STAGE 7 – Gaining Influencer Support o o Writing Email, Target Letters and Direct Mail Securing a Commitment o Multiple Business Development Cycles o 6 Core Closing skills o Qualifying (B.P.O.U.T.) o Appropriate Closes per Buying Style STAGE 3 - The Initial Meeting STAGE 8 – Gaining Key Decision-Maker o Meeting your client or Committee Commitment o Confidence Builders o 6 Steps to a Professional Greeting o Competitive Selling Practices o Individual Motivators o Organization Motivators STAGE 4 - Conducting a Needs Analysis STAGE 9 – Purchasing Approves, P.O. o Needs Identification Selling Issued o Conducting the Needs Analysis o Handling Purchasing obstacles o Negotiating STAGE 5 - Product/Service STAGE 10 – Product/Service Delivered, Demonstration Payment Received o I.B.O.A.T. o Post-sales service o Committee Interview o Written Communication o Presentation Preparation and Agenda o Thank your client! Day 2 (Hands on and role playing exercises):In the second day participants would have a common language and understanding of thesales process. Now is the time to put what they have learned to the test.Participants go through hands on exercises to apply the skills they have learned; they callthe client, take an appointment, probe, do needs analysis, and confirm understanding. Theyalso present the solution and get customer’s acceptance.Secondly, they do an exercise on Business Process Mapping where they build a businesscase to convince investors to put their money in a new company.
Finally they go through a cash flow exercise to understand the impact of proper cash flowon the financial health of their organization. 1. Live sales situation (3 hours): The Case studies available for hands on role-playing are : o Troubled bank facing performance problems. Participants need to meet with the bank’s key decision maker and understand their problems and what they need to formulate the solution, then present it. o Similar case; an international construction company that is expanding worldwide and faces profit decline after opening branches in Middle East and Asia. o Similar case; a large hospital acquires a specialized hospital and struggles to integrate it with its operation. All cases have opportunities to propose solutions and close deals, participants are rayed based on : o Ability to know the problem areas (10 problem points), o Ability to devise a solution that will solve customer’s problems, o Presentation quality (content not form). o Ability to handle objections during the final presentation. 2. Cash flow exercise (2 hours): Your company wins a contract to provide security systems for their customer “International Industrial Electronic Co. IIEC”, the solution is sourced from 4 suppliers. Payment terms are different between the customer and the suppliers; participants are required to lay down the cash flow position and show the point when it turns form negative to positive. Then they are required to provide recommendations to improve it. 3. Business model mapping and development ( 1 hour): Participants are required to build a business model using “Business Canvas” technique. This exercise trains them on the importance of value propositions and how to structure their thinking when they probe their customers about their priorities. 4. Debriefing (1 hour): Teams are collectively debriefed about the positives and negatives.