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M00 about this_course

  1. 1. Microsoft Inside SellingPresenter’s NamePresenter’s TitleMicrosoft Corporation
  2. 2. Logistics Breaks: Lunch plans: Restrooms are located: 2
  3. 3. ScheduleDay One Time Module 1 – Inside Selling Time 8:30 Class Preparation 1.15 Probe – Present Position Probe – Pain/Potential 9:00 Welcome & introductions Probe – Impact 9.25 Objectives & overview of flow chart Probe – Vision 9.30 Setting the context Probe – Process Probe –People 9.45 Call planning Probe - Price 10.00 Introduction to opening the call 2.10 Active listening 10.10 Leaving a voicemail 2.25 Linking the questions naturally 10.25 Effective opening 2.40 Call observation sheet 11.15 Break 2.50 Practical role play 11.30 What’s in it for the customer? 3.20 Break 11.45 Probe – questioning skills 3.30 Role play feedback 12.30 Lunch 3.40 Calling session 4.15 Feedback from calling session 4.25 Feedback from day one 4.30 Close 3
  4. 4. ScheduleDay Two Time Module 1 – Inside Selling Time 8.30 Class Preparation 1.30 Before you go – qualification to 20% 9.00 Welcome back 2.00 Preparation for calling session 9.15 Understanding features & benefits 2.15 Calling session 2 10.30 Customer motivation to buy 3.00 Feedback from calling session 11.00 Break 3.30 Break 11.15 Value proposition 3.45 Massage game 12.15 Objection handling 4.00 Review of day two and commitment to actions 12.45 Lunch 4.15 Close 4
  5. 5. ScheduleDay Three Time Module 1 – Inside Selling 8:30 Class Preparation 9:00 Welcome back 9.15 Call plans 9.30 Final exercise 11.00 Break 11.15 Review of role play exercise 11.30 Next steps – JDI! 12.00 Next actions and how to close 12.30 Review of course and workshop close 5
  6. 6. ScheduleManagers Wrap Time Module 2 – Inside Selling Managers Wrap 1.15 Welcome and syndicate exercise 1.35 Dealing with difficult situations 2.00 Coaching Toolkit 4.00 Action plans 4.30 Final review 5.00 Close 6
  7. 7. Course PurposeAfter completing this course, you will be able to ….. Effectively prepare for a call and set call objectives including how to open a call properly Listen for key information that helps define the customer’s needs and issues Develop critical questioning skills Develop probing questions that determine customer objections Qualify the customer and how it relates to the MSSP model 7
  8. 8. Course BenefitsThis course will help you…. Reach critical goals as defined by your manager Move customer through the sales cycle quickly and efficiently Maximise your efforts through a stronger foundation of sales expertise and its application to your accounts 8
  9. 9. Microsoft Confidential - For Internal Use Only - Do Not Distribute Outside of Microsoft© 2007 Microsoft Corporation. All rights reserved.Microsoft®, Internet Explorer, and Windows® are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries.The names of actual companies and products mentioned herein may be the trademarks of their respective owners.THE CONTENTS OF THIS PACKAGE ARE FOR INFORMATIONAL AND TRAINING PURPOSES ONLY AND ARE PROVIDED "AS IS" WITHOUT WARRANTY OF ANY KIND, WHETHER EXPRESS OR IMPLIED, INCLUDING BUT NOT LIMITED TO THE IMPLIED WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, AND NON-INFRINGEMENT.No part of the text or software included in this training package may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, recording, or any information storage and retrieval system, without permission from Microsoft®. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information presented after the date of publication. The names of actual companies and products mentioned herein may be the trademarks of their respective owners.To obtain authorization for uses other than those specified above, please visit the Microsoft Copyright Permissions Web page at http://www.microsoft.com/about/legal/permissionsThis content is proprietary and confidential, and is intended only for users described in the content provided in this document. This content and information is provided to you under a Non-Disclosure Agreement and cannot be distributed. Copying, disclosing all or any portion of the content and/or information included in this document is strictly prohibited. 9