Call Planning & Execution – Workshop Instructions
Module 1 – Getting Started
Exercise 1 – Self-Assessment
After reviewing Module1 make a self-assessment of where you are on the Level Five Hierarchy for a majority of your calls. The levels of the hierarchy are:
Level One –Professional Visitor
LevelTwo–Price Peddler Level
Three-Technical Teller
Level Four-Product Consultant
Level Five–Value Creator/Trusted Advisor
Given where you are and based on your own self-development interests, which of the Modules listed below do you feel would be of benefit for improving your sales effectiveness? Submit a video response with that information to your sales manager for review and discussion. An Overview of the Modules:
Getting Started
Exploring the Buying Process
Building Relationships
Planning the Call
Opening the Call
Creating Value
Asking Questions
Listening Actively
Differentiating Your Solution
Leveraging Storytelling
Managing Objections
Closing the Sale
Reviewing the Call
Winning the Sale
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Module 2 – Exploring the Buying Process Exercise 1 – Key Players Select one of your key accounts that’s early in the sales cycle. Describe your present understanding of who the key decision-makers and influencers will be in making the final buying decision. ● Describe the additional steps, if any, need to be taken to clarify the makeup of that decision network. Call Planning & Execution – Workshop Instructions ● Describe what steps need to be taken to better understand what criteria the key players will use in determining who will win the business. ● Submit a video response with that information to your sales manager for review and feedback. Module 3 – Building Relationships Exercise 1 – Trusted Advisor Think about your key accounts that are in the early and middle part of their sales cycles. ● Determine what steps you could take, which you are presently not taking, that would increase the probability of the customer viewing you as a trusted advisor. ● Submit a video response with that information to your sales manager for review and feedback. Module 4 – Planning the Call Exercise 1 – Major Contact Call Plan For one of your key accounts, use the Call Plan template. ● Plan your next call on your major contact for that account. ● Submit a video response with that information to your sales manager for review and feedback. Module 5 – Opening the Call Exercise 1 – Opening for a Difficult Call ● Plan and rehearse the opening for one of your upcoming calls where you are anticipating a difficult challenge. ● After you have practiced and are satisfied with your opening, describe the challenge and submit a video for response with your final version to your sales manager for review and feedback. Module 6 – Creating Value Exercise 1 – Optimizing your Competitive Advantages Call Planning & Execution – Workshop Instructions Select a competitive advantage of one of your products that you have had a difficult time helping the customer see the true value of. ● Select an account that is interested in that product and describe what you could do which you are presently not doing that would help the customer see problems where the product would bring value. ● Submit a video response with that information to your sales manager for review and feedback. Module 7 – Asking Questions Exercise 1 – Questions for Internal Champion Call Select one of your key accounts where you will be calling on an internal champion. ● Plan and rehearse the four or five key questions you might use during the call. ● Submit a video response with that final version to your sales manager for review and feedback. Module 8 – Active Listening Exercise 1 – Listening Actively Think about your upcoming calls and note three or four situations in the calls where it would be particularly important for the customer to know that you have listened and understand their issues and challenges. ● What could you do to indicate that to the customer that you have listened and understand? ● Submit a video response with that information to your sales manager for review and feedback. Module 9 – Differentiating Your Solution Exercise 1 – Presenting to a Technical Buyer Select one of your key accounts where you need to do a short product presentation to a technical buyer. ● Plan and rehearse the short presentation with emphasis on showing the customer why and how the product addresses needs that matter to the customer. Call Planning & Execution – Workshop Instructions ● Submit a video response with that final version to your sales manager for review and feedback. Module 10 – Leveraging Storytelling Exercise 1 – Best Selling Product Select one of your best selling products. ● Develop and rehearse a short story about a previous success story. Reference a customer using that product. ● Submit a video response with that final version to your sales manager for review and feedback. Module 11 – Managing Objections Exercise 1 – Objection Select a frequently encountered objection. ● Apply the ACT model and develop and rehearse a response to the objection. ● Submit a video response with that final version to your sales manager for review and feedback. Module 12 – Closing the Sale Exercise 1 – Closing Throughout the Sales Cycle You want to close for a commitment that moves the sales cycle forward on every call. ● Think about upcoming calls on your key accounts, pick an account early, middle, and late in the sales cycle and note three alternative commitments you could use to close for each account. ● Submit a video response with that information to your sales manager for review and feedback. Module 13 – Reviewing the Call Exercise 1 – Play it Again Call Planning & Execution – Workshop Instructions Select a recent call that did not go so well. ● Review the call again and describe what went wrong and what you could have done differently that might have improved the outcome of the call. ● Submit a video response with that information to your sales manager for review and feedback. Module 14 – Winning the Sale Exercise 1 – Entrenched Competitive Select one of your key accounts where there is an entrenched competition. ● Develop an overall approach for the next 2 or 3 calls for overcoming the entrenched competitor’s inherent advantage. ● Submit a video response with that information to your sales manager for review and feedback.
Download the workshop instructions here:
CPE Workshop Instructions.pdf