Advanced sales and negotiating workshop program (3 day program example)
Day 1 (our company, we the sales force and our competition)
08:00 Opening and presentation of the program. (short recapitulation of the discussions that I had with thecommercial department followed by a short introduction of the participants)
08:30 Discussed and shared objectives of the program (an overview of the intended program including/understanding fears and the hopes of the participants)
09.00 Practical session 1 ice-breaker
09.30 The vision of our company and its translation in the mission (what the company wants to achieve and how we will carry it out in a competing environment)
09.45 The role of a sales team, competencies and behavior (open and guided discussion)
10.15 Coffee break
11.30 The motivation of a sales team (five practical rules of managerial motivation)
12.00 Lunch
13.00 Practical session 2: management of a department or a team
13.30 Planning and self-management, objectives and priorities management, time management
14.30 Various stages in effective communication (incl. not-verbal techniques, questioning, to say ‘NO’ in an effective manner, communication and question techniques and, the importance of non-verbal communication)
15.15 Coffee break
15:30 Sales action planning (the commercial action plan and its integration)
17.00 Evaluation and end of day 1
19.00 Group dinner downtown
Day 2 (Persuasive negotiating techniques and how to close sales deals)
08.00 Customer management of in a competing environment (4 different types of customers and how to anticipate these in role plays)
10.15 Coffee break
10.30 Customer management of per sector/segment (profit or volume: definition of the commercial proposition compared to competition, including relational selling)
12.00 Lunch
13.00 Specifications, advantages and emotional advantages
13.30 Persuasive negotiating techniques (how to approach and close a sales deal)
15.00 Coffee break
15.15 Persuasive negotiating techniques cont’d (role plays)
16.00 Promotional actions (creativity and objectives of promotions)
14.00 Financial techniques including the pay back of promotions
17.00 Evaluation and end of day 2
Day 3 (high performance commercial teams)
08.00 A different approach: Margins, volumes and portfolio
08.30 Brainstorming on high performance teams (including creativity and innovative working
10.00 High performance team objectives (how to fix team targets and make members of the team adhere to ambitious team objectives)
10.45 Coffee break
11.00 Presentations by the participants on subjects which we approached during this workshop
12.00 Lunch
13.00 Practical session 3: using arguments for and against (Crossfire; a very interactive play where participants are put in a role which are for them not at all favorable)
14.00 Coffee break
14.15 Presentations by the participants (cont’d)
16.00 Final Evaluation and end of day 3