Does your Sale Force….

q Know how to win large Sales Opportunities?

q Understand and know how to sell where, by definition:

a. The Decision will be made by a Committee behind closed doors?
b. The Sale will be Competitive?
c. The Decision will involve Politics?

Based on these simple truths, PERFORMAX has developed Winning the Big Deal! Sales Process and Tools to show Sales Professionals how to develop a Strategy & Plan to maximize their chance of finding and winning a single, large Sales Opportunity… or get out early if you can't win!

Participants work with details of a "live" large opportunity of their own. Their whole set of selling issues is brought down to a simple & pragmatic process, so that each participant leaves with a plan for their specific opportunity.

Winning the Big Deal! is a sales process backed up by a tool and an interactive 2 day workshop (max.16 participants). To take advantage of the workshop, it is suggested that you have both your sales professionals and other sales team members attend.

Workshop Option: A Sales Managers Review & Coaching Module is available, OppPlan!

Software Option: WINNING THE BIG DEAL!!! Toolset is an option of The PERFORMAX System.

WORKSHOP PRE-REQUISITES: Participants must bring details of a current major opportunity and be prepared to give a 5 minute review of this using a template supplied by PERFORMAX beforehand.

This situation is used by the participant as his/her case study during the course, so that each person leaves with a live Strategy & Plan for at least one Opportunity

Target Audience (for 2 above):
Experienced Sales & Support Professionals who have been through basic and advanced sales training.

Participants must bring details of a Major Sales Opportunity that they wish to penetrate further (e.g., Annual Report, Executive Background, etc.).

Customization
Our associates can provide consulting services to assist you in modifying or adding to the standard programs, workshops and role plays to make them truly reflective of your company's environment.

Pre

Workshop

Winning the Big Deal! - Typical Program & Agenda

a. Work with VP Sales to develop criteria for, or list of Key Opportunities, that need Plans

b. Work with 1 Account Team to develop a sample Winnig the Big Deal Plan and re-usable Template

c. Pre-Workshop Data Collection for Nominated Accounts by Sales Team Leaders

d. Winning the Big Deal (WTBD) Workshops - 2-3 days each

Workshop

Day 1

Winning the Big Deal! Workshop Agenda

0. Introduction & Objectives

1. Why bother with a Planning Process for Big Deals?

2. The Sales? Cycle & Process
- The Buyers Cycle -v- The Selling Cycle
- Move It To The Front!
- Where Are You Now?

3. Overview of the WTBD Planning Process

Exercise 1: Review 2-3 Individual Case Studies (using Pre Workshop Proformas)

4. Background to Major Opportunities
- The Buyers: Who Buys, Why, Processes
- The Unavoidables: Objections, Disbelievers, Politics, Competition, Economics, Change
- Your Prospect's: Organization, Financials, Problems or Opportunities
-Role of Key People, Molecule of Influence
-Power Status of People, Personal Wins

Exercise 2: Your Opportunity: Update & Present YOUR Opportunity (WTBD1 only)

Workshop

Day 2

5. The Opportunity -vs- YOUR Solution, Product or Service
-Requirements -v- YOUR Product/Services
-YOUR Unique & Strengths
-YOUR Weaknesses & Problems

Exercise 3: Update & Present YOUR Opportunity (WTBD1 & 2 only)

6. Get to Know the People... & the Politics

Exercise 4: Update & Present YOUR Opportunity (WTBD1, 2 & 3 only)

7. Action Plan or Strategy Action Items
-Possible Actions + Best Possible Actions
-Red Flags & Coaching Roles

Exercise 5: Update & Present YOUR Opportunity (WTBD1, 2, 3 & 4)

8. Customer Buy In?

9. Sales Manager's Review Process

Wrap Up and Evaluations

Post

Workshop