PROBLEM-FINDING SALES PROCESS
The Covid-19 pandemic has impacted many businesses. The performance is varied based on industries and countries.
According to World Bank Survey, one-fourth of companies saw their sales fall by 50% and on average, sales dropped by 27%.
To meet the challenges posed by the pandemic, businesses around the world had to react in agile and decisive ways. And now, is the time for businesses to seize the opportunities emerging in the recovery.
This involves reflecting and learning from the pandemic, and using the insights gained to prioritise the right actions to enhance business value today.
Businesses need to transform their sales approach to understand their customers better. They need to apply deeper empathy in order to create impactful products and services for their customers.
Businesses that take these steps now will be well-placed to capitalise more effectively on the opportunities rising in the post-COVID-19 recovery – and to continue winning in their marketplaces.
This two-day virtual workshop aims to provide sales teams with the confidence to provide sustainable solutions for their customers.
This workshop is designed for business leaders and sales leaders.
We will provide learners with frameworks, tools and templates to craft their sales conversations. We will provide coaching and feedback to them to deliver their conversations with impact.
- Learners will have a clear purpose of how their actions will make a positive impact
- Learners will display greater empathy towards their clients
- Learners will have a mindset to discover customers problems and solve them
- Learners will have a process to follow, to sell impactfully
- Learners will know the value of thought provoking questions and how to ask them
- Learners will understand the characteristics of powerful stories
- Learners will appreciate the use of story telling in a business environment to help shift mindsets and behaviors
- Learners will learn how to draft an impactful pitch with a powerful message
- Learners will be coached to improve their sales conversations delivery skill
- The workshop will be delivered in an experiential action learning format to help learners apply the principles immediately
- Learners will be provided the customer know my customer template. With the aid of this template, they will be prompted to gather the relevant information to prepare their pitch to the customers.
- Learners will be provided the value map and value contribution template. With the aid of these tools, they will have a deeper appreciation of how the solutions and their personal efforts will make a positive impact to the customers.
- Learners will be provided the customer empathy canvas tool. With the aid of this tool, they will have a deeper appreciation of how the current situation that affects the customers.
- The learners will be provided tools to practice curating and asking problem finding questions
- The learners will be provided with a problem statement canvas and storytelling framework.
- The learners will be provided with the virtual presentation checklist and the requirements to prepare an deliver a sales story for their customer.
- Project managers
- Change managers
- Business owners
- Senior managers
- Business developers
- Product managers