STRATEGIC THINKING

E-Learning + Coaching

BIGGEST TAKEAWAYS... 

  • The critical and strategic role reps play in a prospect's or client's purchase decision.   

  • Matching all current sales best practices with the social sciences that support their use.

  • Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming. 

  • Performance based quizzes and exams to knowledge check sales best practices.  

  • Optional Live Online Coaching to reinforce, practice and integrate acquired skills.  

 

PARTICIPANT PROFILE

  • B to B Sales Professionals

  • Territory Account Managers, Key Account Managers and New Business Development Reps.

E-LEARNING COURSE 

SESSION 1- INTRODUCTION TO STRATEGIC THINKING

  • The Social Science Models that define a Sales Professional

  • The Prospect's Change Management Dilemma

 

SESSION 2: CRITICAL THINKING - A CLIENT'S PERSPECTIVE

  • There is a Model for That!

  • The Key Elements of the Decision Making Process

  • Mirroring your Client's Critical Thinking Path

  • Reducing Risk, and Increasing Opportunity

 

SESSION 3: CONFLICT MANAGEMENT - A REP'S PERSPECTIVE

  • Understanding the 5 Modes of Conflict

  • Creating a Conflict Management Approach

  • Reducing Client Stress, and Increasing Influence

 

SESSION 4: PSYCHOLOGY OF SELLING - CONNECT THE DOTS

  • Critical Thinking in Conflict Management Situations

  • Indecision in Negotiations or Objection Handling

  • Creating a Strategic Thinking Mind Map

COACHING WORKSHOPS

 

WORKSHOP 1- INTRODUCTION TO STRATEGIC THINKING

  • Analyze and discuss various social science model models applied to everyday challenges and opportunities.

 

WORKSHOP 2: CRITICAL THINKING - A CLIENT'S PERSPECTIVE

  • Applying the critical thinking model to your client's decision making process.

  • Apply the critical thinking model to you own sales approach.

 

WORKSHOP 3: CONFLICT MANAGEMENT - A REP'S PERSPECTIVE

  • Know your preferred conflict management approach.

  • Apply best practices in handling conflict situations.

  • Know when stress is required in the decision making process.

 

WORKSHOP 4: PSYCHOLOGY OF SELLING - CONNECT THE DOTS

  • Critical Thinking in Conflict Management Situations-discussed

  • Discussion on Negotiation and Handling Objections

  • Create a Strategic Thinking Mind Map

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STRATEGIC THINKING
E-Learning + Coaching