STRATEGIC THINKING
E-Learning + Coaching
DOWNLOAD THE WORKSHOP PLANNER
BIGGEST TAKEAWAYS...
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The critical and strategic role reps play in a prospect's or client's purchase decision.
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Matching all current sales best practices with the social sciences that support their use.
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Self-paced learner friendly platform that includes text narration, explainer videos, simulations, assessments and gaming.
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Performance based quizzes and exams to knowledge check sales best practices.
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Optional Live Online Coaching to reinforce, practice and integrate acquired skills.
PARTICIPANT PROFILE
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B to B Sales Professionals
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Territory Account Managers, Key Account Managers and New Business Development Reps.
E-LEARNING COURSE
SESSION 1- INTRODUCTION TO STRATEGIC THINKING
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The Social Science Models that define a Sales Professional
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The Prospect's Change Management Dilemma
SESSION 2: CRITICAL THINKING - A CLIENT'S PERSPECTIVE
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There is a Model for That!
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The Key Elements of the Decision Making Process
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Mirroring your Client's Critical Thinking Path
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Reducing Risk, and Increasing Opportunity
SESSION 3: CONFLICT MANAGEMENT - A REP'S PERSPECTIVE
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Understanding the 5 Modes of Conflict
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Creating a Conflict Management Approach
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Reducing Client Stress, and Increasing Influence
SESSION 4: PSYCHOLOGY OF SELLING - CONNECT THE DOTS
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Critical Thinking in Conflict Management Situations
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Indecision in Negotiations or Objection Handling
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Creating a Strategic Thinking Mind Map
COACHING WORKSHOPS
WORKSHOP 1- INTRODUCTION TO STRATEGIC THINKING
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Analyze and discuss various social science model models applied to everyday challenges and opportunities.
WORKSHOP 2: CRITICAL THINKING - A CLIENT'S PERSPECTIVE
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Applying the critical thinking model to your client's decision making process.
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Apply the critical thinking model to you own sales approach.
WORKSHOP 3: CONFLICT MANAGEMENT - A REP'S PERSPECTIVE
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Know your preferred conflict management approach.
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Apply best practices in handling conflict situations.
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Know when stress is required in the decision making process.
WORKSHOP 4: PSYCHOLOGY OF SELLING - CONNECT THE DOTS
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Critical Thinking in Conflict Management Situations-discussed
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Discussion on Negotiation and Handling Objections
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Create a Strategic Thinking Mind Map