M00 about this_course
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Microsoft Inside Selling Presenter’s Name Presenter’s Title Microsoft Corporation
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Microsoft Inside Selling
Presenter’s NamePresenter’s TitleMicrosoft Corporation
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Logistics
Breaks:Lunch plans:Restrooms are located:
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ScheduleDay One
Time
Module 1 – Inside Selling
8:30 Class Preparation
9:00 Welcome & introductions
9.25 Objectives & overview of flow chart
9.30 Setting the context
9.45 Call planning
10.00
Introduction to opening the call
10.10
Leaving a voicemail
10.25
Effective opening
11.15
Break
11.30
What’s in it for the customer?
11.45
Probe – questioning skills
12.30
Lunch
Time
1.15 Probe – Present Position Probe – Pain/PotentialProbe – ImpactProbe – VisionProbe – ProcessProbe –PeopleProbe - Price
2.10 Active listening
2.25 Linking the questions naturally
2.40 Call observation sheet
2.50 Practical role play
3.20 Break
3.30 Role play feedback
3.40 Calling session
4.15 Feedback from calling session
4.25 Feedback from day one
4.30 Close
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ScheduleDay Two
Time
Module 1 – Inside Selling
8.30 Class Preparation
9.00 Welcome back
9.15 Understanding features & benefits
10.30
Customer motivation to buy
11.00
Break
11.15
Value proposition
12.15
Objection handling
12.45
Lunch
Time
1.30 Before you go – qualification to 20%
2.00 Preparation for calling session
2.15 Calling session 2
3.00 Feedback from calling session
3.30 Break
3.45 Massage game
4.00 Review of day two and commitment to actions
4.15 Close
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ScheduleDay Three
Time Module 1 – Inside Selling
8:30 Class Preparation
9:00 Welcome back
9.15 Call plans
9.30 Final exercise
11.00 Break
11.15 Review of role play exercise
11.30 Next steps – JDI!
12.00 Next actions and how to close
12.30 Review of course and workshop close
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ScheduleManagers Wrap
Time Module 2 – Inside Selling Managers Wrap
1.15 Welcome and syndicate exercise
1.35 Dealing with difficult situations
2.00 Coaching Toolkit
4.00 Action plans
4.30 Final review
5.00 Close
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Course Purpose
After completing this course, you will be able to …..Effectively prepare for a call and set call objectives including how to open a call properlyListen for key information that helps define the customer’s needs and issuesDevelop critical questioning skillsDevelop probing questions that determine customer objectionsQualify the customer and how it relates to the MSSP model
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Course Benefits
This course will help you….Reach critical goals as defined by your managerMove customer through the sales cycle quickly and efficientlyMaximise your efforts through a stronger foundation of sales expertise and its application to your accounts
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