Day 1

9:00-9:30 a.m.

9:30-10:15

10:15-10:30

10:30-12:00

12:00-1:30 p.m.

1:30-2:15

2:15-3:00

3:00-3:15

3:15-4:30

4:30-5:00

5:00-5:15

5:15-5:30

7:00-


Day 2


8:00-8:45 a.m.

8:45-9:30

9:30-10:00

10:00-10:15

10:15-12:00

12:00-4:00 p.m.

4:00-5:15

5:15-6:30

6:30-7:00

7:30-

Day 3

8:00-8:45 a.m.

8:45-10:00

10:00-10:15

10:15-11:30

11:30-12:00

12:00-12:30

12:30-

Program introduction, overview, personal learning objectives

Solution selling, need satisfaction, latent and explicit needs

Break

Buying and Selling Cycles, The Value Proposition, “FAB” recap

Lunch at the beach, harbor walk

Initial benefit statements, reference story, call objectives

Strategic probing: Status, Priorities, Implications, Needs

Break

Skills simulation, skills practice, case studies

Relationship building, proactive listening, enhancing rapport

Salesperson diagnostics, instrument processing

Learning summary, recap and review, PM assignment

Group function? Activity? Dinner?





Day one competency check, PM assignment, preview

Prospecting, making new business calls, media selection

Gaining commitment, closing, securing action items

Break

Managing resistance, overcoming objections, making effective presentations

Free time (sports, sightseeing, shopping)

Selling diagnostic feedback, connecting with people

Skills simulation, presentations, case studies

Learning recap, motivation and self-management, PM assignment

Group function? Dinner? Activity?

Day two competency check, PM assignment, preview

Negotiation skills, getting to “yes”, seeking solutions

Break

Business issue selling, competitive advantages, strategic account management

Working smart, time management, goal setting

“Advice on Success”, summary, wrap-up

Optional activities? Sports?