This module will take about 25 minutes to complete. Proper preparation enables you to maximize your time, build credibility with your contact, and speed up the sales process, which in turn means fewer stalls and objections. This lesson helps you develop the skills necessary to effectively prospect in person, by phone or through networking activities.
Teen Biz Network (TBN) is an educational program teaching teens business, money, and entrepreneurship! Through our school-ready curriculum, we transform how teens view business and money! And we help them start their own businesses and help them grow. This course will teach facilitators and teachers how to teach the 5 modules; and help each student prepare a REAL business plan! Facilitators and teachers walk away with a certification and are ready to teach the course to their students. The modules include framework, marketing, financial, sales, and launch strategy!
This module will take about 25 minutes to complete. Many sales representatives encounter stalls in the sales process because they do not properly establish expectations. This lesson covers how to establish agendas and expectations that enable you to maintain control, avoid stalls, and accomplish all the steps of your sales process. The result: a positive outcome that drives up your close ratio. This lesson includes areas such as: The importance of setting an agenda in establishing expectations Components of the agenda Involving prospects in establishing expectations Best practices of setting agendas and establishing expectations
This module will take about 35 minutes to complete. Sales materials are used in response to leads or requests for more information that are generated by advertising campaigns, prospecting activities or during presentations. Companies need a toolbox of sales materials with the flexibility to customize response packages and sales presentations. This lesson covers the various materials in a sales toolbox and how to use them: Brochures Sell sheets Catalogs Videos PowerPoint presentations Proposals
This module will take about 35 minutes to complete. Many sales people fear objections, generally because they do not know how to handle them when they arise. Really, sales people should embrace objections because they indicate that the prospect is engaged and participative in the sales process, and this is a terrific sign! This module provides the tools necessary to handle any objection that comes your way, and in a way that leverages the objections to get MORE buy-in from the prospect and helps close the sale. This lesson includes: Why objections are good The difference between objections and stalls and why they occur Types of objections and how to handle them In addition, we include an exercise that will enable you to fine-tune your newly developed skill using the objections you typically get from your prospects.
This module will take about 30 minutes to complete. Referrals (both internal and external) are crucial to a sales person's success. Internal referrals help ensure you know all the decision makers, the decision-making process and buying criteria for opportunities in process. External referrals help by warming up cold calls and increasing your close ratios. In this lesson we discuss why referrals are important, why you need and must have referrals, and how to secure, leverage, manage and position them in the sales process. This lesson includes: Types of referrals, internal and external Why you want, need and must have them How to get them How to leverage them How to manage them How to position them in the sale
This module will take about 45 minutes to complete. A solution-based sales presentation ties together all the other parts of the sales process and positions you for the final close. This lesson covers: Proper preparation for solutions presentations Appropriate presentation types based on the opportunity Identification of tools and resources for a successful presentation A tried-and-true presentation model that fits most any sales program Building your own presentation components
This module will take about 25 minutes to complete. Prospecting for new business is one of the most difficult skills to master. Many things “get in the way” of successful prospecting, such as call reluctance, planning and scheduling. But the biggest obstacle is the use of ineffective techniques. This lesson covers: How to prepare to prospect Key components to in-person prospecting How to make phone prospecting easy and effective How to prospect through networking activities
This module will take about 30 minutes to complete. Every prospect has one or more decision makers and a decision-making process they use in order to make a purchase. If you do not identify all the decision makers and understand the decision-making process, you cannot effectively navigate it to a successful conclusion. Most stalls and "no's" result from either a missed step in the sales process, or a decision maker unexpectedly popping up at the end of the sales cycle. This module guides you through the strategies and tactics necessary to uncover and navigate the sale in order to yield the best results. This lesson includes: A description of decision makers, including who they are, what is important to them, how they influence the process and how to sell to them A discussion on the decision-making process, including how to uncover the process and how to successfully navigate through it Tools to help with decision maker identification and decision-making process navigation
This module will take about 25 minutes to complete. Many companies and businesspeople think corporate identity is simply a logo. To be truly effective, a corporate identity must seamlessly bring together the design, layout and graphics used internally, and in advertising and sales material. It should also include your company positioning statement, which should present a consistent brand image and message. Learn how to evaluate your current corporate identity or to develop a new one through concepts such as: Components of corporate identity design How to develop a positioning statement Elements of corporate identity system Development of a standards guide
This module will take about 45 minutes to complete. In today's sales environment, it’s more important than ever for salespeople to be able to provide value and to avoid the “commodity trap” in order to separate themselves from the competition. This lesson provides the key components to conducting an effective analysis that leads to understanding customer impacts. These impacts can then be addressed through your product or service in order to provide value. Topics covered include: What an analysis is and why it is important? How to prepare to conduct an effective analysis The different types of impacts and why people buy Important questions to ask in order to develop impacts How to position your solutions presentation based on the information you obtained during the analysis
This module will take about 25 minutes to complete. This module addresses “selling your company” through a capabilities presentation, one of the most crucial steps of the sales process. Learn how to: Prepare to give a powerful company overview presentation Identify and develop all the key components of company overview presentations Create your own company overview presentation Create different versions of company overview presentations
This module will take about 30 minutes to complete. There are myriad training programs that focus on just the "final close" -- and not the "incremental" closes that make for a more seamless progression through the sales process. Some sales people view closing as potentially confrontational and "salesy," but it doesn't have to be that way. Learn closing skills that work and are natural and painless to both you and your prospects, including: Preparing to close Closing for next steps Trial closing The final close
This module will take about 25 minutes to complete. Most sales organizations do a poor job effectively using case studies and testimonials to support their efforts. To the extent you obtain and use these tools correctly, your close ratios will increase exponentially. In this lessen we cover the difference between case studies and testimonials, why both are important, and where and how to use them to get the biggest impact. Then we help you build your own templates for each. By using the knowledge you gain from this module and filling in the templates with your information, you will position yourself to immediately close more sales. This lesson includes: The difference between case studies and testimonials, and the importance of both Where to use them in the sales process The components of a case study The components of a testimonial Downloadable templates for both
This module will take about 35 minutes to complete. Many sales people think of the old "fish on the wall" approach when it comes to building trust and rapport. But true professional trust and rapport is about establishing a connection with the buyer. This lesson covers the techniques necessary to develop professional trust and rapport, and the correlation between rapport and your ability to learn key buying information such as: Decision makers Decision-making process Buying criteria
This is a 202-slide PowerPoint. In today's increasing complexity of modern technology and modern business, customers are increasingly choosing products and services based on the quality of the experiences they have with them. To help meet these challenges, an approach known as "Design Thinking" is playing a greater role in finding meaningful pathways - it is increasingly common in Lean Six Sigma processes and in organizational innovation initiatives. Industry practitioners of Design Thinking include Uber, AirBnB, IDEO, Apple, Nike, Procter & Gamble, SAP, Singapore Airlines and DBS Bank. Design thinking is a human-centered, iterative problem-solving process of discovery, ideation, and experimentation that employs various design-based techniques to gain insight and yield innovative solutions for virtually any type of organizational or business challenge. This method combines both analytical and creative approaches to generate solutions. In this training guide, you will learn how to solve problems by building empathy through ethnographic research, generating ideas, prototyping and testing new concepts before final implementation. NOTE: This training presentation comes with Design Thinking templates in Powerpoint format. LEARNING OBJECTIVES 1. Acquire a deep understanding of the Design Thinking principles, process and tools. 2. Apply the Design Thinking methodology and tools to generate breakthrough ideas and co-create an improved customer experience journey. 3. Improve personal effectiveness by becoming a more empathetic service provider. CONTENTS 1. Key Concepts & Principles of Design Thinking What is design thinking? What design thinking is not Some applications of design thinking Benefits of design thinking Framework of design thinking 2. Five Action Phases of Design Thinking Empathize - understand your customers/users Define - define clear project/business objectives Ideate - explore ideas and solutions Prototype - build and visulaize ideas and solutions Test - review and decide 3. Design Thinking Mindsets, Tools & Templates Think users first Ask the right questions Believe you can draw Commit to explore Prototype to test
This is a 47-slide PowerPoint. There are 3 common approaches to pricing: Cost-based Pricing, Competitive Pricing, and Value-based Pricing. This presentation discusses A.T. Kearney's approach to Value-based Pricing. Value-based Pricing offers numerous distinct advantages over the other 2 pricing methodologies. It is particularly suitable for situations where you are entering a new market, offering a new or distinct product, or where customers do not yet fully understand the impact and benefits of your product. Value-based pricing allows companies to build a deeper understanding of their customers' business drivers, align their goals with the customers' goals, and, ultimately, share in each others' attained value in a way that isn't possible with traditional pricing approaches. Value-based Pricing requires a significant change in the way most organizations go-to-market. It requires rethinking everything from customer segmentation to product marketing to sales and account management in order to support a new and unique market positioning. Core business processes must be realigned and new business process established. These new processes have deeper analytical capabilities embedded through the organization, especially in Sales. Topics covered include a comparison of common pricing strategies, principles to value-based pricing, value-based pricing strategy approach, Pricing Staircase framework, Value Ceiling, customer segmentation, pricing structure, Benefits Matrix.
This is a 160-slide PowerPoint with accompanying Excel workbook. Value Stream Mapping (VSM) is a practical and highly effective way to learn to see and resolve disconnects, redundancies, and gaps in how work gets done. This team-based methodology is the missing link in business management and, used effectively, has the power to address many business problems and develop a customer-centric culture. In this training powerpoint, you will learn the meaning and benefits of value stream mapping, prepare for a value stream mapping activity, identify a product/service family, document a current state value stream map, analyze value and waste, design the future state value stream, and finally create an implementation plan. NOTE: This Powerpoint training presentation comes with Excel templates comprising VSM Charter, Results Table, Implementation Plan and Common VSM Icons. LEARNING OBJECTIVES 1. Create a value stream map for both the current and future states 2. Develop a data collection plan for the value stream map 3. Conduct end-to-end assessment of value-added versus non-value-added activities 4. Scope opportunities by framing project problem statements based on identified waste 5. Prioritize kaizens/projects based on strategic objectives 6. Develop action plan to achieve the future state CONTENTS 1. Overview of Lean Thinking 2. Introduction to Value Stream Mapping 3. Identify a Product/Service Family 4. Create a Current State Value Stream Map 5. Analyze Value & Waste 6. Assess Opportunities 7. Create a Future State Value Stream Map 8. Develop an Implementation Plan
Value stream mapping is a practical and highly effective way to learn to see and resolve disconnects, redundancies, and gaps in how work gets done. This VSM project template helps you and your project team to put together a "storyboard" for effective presentation to your key stakeholders. It includes four key phases: 1) Define and pick product/service family 2) Create a current state map 3) Develop a future state map 4) Develop an implementation plan Note: This document consists of a VSM project template in Powerpoint format and a set of Excel templates comprising VSM charter, Results table, Implementation Plan and common VSM icons.
This is a 16-slide PowerPoint. Developed by Michael Porter, Value Chain Analysis is business management framework used to analyze the processes and key activities performed by a business or industry. This framework illustrates where value is created within an industry or company.