WORKSHOP SUMMARY

The SMART Selling Workshop is comprised of 4 sections:

     I.    Foundation Principles: the sales representatives work through each of the 4 Foundation Principles that underlie SMART Selling. We help the reps to understand the implications of each principle as it relates to their careers. For example, it is not enough to agree that Solutions are Products That Require Change.  Each salesperson must develop an understanding of what motivates people to change, and how to enable this "reason to change". They are challenged to accept or reject each principle before we continue.  Since the principles are the foundation for selling effectively, all future sales activities undertaken by the marketing reps must be consistent with those that they accept.

     II.     Process: the Workshop then takes a look at how people buy and develops a repeatable process that adheres to the Foundation Principles.  Reps are taught the concepts of Solution Creation, Developing Buyer Motivation, Gaining and Maintaining Access to the Person with Authority over Resources, and Creating a Mutual Timetable of activities with their prospects.  They are introduced to the powerful SMART Guide tool.   Customized role-play scenarios are used to practice the form of the interview and they are encouraged to gradually incorporate their individual styles.

      III.     Application: once the Foundation Principles are put into the Process context, the workshop progresses to the practical application of SMART Selling .  Participants develop an understanding of the steps in the Sell Cycle that they agree must be completed. We then introduce and develop the concept of the Buy Cycle (those activities that the Buyer must complete) and the importance of keeping these in synch with the Sell Cycle.  We take a new look at Prospecting as the key starting activity and develop sources and tactics for maintaining a quality pipeline.  We also begin work on the process of differentiating their products and services from those of any other vendors, and apply the SMART Selling process to ensure that these unique capabilities become significantly valuable to the prospect.  Finally, we discuss dealing with the most frustrating closing situations faced by most salespeople - - - I'll Think it Over.  We apply the SMART Selling principles and process to help them understand and overcome this objection.  We close with the unique SMART Selling Prospect Risk Assessment tool that will enable the participant  (and management) to quickly and accurately assess each prospective customer opportunity and to determine the proper corrective action to address any potential problems - before they become critical.

       IV.     Case Study Presentation: the culminating activity is to prepare a pre-proposal review with management team of the prospective customer.  The role play activities in the previous sections of the class are incorporated into this customized customer example.  Participants are able to utilize the SMART Selling process to make a powerful proposal and see, in real-life terms, the impact that that SMART Selling has on their effectiveness.