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Strategic Selling Simulation
Act strategically to expand and broaden sales relationships
 Program Benefits
Strategic Selling Simulation, from Porter Henry & Company, gives experienced sales professionals a practical, tactical approach for strategically penetrating accounts, expanding access, and building relationships at multiple levels. This highly participative workshop provides a unique dual application concept: the practice of skills and strategies on both simulated and real-world accounts. After Strategic Selling Simulation, your sales professionals will be able to:
- better analyze accounts for opportunities
- effectively use three sales success strategies: Value-Driven Strategy, Strategic Multi-Level Selling, Winning Group Presentations
- implement a strategic action plan for expanding account relationships at multiple levels and improving sales results
Program Description
Strategic Selling Simulation is a two-day workshop composed of five major modules. A pre-workshop assignment (reading and a real-life sales opportunity profile) helps participants identify and profile high-potential accounts. The workshop employs customized role-plays, a customized master case study, and extensive simulation and team exercises. Participants complete action planning exercises, presentations, and feedback sessions. They receive extensive tools for executing a variety of account strategies, and apply new learning back to their own customer situations. The workshop modules are:
Analyzing the Complex Account for Opportunities
- Using an Account Profile to develop data
- Analyzing the six critical account areas that impact decisions and change, and contain sales/penetration opportunities
- How to determine and define the opportunities
- Building a Strategic Action Plan to capitalize on opportunities
Value-Driven Strategy
- Using VDS strategy to identify values, quantify, and present
- Identifying values like solutions, intangible benefits, pricing issues, and value-added services that can be quantified
- Calculating IMPACT indicators to assess the value components
- Determining value using the Quantify-Project-Link (QPL) process
- How and when to present value to the account
- Application of concepts and tools to a custom case study, real accounts
Strategic Multi-Level Selling
- How to map the decision-makers and decision process in complex accounts
- Assessing individual decision-makers and relationships, developing a multi-level map of the organization and decision-makers
- Handling obstacles such as “hidden” influencers, gatekeepers, and different levels of commitment
- Mastering 10 tactics for gaining access
- Navigating the account with an action plan
- Application of concepts and tools to a custom case study, real accounts
Winning Group Presentations Strategy
- A strategy focused on approval committees, business reviews, finalist presentations, proactive meetings initiated by account managers
- How to capitalize on group dynamics, rather then “death by PowerPoint” one-way presentations
- Assessing the audience ahead of time to predict roles and identify “leaders”, “supporters”, “experts”, and “doubters”
- Planning the presentation based on extensive participation, using Consensus Questions to lead the group to a favorable decision
- Conducting participant team meetings to reinforce group dynamics principles and skill application
Application of Strategic Multi-Level Selling to Real-Life Accounts
- Participants apply workshop concepts to real-life by developing strategic action plans for implementation with targeted accounts
Implementation/Customization
Strategic Selling Simulation case studies and role-plays are customized to participants’ current account issues. The workshop can be further customized to meet sales organizations’ unique needs. License/certification of client trainers and purchase of unlimited future rights is available.
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