How Selling Challenge is a two-day advanced selling workshop for all salespeople and sales managers, following their completion of the online How Selling program.
Two-Day Case Study. Participants spend the entire workshop in the Case Study Simulation, in which salespeople take all the strategies, systems, and practices they learned in the online How
Selling and apply them in a remarkably real-world simulation experience—where they’re performance tested, just as they are every day on-the-street. The facilitator plays the role of the
prospect and participants are divided into competing teams. The teams secure their appointments, and meet separately with the prospect. A lot of the learning happens in the spirited discussions and debates in each group as
they determine how to make the best use of their “selling time.” The How Selling Case Study is a detailed, intense exercise where team members are called upon—at random, at the last
minute—to perform for their group. At the end of two days, the winning team is announced.