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How Selling Challenge

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.

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.

Selling Interactively

Selling Interactively. Participants come to understand and appreciate the power of weaving buying and selling together.  They learn how it stands in sharp contrast to the traditional Hand-Off Selling used by most sellers, in which salespeople focus on preparing and delivering the proposal as quickly as possible. We teach participants how to sell interactively, keeping the prospect active in the process.
          

Hourglass Needs Analysis


Hourglass Needs Analysis. Einstein said ‘‘A problem well-defined is half solved.’’ In How Selling Challenge, people learn how to use the Hourglass Needs Analysis method to uncover one or more clear Assignments. With a clear Assignment, sellers are taught to do a full Analysis, so they can develop the best solution.

How Selling Challenge participants are engaged during these two days! They never know when the ball is coming to them—and their team is expecting them to make the play! As a result, sellers return to the office not book-smart, but street-smart. It’s a full-immersion experience that leaves sellers prepared to succeed, and ready to propose smarter solutions.

Schedule

There are no public workshops scheduled at this time.
Contact your consultant to schedule a workshop for your company.