Join the Bosworth & Kenney Selling Mailing List:

Standard Workshop Agenda

Day

Morning

Afternoon

1

8:00AM - 12:00PM

• Course objectives
• Selling difficulties & introductions of participants
• Simulating "Eagle" Behavior
• Learning zone — Not Now List, BS List
• Creating Usage Scenarios - In-class Exercise
• Key Selling Skills
• Alignment of Buying and Selling Stages
• Crossing the "Chasm"
• Core Concept of CustomerCentric Selling®
• Key Player/Opportunity Org Chart - In-Class Lab

1:00PM - 5:30PM

• Dealing with the 'looking to change"
  - Calling the Prospect back
  - Responding to an inbound inquiry
• Opportunity Qualification Roadmap™
  - Call Introduction
  - Goal Identification
• Role Play #1: Call Introduction and Goal ID
• Solution Development Process
  - Questioning Etiquette
  - Solution Development Model™
  - Solution Development Prompter™
• Vision Processing +Benefit &Close lecture
• Role Play #2: Call Introduction and Solution Development
• Discuss evening assignment
  Night #1: group work of approx. 1 hour

2

8:00AM - 12:00PM

• Review of previous day & homework collection
• Enhanced Solution Development
  - Obtaining Measurement
  - Checking for Desire/Emotion
  - Use of Plausible Emergency
• Role Play #3: Enhanced Solution Development
• Sales Call Debriefing Questions
• Opportunity Qualification Roadmap™ (continued)
  - Sales Cycle Control Letter
  - Qualifying the 'prospect'
  - Dealing with 'No'
• Role Play #4: Overcoming Roadblocks
• Proof
• How Decisions are made: Involving Key Players
• Management Review Meeting
• Qualifying the 'buying process'
• Sales Cycle Control Letter - Evaluation Plan

1:00PM - 5:30PM

• Role Play #5: Qualifying the Opportunity
• Buying Process Control - Evaluation Plan
• Implementation Plan
  - Who owns it?
  - Mitigating IT's risks
• Establishing Business Value/ROI
  - Sources and use of measurements
  - Establishing Success Criteria
• Legal / Technical / Administrative Approvals
• Value justification / Projected Cash Value
  - In-Class Lab
• Pre-Decision Review Meeting
  - What is a 'proposal'
  - Orchestrating
• Negotiations
  - Buying Tactics
  - Negotiation Worksheet
• Discuss evening assignment
  Night #2: group work of approx. 2 hours

3

8:00AM - 12:00PM

• Review of previous day & homework collection
• Negotiation In-Class Lab
• Competitive Strategies
• Plausible Emergency Creation lecture & In-Class Lab
• Strategy for Dealing RFP's
• Competing When Your Not First
• Strategy for Dealing with 'Stalled" Opportunities
• Role Play #6: Conducting a Refocus Meeting
• Business Development for Individual Salespeople
  Getting People Not Looking to Look - Phone prospecting - Creating interest on the phone - Getting past gate keepers - Direct mail - Seminars - Trade shows
• Competing When Your First

1:00PM - 4:30PM

• Managing Your Pipeline
  - Grading Your Pipeline
  - Forecasting Your Time
  - Balancing Pipeline Strength and
  Business Development Activities
  - Pipeline Strength and Skill Assessment
• Monthly Pipeline Management Report
• Discuss evening assignment
  - Case Study coaching approximately 1 hour
  - Group homework of approximately 3 hours

4

8:00AM - 12:00PM

• Review of previous day
• Sales Process Management
• Getting started with CustomerCentric Selling™
  - Sales Management, Salespeople,
  Marketing
  - Territory and Account Planning
  - Territory Review
  - Control of future opportunities
  - First week activity
  recommendations
• Begin Case Study Presentations
• Debrief presentations
  - Compliments
  - Revelations
• Review original selling difficulties
• Adjournment and Awards