PPT Sales Probing -Level 1 training.pptx

Sales probing ppt

1. SALES PROBING -LEVEL 1 Guide your prospect towards increasing cooperation between you like a Pro

2. Sales Probing session plan -4 hours # Topic Subtopic Hours- 4 Methodology Introduction to Sales Probing     Identifying participants prior experience & knowledge of sales Probing skills Setting context & creating excitement about the agenda by sharing key benefits of this workshop to the participants   30 minutes Are these Probing Questions-Workbook Activity ILT - Facilitator shares 1 Fundamentals of Probing Skills How do Probing Question help you Asking the Right Question at the Right time can lead to more sales Let’s practice - Spin Selling -4 Question Types 90 minutes ILT with examples ILT - Spin Selling Illustration Role play in 2’s & in front of class x 3 Rounds

3. Sales Probing session plan -4 hours # Topic Subtopic Hours- 4 Methodology 2 Key Strategies to Effectively Probe during Sales Conversations Open/ close probing and when to use   using Ninja Funnel Technique Learning Practise using Ninja Funnel Technique Leading questions to nudge the customer to a closure Learning reiteration -Leading Questions Two decision Makers questions that speeds up closing Practise - Two decision Makers questions that speeds up closing 45 minutes Facilitator Illustration Sell me that Antique in 4’s u Picture Illustration + ILT Quiz workbook activity post it note activity 3 Practical Tips to make probing work for you How to use probing in Tally sales  conversations Time to showcase - Role plays – Tally scenario-based 60 minutes Flipchart Roving with a Twist 3 Kings - Role Play in 3’s Learning closure -Day 1 Learning recap & implementation discussion 15 minutes Pledge workout - workbook

4. Expectation Setting Keep your mobile on Silent Come with a willingness to Learn 100 % Focus & participation Ask Questions for clarification Complete assignments during & post workshop

5. 4 Hours workshop Agenda Introduction to Sales Probing Fundamentals of Probing Skills Key Strategies to Effectively Probe Practical tips to make Probing work for you

6. "Questions wake people up. They prompt new ideas. They show people new places, and new ways of doing things". -Michael Marquardt, Author of Leading with Questions

7. Introduction to Sales Probing

8. Are These Probing Questions ? Why? What would be your ideal outcome from this situation? Do you have a specific time-frame you would like us to work with?

9. 1. Fundamentals of Probing Skills

10. How do Probing Questions Help ? Probing questions ask for more detail on a particular matter. Probing Questions can be a follow up question Probing Questions helps Clarify a point Probing Questions helps to Identify what’s in your customer's mind Probing question helps to gage customers interest in your solutions

11. Asking the Right Question at the Right time SITUATION QUESTIONS 4. NEED-PAYOFF QUESTIONS 3. IMPLICATION QUESTIONS 2. PROBLEM QUESTIONS

12. Let’s Practice in 2’s -Spin Selling 4 Question Types Round One

13. Let’s Practice in 2’s -Spin Selling 4 Question Types Round Two

14. Let’s Practice in 2’s -Spin Selling 4 Question Types Round Three

15. Your Learning Observations

16. 2. Key Strategies to Effectively Probe during Sales Conversation?

17. The Ninja Question Funnel Technique that wins

18. SELL ME THAT ANTIQUE

19. What do you See ?

20. Leading Questions

21. A question that hints at a particular answer being 'right' or excludes other possible answers is known as what? Assumptive question Leading question Loaded question None of these are correct Let’s see if you Got it

22. You were using another provider for your GST & Taxation purpose ? Am I Right This is a Leading question This is not a leading Question None of the above is correct Am not Sure Let’s see if you Got it

23. Choose which 2 statements are leading Questions ? You were in Delhi last week, weren't you ? what are you currently looking for ? Isn’t it true that you are facing challenges with your Inventory management systems ? d) I don’t know why you are not interested ? Let’s see if you Got it

24. Apart from you ,who else are the decision makers Every company is different, How does your company make a decision like this ? 2 Decision Maker Questions that Speeds up closing

25. Apart from you ,who else are the decision makers Every company is different, How does your company make a decision like this ? Let’s Practice !

26. 3.Practical Tips to Make Probing Work For You

27. How to use Probing in Tally sales Conversation

28. Practice Time -Time to Showcase - Probing Skills in Totality

29. Your Learning Observations

30. What is Negotiation?

31. Learning Pledge