Call us now
(937) 775-4565
CarterFraser Sales Boot Camp
Description Program Fee & Registration Agenda Faculty
 
Agenda
 

CarterFraser Sales Boot Camp: Outline Length:

1 day (8 AM – 5 PM)

One hour coaching follow up the week after the boot camp Min/Max: 10/25 participants (# of facilitators: 2)

Assessment: Birkman Method (pre-work) & post-program feedback Price $1,295. Early bird sign up $995.

Learning Objectives

  • Who you are as a person.
  • Who you are as a sales professional
  • How to view the world the way your customer sees it. (This is the number on thing that successful sales professionals do)

What You Will Take Home

  • Worksheet identifying the top 20% of your accounts.
  • Who are you contacts within those accounts?
  • What Birkman color are those contacts.
  • How to adapt your sales style to those customers needs.

AGENDA

8:00 AM – 9:00 AM: Introductions & Overview

  • Why “Attitude” Matters

9:00 AM – 11:00 AM: Introduction to the Birkman – a model for effective sales

  • Cycle of Sales
  • Exercise: Sales Style Grid -Interests, Style & Needs on Floor Grid

9:00 AM – 11:00 AM: Who are your customers

  • Worksheet identifying who your top accounts are
  • Identify real challenges you have within those accounts
  • Identification of your three largest sales challenges

12:00 PM – 12:45 PM: Lunch

12:45 PM – 1:45 PM: How to sell to the different styles

  • Cycle of Sales – Adapt your style for success – It only takes a few steps
  • How to sell to Executors
  • How to sell to Persuaders
  • How to sell to Detailers
  • How to sell to Planners

1:45 PM – 3:45 PM: Solving real life issues

  • On the floor grid have each person report out their top sales challenge
  • Discuss what color the challenge falls in
  • Capture on flip charts by color suggestions on how to solve the challenges

3:45 – 4:30 PM: Communicate effectively to your accounts using the Birkman method

  • Basic rules of communication using the Birkman method
  • 4:30 – 5:00 PM: Wrap Up & Next Steps
  • Sign up for individual assessment feedback/coaching session (review Birkman & Phase 2 plan)
 
Program Finder
  • CarterFraser Sales Boot Camp
  • Successful Succession Strategies Workshop
  • Global Programs in Cyber Security
View All Open Enrollment Programs
 
In Partnership With
 
 
Home
About us
Programs
Faculty
Register Now!
Give us feedback
Our Schedule of Future Projects
 
Recommended Hotel
 

Center for Professional Education
Wright State University
3640 Colonel Glenn Hwy.
Dayton, OH 45435-0001

Office: 075 Allyn Hall
Phone: (937) 775-4565
Fax: (937) 775-4561
E-mail: susan.brixey@wright.edu

Follow us on:

Copyright © 2011. All rights reserved!