SURESWING!!!
A Sales Kick Off Breakout Session for Sales and Presales
Conferences and annual meetings provide excellent opportunities for professional development skills building. These breakout sessions succeed when they include:
- An interactive experience
- A customized delivery
- Immediately applicable ideas
With these in mind, Technically Speaking offers a 60-90 minute breakout session that will engage, entertain and inform sales audiences of all sizes and levels of experience.
SURESWING!!! is a sales simulation during which each attendee plays the role of buyer or seller. The goal is simple – make a deal! The energy level in the room is high, the competitive nature of sales teams is ignited and deals are struck.
What do they learn?
SURESWING!!! is a “discovery learning” exercise. This means that the real learning takes place after the simulation. With our facilitator’s guidance, participants learn what they did well and what else they could have done to increase profits and the likelihood of a win/win outcome.
Some of the key learning points include:
1. Asking before telling
Too often salespeople start “selling” their value before uncovering information that could impact how they sell their value. Here, the importance of getting on the other party’s agenda first is reinforced.
2. Controlling the air time ratio
How much did each person talk? A compelling chart is revealed detailing how much a salesperson should talk compared with the client over the life of a sales cycle.
3. Filtering information
The focus here is on planning what information to get and how to manage information that does not represent power to the seller. This is particularly important for team calling opportunities.
4. How high to start
Whether it’s price, scope of deal, timelines or other quantifiable deliverables, sales and presales must know how to set starting points to their advantage. This section of the debrief provides guidance on how to start as high as possible in ways that are perceived as reasonable by the other party.
Connecting SURESWING!!! to your industry
While the simulation on its own is a tremendous learning experience, of at least equal importance is relating the key learning points back to the real world scenarios of the attendees.
In order to accomplish this goal, Technically Speaking commits to:
1. Conducting extensive interviews with key stake holders to learn more about your company
2. Connecting the simulation’s learning points to your company’s needs throughout the session
3. Adding industry-specific slides and examples to fully customize the experience
Summary
In summary, breakout sessions that are engaging and relevant receive excellent feedback and provide the kind of ROI that these critical events deserve. With the help of Technically Speaking’s SURESWING!!! simulation, attendees will take away revenue impacting learning points that are immediately applicable to customer interactions.