Sales Workshop Series
Strategy & Solution Selling Workshop for Community Colleges
This 2-day workshop is specifically designed for client-facing personnel responsible for selling the array of services your college has to offer. Participants will learn to identify, engage, and grow strategic accounts that turn into profitable and sustainable business relationships for your college. You will walk away with a renewed inspiration for the work that you do, and practical tools that will help you grow the business.
Everything DiSC Sales Assessment, Profile, & Feedback
- Our Behavioral & Selling Style
- EVERYTHING DiSC Sales Report (assessment completed prior to workshop delivery)
- Understanding & Appreciating 4 Unique Buying Styles
- Engagement Strategies
- EVERYTHING DiSC Sales Interaction Guide Tool
- Our Group Culture (for teams only)
- EVERYTHING DiSC Group Culture Report
Driving the RIGHT Conversations (the front-end needs analysis)
- Why is this difficult? Establishing RAPPORT
- Identifying and prioritizing the BUSINESS ISSUES
- BACKING AWAY from the solution
- Gathering EVIDENCE and IMPACT
- Exploring CONTEXT and CONSTRAINTS
- Defining RESOURCES
- Understanding the DECISION-MAKING PROCESShttps://websites.godaddy.com/workshops
- Discussing NEXT STEPS
- Mutual Exploration Tool
Organizational Development 101
- Factors that impact organizational performance
- Levels of needs analysis
- WHO are the stakeholders we should engage?
- HOW should we collect the data?
- WHAT should we ask the stakeholders?
- The A.D.D.I.E. model
- Kirkpatrick levels of evaluation
Our Service Offering Portfolio
- Ranking our service offerings
- Resource management
- Professional service agreement (PSA) for instructors
- PSA Template
- Pricing for profit
- Business Worksheet Tool
Business Development Strategy
- Defining a “great account”
- Ranking our industry sectors
- Strategic account prioritization
- Account Prioritization Tool
- Organizational structure analysis
- Engagement strategies
- WHO else? & WHAT else?
- Client Partnership Tool
- Account transferability
- Service Client Matrix Tool (Manufacturing & Healthcare)
- Client data management
The Client Engagement Process (for teams only)
- From initial contact to the client report out
Dashboard
- Metrics critical to our success
- Our Custom Dashboard Tool
More Best Practices
- Celebrating successful projects
- The “client report out”
- Master service agreement (MSA) for clients
- MSA Template
Supporting Textbook: “Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship” (Mahan Khalsa & Randy Illig)
