WINNING AT SALES

A program to help participants develop knowledge, skills and attitudes for effective
selling

LEARNING & CHANGE INTERVENTION

RIPPLES LEARNING SERVICES
Bangalore | Hyderabad | Chennai | Mumbai | Delhi | Singapore| Malaysia| Bangladesh

Proprietary and confidential. © 2007-2020 Ripples Learning Services. All rights reserved.
Proprietary and confidential. © 2007-2020 Ripples Learning Services. All rights reserved.
 WINNING AT SALES
An intervention for transition effective selling

Impact on Business: This learning intervention is likely to impact business

 Enhanced motivation to sell because of empowerment
 Better sales performance leading to increased profits
 Enhanced ownership and personal responsibility

Time required: 24 hours

Delivery Format: Three Day Workshop

Program Description: The program builds attitudes and skills in the participants to help them transition into
the organization. Help participants develop a powerful and positive sales success mindset
 Help participants build a foundation for success in sales through ownership and self awareness
 Help participants develop a powerful and positive sales success mindset
 Enhance participant’s understanding of a high value sale and how the process works
 Improve communication skills of participants – verbal behaviors, listening, articulation, non-verbal
behaviors
 Enhance participant’s self confidence and ability to manage emotions
 Enhance participant’s understanding of human behavior
 Develop powerful beliefs which would help the participants sell more effectively
 Help the participants become more self motivated
 Teach the participants the critical skill of positive thinking and dealing with failure
 Help participants improve their needs elicitation skills
 Help participants improve their skill in demonstrating capability and offering
 Enable participants to improve their on-telephone performance
 Equip participants with tools to improve their rapport building skills
 Teach participants the SPIN Selling Model for understanding, managing and fulfilling needs of
customers
 Enable participants to prevent and handle objections better
 Help participants set goals and manage their time better
 Help participants develop their negotiation skills
 Enable participants to improve their prospecting skills
 Help participants improve their persuasion and influencing skills by learning powerful new
strategies

Proprietary and confidential. © 2007-2020 Ripples Learning Services. All rights reserved.
 Sales Mastery

FOUNDATION FOR SUCCESS

Introduction and Orientation

Topic Learning Objectives Focus Areas Methodology Duration

Introductions and To give trainees an overview of  Welcome PPT 30 min.

Welcome PPT the Training Program and
communicate behavioral
parameters while in training.
Allow Trainees to set ground
rules
 Participant Introduction
 Setting Expectations
 Agreeing on Learning
Objectives
 Agreeing on Success
Criteria

Game To engage participants, pump  Interpersonal Attitudes 15 min.

Pair Share up energy and demonstrate  Engagement / Interaction
simple principles of relating to  Fun
others.

Effective Communication

Topic Learning Objectives Focus Areas Methodology Duration

 Methods
 Powerful verbal behaviors
o Paraphrasing
o Clarifying
o Probing
o Testing
Understanding
To learn powerful new verbal
o Summarizing
Effective behaviors to create a big jump  Games
o Seeking 120 min
Communication in enhancing effectiveness of  Role plays
information
communication  Practice
 Articulation
o Techniques
o Sensory rich
communication
 Listening to understand
o Active Listening –
an attitude, a skill

Building Rapport
Topic Learning Objectives Focus Areas Methodology Duration

Building Rapport To enable participants to build  Matching & Mirroring  Articulation

rapport with others and create  Pacing & Leading Practice
trust.  Anchoring Gestures  Role Plays 90 min
 Anchoring Space  Games
 ILT

Proprietary and confidential. © 2007-2020 Ripples Learning Services. All rights reserved.
A Commitment to Excellence
Topic Learning Objectives Focus Areas Methodology Duration

Self Motivation To equip participants with tools  Self Talk ILT with discussion; 60 min
to motivate themselves.  Visualization Video
 Affirmations

Activity To help participants experience  Self Motivation Emotional Flood 30 min

positive emotions at will. Exercise

The Science of Persuasion – Why we Buy

Topic Learning Objectives Focus Areas Methodology Duration

Why we buy To help participants understand  Emotional Reasons to Buy ILT with 60 min.
the process the customer  Logical Reasons to Buy Discussion, PPT;
undergoes before making the  Low Involvement vs. High Group Exercises
decision to buy. Involvement
 Understanding Needs and
Wants

Belief – A Salesperson’s most Effective Weapon

Topic Learning Objectives Focus Areas Methodology Duration

Stages of a Sale To help participants understand
better the logical stages of a
high value sale.
 Preliminaries ILT with discussion; 60 min.
 Investigating PPT; Video; Self
 Demonstrating Capability or Assessment
Benefits
 Obtaining Commitment
 Huthwaite Research
 Value Proposition
 Benefits Retention

Essentials of Selling
Topic Learning Objectives Focus Areas Methodology Duration

Essentials of To help participants appreciate
Selling the process of selling and
develop insights and an attitude
conducive to selling.
 What Selling is and what it ILT with discussion; 60 min.
isn’t PPT; Video; Self
 Understanding needs Assessment
 Hurdles in Selling
 Being Proactive

Assessment To assess the proactive and  Proactiveness Self Assessment 15 min.

initiative levels of self and how  How I relate to others Feedback on scores
one relates to others.

Proprietary and confidential. © 2007-2020 Ripples Learning Services. All rights reserved.
 SALES MASTERY

Appointments
Topic Learning Objectives Focus Areas Methodology Duration

Demonstrating To help participants understand  Appointment PPT; ILT, 60 min.

Capability of how they can get appointments  Reason for calling Discussions, Group
Appointments  Confidence and belief Tasks
 Preparation
 Time and energy

Activity To help participants practice  Appointments Role Plays 30 min.

Role Plays the behaviors learned in the
module.

Demonstrating Capability & Benefits

Topic Learning Objectives Focus Areas Methodology Duration

Demonstrating To help participants understand  Uncovering Needs PPT; ILT, 60 min.

Capability & how they can best demonstrate  SPIN Model for Selling Discussions, Group
Benefits capability and benefits which  Offering Solution and Tasks
they offer. Capabilities
 Building up “hurt”
 Healing the hurt
 Building Pressure to buy
 Need- Pay Off

Activity To help participants practice  SPIN Model Role Plays 30 min.

Role Plays the behaviors learned in the
module.
Unconscious Persuasion
Topic Learning Objectives Focus Areas Methodology Duration

Unconscious To help participants develop  Pattern Interrupts ILT with discussion; 60 min.
Persuasion skills and learn powerful  Unconscious Persuasion PPT; Video; Self
strategies for persuasion.  Framing – As If, Preframing, Assessment
Reframing, Deframing
 State Management
 Contrasting
 Reciprocation
 Double Binds
 Social Proof
 Commitment and
Consistency

Activity To help participants apply the  Influencing Self Assessment 30 min.

ideas in the earlier Module. Feedback on scores

Proprietary and confidential. © 2007-2020 Ripples Learning Services. All rights reserved.
Giving Benefits in a High Value Sale
Topic Learning Objectives Focus Areas Methodology Duration

Giving Benefits To help participant understand  Benefits ILT with discussion; 60 min.
how best to position the  Traditional Benefit PPT; Video; Self
benefits in front of the client in Statements and why Assessment
a high value sale. they don’t work in high
value sales
 Type A / Type B
 Too early to convince

Objections – Preventing and Handling

Topic Learning Objectives Focus Areas Methodology Duration

Objections To help participants learn how  Objections ILT with discussion; 60 min.
to deal with objections – before  Preventing Objections PPT; Self Assessment
and after they occur. with SPIN
 Advantages
 Symptoms and Causes
 Techniques
 Preframe
 Reframe

Prospecting Skills
Topic Learning Objectives Focus Areas Methodology Duration

Prospecting To help participants enhance  Prospecting ILT with discussion; 90 min.

their prospecting skills.  How does it work PPT; Role Plays
 The Call
 Discipline in Prospecting
 The Prospecting Board

Negotiation Skills
Topic Learning Objectives Focus Areas Methodology Duration

Negotiation To equip trainees with specific  Understanding Critical ILT with discussion and 120 min.
Process skills and strategies for Outcome Factors exercises
effective negotiations.  Deadlocks
 Standstills
 Concessions
 Traps
 Tactics

Negotiation Outcomes – Win-Win

Topic Learning Objectives Focus Areas Methodology Duration

Negotiation To enable participants to  Negotiation Planner ILT with discussion; 120 min.
Outcomes become aware of various  How Negotiations Work PPT; learning-buddy
negotiation outcomes and  Outcomes exercises and self-
discern between desirable and  Lose-Lose exercises
realistic outcomes.  Lose-Win
 Win-Lose

Proprietary and confidential. © 2007-2020 Ripples Learning Services. All rights reserved.
  Win-Win

Game Game to demonstrate win/win  Win-Win Outcomes in a Game 30 min.

Red / Blue outcomes as a result of live negotiation Debrief
negotiations.

Unconscious Persuasion
Topic Learning Objectives Focus Areas Methodology Duration

Obtaining To help participants learn  What is closing ILT with discussion; 60 min.
Commitment behaviors which would help  Closing for real Video
them close sales.  Pressure Tactics
 Client Sophistication
 Compulsive Closers
 Seek – Build –Propose

Individual Action Plan Creation

Topic Learning Objectives Focus Areas Methodology Duration

Individual Action To help participants start  Individual Action Plans ILT with discussion; 60 min.
Plans practicing new behaviors in the  SPIN Selling PPT; Role Plays
real world by developing an  Scripts
Action Plan.  Review by Facilitator

Proprietary and confidential. © 2007-2020 Ripples Learning Services. All rights reserved.