Benefit Based Selling Skills Program Design Document

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Benefit Based Selling Skills Program Design Document

Design Document for “Benefit Based Selling Skills”

Need for the program

High value sales interactions require the sales professional to interact with the client to understand their
requirements and propose unique solutions.

These high value deals have to be handled with a lot of care as the experience of the prospect during the
selling cycle is a very critical part of clinching the deal. Such deals are done mostly on the basis of the
proposition and the ability of the salesperson to demonstrate value of the product or service.

This program will enable sales professionals handle one-one-one sales effectively and make powerful
sales presentations to influence probable clients.

Audience Profile

Targeted at sales professional in charge of selling high value products/services to high value clients.
These sales professionals might be MBA’s and otherwise technically qualified. They would have around
5+ years of work experience.

Module objectives

 Manage the client engagement process with a common understanding

 Conduct secondary research to gather specific insights
 Interact to gather facts and perspectives
 Understand needs and build a positive impression
 Create solutions to suit the client requirements
 Create a value proposition
 Create presentation to communicate the value proposition
 Propose the solution
 Build a great impression on the client

Program topics

 Client engagement process

 Conduct client specific research
 Interact with the client
 Understand client requirements
 Configure unique solutions
 Create a value proposition
 Communicate the value
 Manage the client interaction

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Benefit Based Selling Skills Program Design Document

Program Flow

Topic Objective Content Methodology Timeline

Welcome Setting Ice breaker to know each Icebreaker 30 mins
expectations and other and also group
ground rules them based on common
traits
Client engagement Manage the client Create a client Faculty inputs 30 mins
process engagement engagement process
process with a from research to contact
common to contract
understanding
Conduct client Conduct Create fact finding and Group exercise for 60 mins
specific research secondary broad level analysis identifying probable
research to gather based on analysis of problem areas and
specific insights annual reports and focusing on one or
analyst reports few of them
Interact with the Interact to gather Based on data gathered, Faculty Inputs 120 mins
client facts interact to gather further Role play
information
Following the ICFA
probing model to find
benefits
Using conversational
skills using broad based
and issue based
questions, structured
from facts to
perspectives
Understand client Understand needs Clearly summarize client Faculty inputs 30 mins
requirements and build a stated and unstated Group exercise
positive needs
impression

Configure unique Create solutions to Validate assumptions, Faculty inputs 60 mins

solutions suit the client conduct data analysis, Creation of solution
requirements understand stated client
requirements and
configure solutions
based on organization
capability

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Benefit Based Selling Skills Program Design Document

Topic Objective Content Methodology Timeline

Create a value Create a value Create a value Faculty inputs and 60 mins
proposition proposition proposition based on creation of a value
input, output and proposition
outcome statement flow
Present the value Create Create a presentation Creation of a solution 120 mins
presentation to using the Benefit – presentation and
communicate the Feature technique and communicating the
value proposition showcase unique ability same
Propose the
solution

Manage the client
interaction
Total time without breaks
Build a great Client moments of truth Faculty inputs 60 mins
impression on the Build value in every
client interaction and provide
high quality inputs
580 mins

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