- The sales simulation provides a process for thinking about an account/doctor situation … done in a way that makes it real, practical, and simple.
- The sales simulation will help our sales teams do a better job selling our solutions.
- Great job of using real world situations throughout the simulation. Too many sales training programs I’ve been involved in were very generic.
- Excellent sales simulation – mind-bending critical thinking. I was truly challenged unlike any other training class. Very realistic compared to other courses.
- The sales simulation is as real world as you can get. The opportunity to present and then make changes moving forward is good. There is a lot of work, but the final presentation brings it all home.
- Loved the interaction between hospital staff and participants in the simulation. Real world happenings and dynamic landscape. Very well done. Didn’t think I’d enjoy this as much as I did!
- What was most beneficial to me? Learning how to get it down on paper and prioritize. Pre-call planning. Finally thinking about my opportunities by putting it down on paper and dissecting my strategy – seeing things that weren’t clearly apparent before. More understanding of the complexities of a sale.
- Strategy insights – especially for my own accounts. Reviewing our own accounts and mapping a sales strategy for them was great. The sales tools helped to visualize a sales strategy.
- Exercises and role plays were specific to our business. Use of practice scenarios – helps apply newly learned knowledge. Case studies allowed me to practice the ideas learned and discuss strategies with my peers.
What were the most beneficial parts of the sales simulation?
- The simulation really mirrored the world we live and work in. I was engaged 100% of the time.
- Real time feedback.
- Strongly confirming my experience from my business life.
- Working peers to develop strategy – shared learning with team members.
- Learning from my colleagues.
- Pre-call planning – strategizing about objectives for calls.
- Observing actual interactions between buyer and sales.
- Tactical call planning of the strategic goal in mind.
- Reinforcing call planning.
- One size doesn’t fit all. Now I’ll really look at my sales team as individuals, who need to be treated as such.
- The workbook and best practices were incredibly beneficial to me.
- Becoming a better coach. How to be a more effective coach.
A Worldwide Logistics Company
- The sales simulation was awesome! Thanks. Excellent class to really bring all entities of the company together and strategize on a strategic account.
- I am very glad I have been given the opportunity to attend the sales simulation. I think the learning process is an excellent opportunity to channel and work with different business units to build a very powerful message for our customers.
- The sales simulation was a great experience. Highly recommended. Took my sales knowledge to the next level. This all helps me do my job better.
A Market-Leading Medical Device and Consumables Company
- What was most valuable to me? Team discussions, pre-call group planning sessions, listening to others, strategy sessions between calls, and critical feedback on Buyer player. Learning from others is the way to go.
- The simulation was realistic – what I face daily. It’s no use going through sales training if the scenarios do not apply – real life.
- Back to basics with a fundamental skill we all need to do better. Recapturing some fundamentals and action steps that enhance consultative selling. Revisiting the selling process. Sharpening my skills. Made us re-think our sales approach.
- Asking customers for support – but make sure it is measurable. Develop action plans for my customers and fully define those actions agreed upon – get customer to take action.
- Improve questioning: Drill down with questions more. Asking more follow up questions. Try not to ask the easy question.
- Asking more questions. Better and more specific questions. Ask questions to find out what benefits the customer and not me. Monitor talk time. Sit tight and probe right.
- Pre-call planning with an agenda. I am going to have an agenda prepared and allow the customer to speak more. Fitting customer objectives into the call agenda.
- Refocus on the customer. Engage the customer with ideas that benefit them, not me. Learning better ways to put my customer first and how to uncover opportunities.
- All new employees should attend. As a brand new employee, hearing potential scenarios was a great training tool.
- I’m so new, so every little bit is a big help. The sales call simulations were the best way to help.
- What will you do differently as a result of attending the program?
- I will plan calls differently, pre-determining desired outcomes.
- Listen more and talk less.
- Be more open minded about my calls. Don’t be in such a hurry.
- Try to get customer’s input more.
- Use an agenda to structure the calls.
What are you going to do differently after attending the program?
- Focus on listening and providing links to needs and solutions.
- Spend more time strategically planning all of my calls and plan from a level to work the deal to the C-Suite.
- Prepare more specifically with regard to outcome-based sales calls.
- Refine messages/call planning.
- Devote more time to pre-call planning.
- Add team members as necessary.
- Listen more to the customer’s need vs. lecture to them and strategize more.
- Anticipate what else to be prepared for.
- I am going to target accounts that I believe I can accelerate and increase sales by meeting with the “C” Level.
- Sell higher.
- Look at accounts in a different light.
- Call planning, get the customer talking about their needs before providing solutions, call objectives.
- Probe to find an underlying issue, be an active listener and close and optimal solution with confidence.
- Identify decision makers and their level of influence.
Evidence of positive impact from the sales simulation includes:
- Able to structure agendas and improve defining the purpose and outcomes of client meeting and able to track progress better.
- Introduce more rigor in pre-call planning.
- Use common language and approach across business units in pre-call planning.
- Realize that just because you don’t have the expertise doesn’t mean you can’t have an impactful call – laying groundwork to bring in subject expert.
- Increase awareness of capabilities across the team.
- Turn to leadership for big picture perspective when we need a mix/large scope of capabilities.
- Anticipate client pushback/objections with prepared responses.
- Deepen understanding about the client environment