Axis, Session 1 Walkthrough
| Module, Sub-section and Facilitation Tool | Slides | Estimated Duration |
|---|---|---|
| Session Opening | 11.75 | |
| Welcome Address | 0.25 | |
| Activity- Hello World!: In the chat box, type in “Hello lovely people, this is {{First Name}}” | 3 | 0.5 |
| Facilitator introduction | 4 | 1 |
| Ice-breaker and participant introduction (Activity) | 4 | 10 |
| Session Objectives and Agenda | 10 | |
| Explanation of session objectives and format (Facilitator Debrief) | 6 to 8 | 2 |
| Facilitated Discussion – Your challenges: What are the challenges that you have faced w.r.t. getting prospects to give you their time or respond to your ‘consultative questions’? | 9 | 3 |
| Facilitated Discussion – Why are prospects often reluctant to meet with salespeople and/ or freely open up to them? |
10 | 3 |
| Facilitator Input – based on above discussion | 11 to 13 | 2 |
| 1. Establishing Trust, Building Rapport | 14 | |
| Module Objectives: Getting participants to * Understand how their personality type impacts their selling “style” (how this is both beneficial and could become a hindrance to sales, if one is not aware of it); * Using the knowledge of selling styles to build rapport with and facilitate the sales discussion |
||
| Poll/ survey 1– Have you ever experienced this? | 15 | 2 |
| Facilitated Discussion can you share an actual instance (not a hypothetical situation) of each of these happening?”) | 15 | 6 |
| Question: Has it ever intrigued or frustrated you, why different customers/ prospects respond differently to you? | 16 | |
| Facilitated Discussion Why might they be responding differently to you? | 17 | 3 |
| Poll/ survey 2 – “Why do you think customer behaviour is so confusing (they behave differently)?” | 18 | 2 |
| Facilitator Debrief – their personalities differ | 19 | 1 |
| Facilitated Discussion: How would it help you, if you could… | 20 | |
| Facilitator debrief/ input | 21- 22 | |
| Identifying Your Own Personality Type and Learning About Personality Types | 23 | |
| Poll/ survey 3– based on the previous input – Which of the following is true) | 24 | |
| Facilitator Debrief | ||
| Briefing – Online Tool – report | 25-26 | |
| Facilitator Debrief – The four personality types – traits (using the slides and the PDF on the laptop) | 27-31 | |
| Poll/ survey 4– (based on the personality types, which type of salesperson would be the most successful?) | 32 | |
| Facilitator Debrief: there is no correlation between personality type and sales success -each will sell in their own way (sales success is the outcome of sales skills, knowledge and disciplined selling endeavours) | 33 | |
| Exercise (profiling two people we know closely | ||
| Poll/ survey 5– (What does the landscape here look like?) | 34 | |
| Facilitated Discussion (based on previous input – So what can we do with this knowledge in our selling endeavours? | 35 | |
| Break | ||
| Building Rapport by Assessing Personality Types | 36 | |
| Facilitated Discussion Why should you care about building rapport? | 37 | |
| Facilitator Debrief: How to address the four types to build rapport | 38-41 | |
| Communicating to Build Rapport | 42 | |
| Facilitator Debrief – Addressing the four types to build rapport | 43-52 | |
| Fishbowl Role-Plays – Addressing the four types to build rapport |