Odyssey™ - Experiential Sales Program
Overview
Odyssey is a 21/2 hour simulation that highlights the importance of transformational versus transactional sales. It provides sales people with a compelling opportunity to apply the principles of The Sticking Point, teaching participants how to uncover customer’s driving questions.
Benefit to You
Winning in Odyssey, and in Sales, requires discipline, skill and smarts. Starting with a deep knowledge of their own products, their competitors and the marketplace, effective sales team in Odyssey excel at every stage of the selling cycle:
- Call Preparation
- Discovery and Assessment
- Designing and Delivering Needs Based Solutions
- Producing Results: Long‐Term Client Engagement and Sales
By the third stage of the simulation, winning sales teams will be able to create solutions that create both the Results and Relationships that lead to long‐term sustainable growth for their clients.
Participants Will Learn:
- The importance of call preparation
- How to gain a clear picture of the customer's definition of value
- How to get a fast, accurate read on the customer’s sticking point
- How to frame a message in a way that appeals to the customer's interest
- How to solve real‐world, real‐time customer issues using Pull Conversation
- How to identify the common ground that resolves cognitive and emotional tension in the sales cycle
How it Works
Participants are part of either Sales or Customer teams. The Sales teams have competing products, at different price‐points. Their challenge is matching the right product to the right customer need.
Customers are not created equal. In Odyssey the four customer teams each have unique profiles which impact their business decisions and product requirements. Sales Teams must assess their Customer’s technical needs, but equally important, they must understand their Customers’ subjective core emotional drivers.
For example: Customer A may be analytical, and require clear data delivered succinctly, whereas Customer B may be driven by their need for a “trusting” relationship. Although both customers may have similar technical requirements, Sales Teams must flex their communication styles or risk alienating one or the other.
Results are at the core of Odyssey, but it’s not simply about closing a sale ‐ it’s about opening relationships: creating engaged customers and a relationship that will support long‐term sales.
Learn more about Odyssey™:
Please contact us at Juice for complete details. We will work with you to select the most effective blend of services designed to ensure you achieve targeted and sustainable results.
Tel: 519.822.5479
Toll Free: 888.822.5479
Email: Info@juiceinc.com
