MODULE 1 - SALES 1x1

CHAPTER 1: Everyday life in telephone sales

• LIVE 1: Kick-Off (1.5 h)(large group)
  • Introductions (Who? Where from? Experiences? Expectations? Fun Fact?)
  • WHY of the training
    • Sales Forge
    • "Cut the diamond in the rough" (TN were selected from thousands of applicants)
  • Live Demonstration FAC
  • Live Demonstration Landing Page
  • Explanation of the Shadowing Sessions
    • Live Call Studio
    • Accounts of TLs
    • Time schedule incl. phone numbers
  • Kahoot quiz "Do's and Don'ts in communication".
  • Word cloud "What does sales mean to you?"
• Examples from other industries
• Video "Basics of telephone sales (from Cold Calling)
• Self-motivation

CHAPTER 2: THE PERSONIO PITCH

• VIDEO "Solution selling and funnel method"
• HW: The perfect pitch (according to Simon Sinek on three levels: Why, How, What). In which video do we explain the Sinek? Can we perhaps bring this forward?
• LIVE 2: MBTI evaluation + homework correction + role play pitch (2h) (large group)
  • Query Handling FAC
  • The WHY of a pitch (Why is a pitch so important and what does a pitch do for me and a potential client?)
  • Review of homework "The Perfect Pitch”
  • Solution selling X Personas (Developing individual pitches to the different personas based on the 4 stages in solution selling 1. Challenges, 2. Causes, 3. Consequences, 4. Solution).
    • Sample template:
      • At Personio, we have made it our mission to....
      • This means that we...
      • In concrete terms, this means for you... (2-3 examples/concrete solutions/tools/functions)
  • Homework correction (with the gained knowledge)
  • Preparation Session 3 (www.16personalities.com)

MODULE 2 - Rhetoric & Psychology

CHAPTER 1: Basics of Communication

• ON DEMAND - Videos and Podcasts (1 h)
  • Communication is highly complex (brain science)
  • Sender - Receiver model
  • The four-sides model (by Schulz von Thun)
  • HW: The Yes Street (from Cold Calling)

CHAPTER 2: The Gatekeeper

• VIDEO + slide set Gatekeeper
• LIVE 3: Role play The Gatekeeper + correction HW Yes Street (2 h) (small group)

  • Impulse lecture on motivation and self-motivation

  • Discussion of MBTI results/profiles and what meaning the insights gained have for the work in the team (clearly point out relevance for the participants)

  • Knowing one's own strengths and weaknesses and dealing with them pro-actively

  • 3 questions/diagram (exercise: Personio as a "great place to work")

    • What drives you?
    • What gives you pleasure?
    • What do you get up for in the morning?

    Result: Which of these things does Personio offer you? > almost everything!! absolutely privileged position > you should remind yourself of this every now and then, especially when you are in a motivational slump

  • Introduction to the Gate Keeper topic

  • Role plays Gate Keeper incl. evaluation sheets (approx. 1h 20min incl. break)

  • The Personio Yes Street as a conclusion to the session (and as a possible conclusion to a conversation)

CHAPTER 3: Psychology

• ON DEMAND - videos & podcasts (30 min)
• Expectations & Needs
  • Needs of different generations
  • Maslow’s hierarchy of needs
  • The DISG model and MBTI
  • How expectations arise

CHAPTER 4: Rhetoric