1. Introduction (15 minutes)

• Welcome Participants
  • Warmly greet attendees to create an inviting atmosphere.

• Session Objectives
  • Outline key learning outcomes and what participants can expect to achieve by the end of the session.

• Overview of the P.A.P.A Framework
  • Introduce the four components: Prepare, Ask, Present, and Action.

• Overview of the Likability Framework
  • Discuss the critical role of likability in sales and how it impacts customer relationships.

2. Understanding the P.A.P.A Sales Framework (1 hour)

A. Prepare (15 minutes)

• Key Concepts
  • Highlight the importance of researching prospects and understanding their needs to craft effective sales strategies.

• Activity: Role-Play Preparation
  • Participants pair up or form small groups.
  • Each group selects a prospect and prepares for a mock sales call based on their research.

B. Ask (25 minutes)

• Activity: Questioning Techniques Competition

Setup (5 minutes)

• Divide participants into small teams (3-4 people).
• Provide flip charts or whiteboards and markers for each team.

Competition Structure (20 minutes)

1. Round 1: Open-Ended Questions (10 minutes)
   • Teams create as many open-ended questions as possible related to a specific sales scenario (e.g., selling a product).
   • Scoring: 1 point for each valid open-ended question.

2. Round 2: Closed Questions (10 minutes)
   • Teams switch gears and formulate closed questions based on the same scenario.
   • Scoring: 1 point for each valid closed question.

3. Round 3: Role-Play Challenge (10 minutes)
   • Teams choose one open-ended and one closed question to use in a mini role-play with another team.
   • Scoring for role-play:
     • Use of questions: 2 points for effective use.
     • Active listening: 2 points for demonstrating listening skills.
     • Overall engagement: 1 point for enthusiasm and connection.

C. Present (15 minutes)

Key Concepts

• Participants will learn how to effectively engage their audience by highlighting the unique benefits of their product or service in relation to customer needs.

Activity: Elevator Pitch Challenge

• Task:
  • Each participant creates a concise elevator pitch (60 seconds) that clearly communicates the value proposition of their product or service, tailored to the specific needs identified in their mock scenarios.

• Format:
  • Participants will present their pitches to the group, receiving constructive feedback focused on clarity, engagement, and relevance to customer needs.

• Feedback Criteria:
  • Clarity of message
  • Connection to customer needs
  • Engagement and delivery style

This revised approach encourages participants to focus on concise communication and adaptability, key skills for successful sales presentations. Would you like any additional modifications or details?

D. Action (15 minutes)

Key Concepts

• Discuss effective closing techniques and the importance of setting follow-up actions to maintain customer engagement.

Activity: Closing Techniques Workshop

• Task:
  • Participants will review various closing techniques (e.g., assumptive close, urgency close, and summary close) and their appropriate contexts.

• Group Discussion:
  • Break the participants into small groups and present different scenarios that illustrate common sales objections or situations where a close might be necessary.
  • Price Sensitivity, Need for Approval, Timing Issues, Lack of Trust or Credibility, Information Overload, 

• Key Activities:
  • Each group will:
    • Analyze the scenario and identify the best closing technique to use.
    • Develop a brief outline of how they would approach the closing conversation, including:
      • Key points to emphasize.
      • How to address potential objections.
      • Specific follow-up actions to propose.

• Sharing Insights:
  • Groups will then share their approaches with the larger group for feedback and additional ideas, refining their understanding of how to effectively close sales and maintain engagement.

These scenarios can help participants think critically about how to handle objections and effectively close sales by employing tailored techniques without the pressure of role-playing.

3. Exploring the Likability Framework (1 hour)

A. Building Rapport (20 minutes)

• Key Concepts
  • Emphasize the importance of building connections and trust in sales relationships.

• Activity: Icebreaker Exercise
  • Participants share personal stories or experiences to foster rapport and connection within the group.

B. Authenticity (20 minutes)

• Key Concepts
  • Discuss the significance of authenticity and relatability in building trust with customers.

• Activity: Authenticity Role-Play
  • Participants practice authentic interactions in a sales scenario, focusing on presenting themselves honestly.

C. Empathy (20 minutes)

• Key Concepts
  • Highlight the need to understand and address customer emotions to enhance the sales process.

• Activity: Empathy Mapping
  • Groups create an empathy map for a customer persona, identifying their needs, concerns, and motivations.

4. Combining the Frameworks (30 minutes)

• Discussion: Integrating P.P.A.P Sales Framework and the Likability Framework.
  • Facilitate a discussion on how the P.A.P.A Framework enhances likability and why combining both is essential for effective selling.

• Group Activity: Full Sales Call Simulation
  • Participants conduct a complete sales call using both frameworks.
  • Groups present their calls, followed by constructive feedback from peers and the facilitator.

5. Wrap-Up and Q&A (15 minutes) Key Takeaways (5 minutes)

• Recap Main Points:
  • Summarize the key concepts of the P.A.P.A Framework:
    • Prepare: Researching and understanding customer needs.
    • Ask: Effective questioning and active listening.
    • Present: Tailoring presentations to customer interests.
    • Action: Closing techniques and follow-up strategies.
  • Highlight the components of the Likability Framework:
    • Building rapport, authenticity, and empathy in sales.

• Visual Aids:
  • Use a flip chart or slide to highlight the key points, making it easier for participants to remember.

Open Floor for Questions (5 minutes)

• Encouragement:
  • Invite participants to ask any questions they may have about the frameworks or specific scenarios.
  • Use prompts such as:
    • "What challenges do you foresee in applying these techniques?"
    • "Can anyone share an experience where they successfully used one of these strategies?"

• Foster Discussion:
  • Encourage participants to share insights or tips they’ve learned from the session or their own experiences in the field.

Closing Remarks (5 minutes)

• Motivation:
  • Reinforce the idea that applying these frameworks can lead to greater sales success and stronger customer relationships.
  • Share a motivational quote related to sales or personal development to inspire participants.

• Continuous Improvement:
  • Encourage participants to practice these techniques regularly and reflect on their experiences.
  • Suggest setting personal goals for applying what they’ve learned in the coming weeks.

• Thank Participants:
  • Express gratitude for their participation and engagement throughout the session.
  • Remind them that ongoing learning and adaptation are key to success in sales.

This structured wrap-up reinforces learning and encourages a supportive environment for sharing insights and asking questions.

 

This structured training session is designed to be engaging and interactive, ensuring that participants leave with practical skills they can implement immediately.

It can be tweaked to include " how to recover emotionally from a bad sales call ". as an example.