Session 1: Understanding Customer Needs and Positioning Solutions

Duration: 2 Hours

1. Introduction to Technical Sales in the Context of Training Solutions (15 mins)
    – Welcome and Bootcamp Objectives
    – Importance of Mastering Technical Sales for Training Solutions
    – Common Challenges Faced by Sales Teams in Technical Sales
    

2. Building Confidence in Technical Conversations (20 mins)
    – Techniques to Communicate Technical Concepts to Non-Technical Stakeholders
    – Understanding Different Customer Personas (Technical vs. Non-Technical)
    – Role-Playing Exercises: Handling Common Objections and Questions
   

3. Deep Dive: Understanding Customer Training Requirements (40 mins)
    – Importance of Thoroughly Understanding Customer Training Needs
    – Techniques for Effective Discovery Calls and Requirement Gathering
    – Frameworks and Tools for Mapping Customer Training Requirements to Solutions
    – Practical Exercise: Conducting a Mock Discovery Call
    – Case Study Analysis: Successful Alignment with Customer Training Requirements
     

4. Value-Based Selling for Technical Training Solutions (30 mins)
    – What is Value-Based Selling?
    – Identifying and Communicating Unique Selling Points (USPs) of Your Solutions
    – Differentiating Your Training Solutions from Competitors
    – Practical Exercise: Developing a Value Proposition for a Training Solution
     

5. Presenting Solutions that Win Deals (25 mins)
    – Structuring Effective Solution Presentations
    – Tailoring Presentations to Customer Needs and Pain Points
    – Demonstrating Return on Investment (ROI) for Training Solutions
    – Interactive Activity: Presenting a Mock Solution to a Panel
     

6. Q&A and Wrap-Up of Session 1 (10 mins)
    – Open Forum for Questions and Feedback
    – Key Takeaways and Preparation for Session 2
     

Session 2: Advanced Strategies and Practice

Duration: 2 Hours

1. Recap of Session 1 and Setting the Stage for Advanced Techniques (10 mins)
    – Quick Recap of Key Concepts from Session 1
    – Overview of Topics to be Covered in Session 2
     

2. Advanced Customer Engagement Techniques (30 mins)
    – Understanding Customer Buying Signals and Triggers
    – Building and Maintaining Long-Term Customer Relationships
    – Techniques for Handling Difficult Customers and Turning Them Around
    – Case Studies: Successful Customer Engagement Strategies
     

3. Developing a Persuasive Sales Narrative (30 mins)
    – Crafting a Compelling Story Around Your Training Solution
    – Incorporating Customer Success Stories and Testimonials
    – Exercise: Creating a Persuasive Sales Narrative for a Case Scenario
     

4. Overcoming Objections and Closing the Deal (30 mins)
    – Common Objections in Technical Sales and How to Address Them
    – Strategies for Moving from Objection Handling to Closing
    – Role-Playing: Objection Handling Scenarios
    – Best Practices for Closing Deals Quickly and Effectively
     

5. Applying Learning to Real-Life Scenarios (30 mins)
    – Breakout Group Activity: Simulated Sales Meeting with a Prospective Customer
    – Groups Present Their Solutions and Receive Feedback
    – Group Discussion: Lessons Learned and Areas for Improvement
     

6. Final Q&A, Feedback, and Next Steps (20 mins)
    – Open Q&A Session for Clarifying Any Remaining Questions
    – Gathering Participant Feedback on the Bootcamp
    – Discussing Opportunities for Further Learning and Development
    – Closing Remarks by Andy Larkin
     

Additional Resources and Follow-Up

Post-Bootcamp Resources:
– Digital Copies of Workshop Materials
– Access to Recordings of the Sessions
– List of Recommended Readings and Online Courses


Follow-Up Session:
– Definition of templates and tools for Sales Calls and Presentations
– Optional 1-hour follow-up session after one month to review progress, discuss challenges faced, and share successes.

Continuous Learning Pathway:
– Suggested courses and certifications for deepening sales skills in technical contexts.