Training

Announcing Discovery2WIN! for Microsoft Dynamics Partners! This course is a one-day instructor-led workshop designed to hone skills and tools for the “Discovery” process in potential sales and demo situations. The “Discovery” is the process of discovering key information at a prospect customer in order to make a presentation or demo more successful. The course has been specifically designed to meet the needs of Microsoft Partners and includes integration with the Microsoft Solution Selling Process. Thus your demonstrations of Microsoft Dynamics solutions to a prospect customer become more relevant, impactful and successful resulting in shorter sales cycles, and increased win ratios.

The goal of the Discovery2WIN! course is to deliver a practical, proven set of skills, tools and procedures that both beginners and experts can immediately put to use during prospect customer “Discoveries”. This course focuses on the “Discovery” skills, tactics and strategies that every sales and pre-sales professional utilizes in sales opportunities, as well as connects to the Microsoft Solution Selling Process, and Demo2WIN!.

The trainers instructing the course have received their instructor certification from 2WIN! Global, a company of sales professionals that have learned by experience and research exactly what constitutes an effective “Discovery” process using real-world corporate experience matched with Microsoft methodologies. Discovery2Win! breaks down the components of the ‘Discovery” process and provides easily understood principles to help guide your organization through the process of building a “Discovery” process that addresses customer pain points.

This workshop is designed for Sales and Pre/sales personnel who are responsible for uncovering client needs.

Prior to the course each attendee is required to invest the time in learning the course’s core philosophies to establish a foundational knowledge that is absolutely key to making the workshop productive. Each participant should budget at least half a day to undertake the E-learning course. Your seat at the course will only be confirmed once you have completed the E-learning course.

Follow the E-learning course for Discovery2WIN! that provides you with the essential, foundational knowledge that you need to make the class productive. Each participant should budget 3-4 hours for the E-learning course. Your seat at the course will only be confirmed once you have completed the E-learning course.

Session 1 – Concepts & Guiding Principles

• Pre-Learning review – Aristotle, TV Detective, the 3 W’s
• Video review – Good vs. Bad Web Demo
• Exercise – Beginning a Discovery Findings & Planning Document

Session 2 – Pre-Discovery

• Pre-Learning review – Checklists, Research, Sales Rep Interview
• Video review – Good vs. Bad Sales Rep Hand Off
• Exercise - 10 Questions Worksheet

Session 3 – Question Prep

• Pre-Learning review – Orientation, Question Pages, Personality Types
• Open vs. Closed Ended Questions / Anticipated Answers
• Video review – Good vs. Bad Question Simulations
• Exercise – Question Page Preparation

Session 4 – Interviews

• Pre-Learning review – Introductions, Main Content, 3 Pearls
• Video review – Good vs. Bad Interview Structure
• Questioning Techniques
• Exercise(s) – Introductions, Main interview, and Interview Closing

Session 5 – Advances Techniques

• Pre-Learning review – Visual Discovery, other Discovery Tools
• Exercise – White Board Visual Discovery

Session 6 – Transition

• Pre-Learning review – Validation of Research & Information, Finish Note Taking
• Video review – Good vs. Bad Discovery to Demo Transitions
• Exercise – Finalization of Discovery Findings & Planning Document