Powerful Communication


Delivery Type: Classroom
Sales Team Role Focus: Sales
Solution Focus: Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User
Short Description: This is a role play exercise, in which the participants shall practice to address an executive of a small midsize company in a special, maybe unexpected, very short (3min) situation with a thrilling, interesting message about their SAP solution offering as a partner. Each participant has to take the role of the account executive and meets the owner/CEO of a SME company in the elevator of a skyscraper (coffee break of an industry related conference, etc.) and has 3min to impress the target. The goal is to create interest (demand generation) and get an appointment to explain in more detail, how the SAP solution offering can create value for the customer. According to the performance level of the group, the owner/CEO (played by a facilitator or co-facilitator) can react more or less challenging.

Focus Points:

  • Structure your message
  • Be interesting, create attention and further interest
  • What matters to an executive
  • Overcome negative perceptions of SAP in the lower mid market
  • Hammer home your message
  • Summarize key elements of SAP’s midmarket strategy (use what you have learned)
  • Focus on benefits/value for the customer
Learning Objectives:
  • Understand, what is the key message of SAP for the midmarket
  • Learn how to transmit your key message in 3min
  • Be able to extract the essential information about SAP’s and your midmarket offerings and use it in a very special situation
  • Build and transmit a brief message that creates enough interest with an executive to get an appointment
  • Exercise a short executive conversation in a role play
Business Impact / Benefits:
  • Learn to focus
  • Be more successful in short meetings with executives
  • Increase your win rate
  • Be better prepared for any rare occasional meetings with executives
  • Increase your professional reputation
  • Get appointments easier
Didactical Method: 1:1 role play with structured and qualified feedback by facilitator (and optional by participants); optional video recording
Duration: max. 45 minutes (5 min / acting participant; 3 min to perform, 2 min feedback)
Enablement Level: 2

« Back