Design Map - GUEST

Learning Purpose/Context & Background

Fourth Milestone

Third Milestone

Second Milestone

First Milestone

• Understanding Customers
• Questioning

• Cosultative Selling
• Handling Objections

• Negotiation Basics
• Thanking

• Framework Overview
• Greeting as a first step

This Program is targeting Salespeople who is knewly rotated to join BTECH X stores. They have background about sales, they already sales but need to be more focused and have a clear process

To get to the next point:

To get to the next point:

To get to the next point:

To get to the next point:

Recognize the importance of greeting and list some practicesRecognize the key areas of GUEST framework

Differntiate between Value-Selling and Product-Selling Recognize steps for handling objections

Preparing their Sales Talk regarding a specific context and specific customer stories

Identify Customer Discovery Steps regarding a specific case study

Audience & Prerequisites

Salespersons From 24 to 30 They Are DOING Sales so they have a lot of cases and experience No prerequisites needed

Skills Attained

Knowledge Acquired

Intended Learning Objectives

Value SellingUp-sell and Cross-sell Product Knowledge

Negotiation SkillsPersuation Skills Presentation Skills Store Movement

- Learners will be able to summarize the 5 steps framework of customer engagement (GUEST) - Learners will be able to apply value selling approach in their sales talks - Learners will be able to operate GUEST framework upon the situation

Needed Material for Program's Success

Papers Stickynotes and Markers Case Studies and Cards Screen Flipchart