The key to successful selling is getting the process right and getting it to work profitably for your customers and your company.
Our corporate selling programs examine the strategic answers to today’s make-or-break selling issues.
How to win appointments with key players, communicate proactively, resolve objections, gain new referrals and close more sales.
At the end of each program, you take away a mastery of offering best solutions, and the sure ways to win repeat sales and long-term customers. Every corporate selling program of ours delivers enhanced sales performance. You can measure it by the sheer size of increased orders that begin to flow from the entire spectrum of your customers.
Professional Selling Skills
At a Glance
Customer sophistication ... fierce competition... price obsession ... complex sales cycles ... globalization ... changes in buying behaviors. Even in the face of these challenges, new sales opportunities have to be identified, pursued and won.
To capitalize opportunities, a salesperson must possess a ‘New’ set of selling skills—skills that create customer trust. Trust is the most vital element through which the customer can differentiate your offering from your competitors.
This program can help you develop the skills required to sharpen the ‘Selling Saw’. The program is packed with ideas; best practice and skills that participant can easily apply to their current assignments
An opportunity to enhance sales performance and give yourself a renewed sense of confidence to address the new dynamics of the changing competitive environment.
Course Objectives
After the program, you will have the skills and knowledge to:
- Build rapport with customer so as to understand their customer's needs
- Plan a successful outcome for each customer meeting.
- Identify more sales opportunities
- Professionally manage each sales cycle
- Close profitable sales
- Increased success in winning new business and building customer loyalty.
- Decreased costs by helping salespeople better judge account potential and use time more efficiently.
- A common language for your sales team, resulting in improved
- To provide an effective and flexible approach to learning, applying, evaluating, and continuously improving the skills that result in strong customer relationships.
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Who Will the Course Benefit?
This exciting two-day workshop is designed for people operating in a business-to-business environment, who:
- Are new to the field sales role
- Need to develop and refresh existing sales skills
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Course Content |
| Day One |
Day Two |
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The Qualities of the Professional Sales Person
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The skills and qualities of the new business sales person |
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Relationship building. |
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Personal Organisation and Planning
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Account segmentation - the MAPP model |
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Coverage and call rates |
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Planning the business week |
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Planning the sales call - objectives, tactics and desired outcomes |
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Managing Sale
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Understanding the buying cycle |
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Identifying Decision factors |
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Identifying Buying motives |
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Proposals and discussion documents
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Rapport Building
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The rules of rapport |
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Why people buy |
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Personal wins |
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Body language - verbal and non verbal behavior |
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The Core Sales Skill Phase 1
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How to integrate eight core sales skills |
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Opening the meeting |
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Structured dialogue |
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Questions and active listening |
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The Core Sales Skill Phase 2
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Creating solutions |
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Selling matched benefits - the FAB formula, Value Positioning |
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The pre-close |
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Closing techniques
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| Tools used: A case study that uses planning and role play to test their learning. |
Strategic Consultative selling
At a Glance
The quest in today's highly competitive marketplace is having sales teams create value differentiation and long term relationships with the right customers. Organizations competitive advantage is gained when sales people consistently apply consultative sales approach and process. Sales People, when master these processes gain additional margin, market share and client satisfaction.
This program will gear up your sales force to aim for higher market share per Area, Branch and Region. Enable laying sales process norms.
Course Objectives
- Discover the power of continuous, incremental improvement and how to apply this principle for on-going growth and success.
- Develop the skills, knowledge and attitude to build long lasting, profitable relationships.
- Distinguish the profiles of typical buyers and learn how to align your product/service with the buyer's highest needs.
- Learn the process of having your prospects, "self-discover" key needs and wants.
- Increase the prospects motivation and action by recognizing the effectiveness of "painting mental pictures".
- Improve close ratios by proactively reducing objections and resistance
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Who Will the Course Benefit?
This program can be tailored to the business and products of the individual attendees; therefore it is applicable to a wide range of sales professional, who want to develop new skills and techniques, build on their existing knowledge and gain a fresh approach to selling.
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Course Content |
| Day One |
Day Two |
Day Three |
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Introduction
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Why learning these techniques is important. |
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Impact of competition |
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Changing paradigm |
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Basic Concept of selling / Going Back to Basics
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Basics of selling |
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Developing strategy to create synergy between the total market size, wallet size and our share of
sale. |
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Market mapping
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Technique and tool to Map Market and customer scientifically. |
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Discover the critical component of the market. |
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Market Strategy
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Defining penetration or extraction strategy. |
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Knowing competition armory |
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Prospect Base Management
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Techniques to prioritize prospect and existing customer base to ensure effectiveness |
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How to analyze and prioritize prospect/customer. |
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How to Maximizing Productivity |
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Twin- Funnel Strategy
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Art of customer strategic funneling |
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Defining number of customers above the funnel, in the funnel, and best few
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Opening the Sale
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‘Pre call planning guide’ and the critical components to focus |
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Initial customer responses – turnarounds Cards |
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Consultative Quick Selling
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Type of questions to define needs |
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Probing and fact finding |
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How do we ask good questions? |
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Verbal and non verbal communication |
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Using positive ‘body language’. |
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Determining the Customers Needs
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Using Questioning skills |
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Need identification |
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Summarizing and gaining commitment to needs |
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Generating Interest in a Buyer
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Creating feature/benefit statements |
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Features and benefits specific to ‘your’ product and organization |
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‘Matching builds desire’ - targeting benefits to match needs |
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Value Positioning |
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Objections within the Sales Process
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Developing the right attitude |
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Understanding the reasons |
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Recognizing the three basic types of objection |
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Six step method for dealing with objections |
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Success at Selling - Closing the Sale
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The psychology of closing |
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Natural closing questions |
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The critical technique |
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Life long Konnect with Customer |
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Prospect Data Management
At a Glance
Organizations can gain competitive advantage when sales people consistently scan and the map the market they handle. Based on the information collected you can plan and aim for market share, field sales discipline and most vital the productivity level of team. This program will enable managers to take proactive actions rather than reactive actions.
Course Objectives
- Discover the power of continuous, incremental improvement and how to apply this principle for on-going growth and success.
- Develop knowledge and attitude to achieve target with conviction.
- Learn the process of discovering crucial information from customer
- Learn to plan effective strategies to gain value and volume
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Who Will the Course Benefit?
This program can be tailored to the business and products of the individual attendees; therefore it is applicable to a wide range of sales professional, who want to develop new skills and techniques, build on their existing knowledge and gain a fresh approach to selling.
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Course Content |
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Introduction
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Why learning these techniques is important. |
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Impact of competition |
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Search
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Technique and tool to Map Market and customer scientifically. |
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Discover the critical component of the market. |
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Profile
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Defining penetration or extraction strategy. |
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Knowing competition armory |
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Techniques to prioritize prospect and existing customer base to ensure effectiveness |
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How to analyze and prioritize prospect/customer. |
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How to Maximizing Productivity |
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Twin- Funnel Strategy
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Art of customer strategic funneling |
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Defining number of customers above the funnel, in the funnel, and best few |
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Project Management
At a Glance
A functional program for companies engaged in Civil and Infrastructure activities.
Course Objectives
- How to plan Survey, designs, specification, identifying latches and catches of project
- Tender Planning : Pre- tender, Tender and Post Tender
- Construction: Completion and closing
- Implementation: Monitoring and Evaluation
- Land Related Issues and Resolutions
- Handling Financial Budgeting, Cash flow, Billing and Banking,
- Legal: Disputes and settlement, Indian Labor Law, Taxes, Vigilance and security.
- Social: Inspections, Land problems, Social customs, Liaison and Relationship
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Who Will the Course Benefit?
This is meant for International Companies coming to India to do project work. VP’s, General Manager, Engineers, who want to develop knowledge of Indian conditions with regard to the construction and civil engineering sector.
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Course Content |
| Day One |
Day Two |
Day Three |
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Intelligence Gathering
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Survey, designs, specification, identifying Latches and catches. |
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How to initialize: search engine, Agency, Authority, Accountability, Austerity and Astuteness |
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Tender Commandments
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Pre- tender, Tender and Post Tender |
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Legalities, Export Import, Claims, Counter claims, Latches and catches on quantity, quality, contract conditions, assets and liabilities. Identification of issues affecting time and cost over run. |
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Penalties, incentives and escalations. |
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Social environment, decision and decisiveness, mechanism of payment and procedure, profit and profiteering. |
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Land Related Issues and Resolutions
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Acquisition Permanent and temporary |
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Site Setups: Residential, Non- residential, communication system, worksite distances
market, proximity to decision maker, liaison sales. |
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Site Situation: Local and focal Issues |
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Amenities management, availability, resources and raw material acquisition |
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Targeting and Monitoring
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How to target project completion, How to manage problem and escalations. |
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Managing financial, legal and social aspect of project |
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Financial: Budgeting, cash flow, billing and banking. |
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Legal: Disputes and settlement, Indian labor law, taxes, vigilance and security |
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Social: Inspections, land problems, social customs, liaison and relationship.
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Management Tips
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Collaboration, speed, special issues, turnkey, lump sum, item rate. |
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Subcontracted projects, encroachment, traffic junctions, bye lanes, delay and default, |
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How to convert liabilities into assets |
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Building Rapport –Customer Relationship
At a Glance
In the fiercely competitive environment every company is directing its selling effort on gaining the added percentage point in terms of market share/mind share.
In this hyper competitive time it is vital to have strong and durable relationship with our customers. This is one of the MUST HAVE’S in the armory of the sales personnel. The core skill to be drilled in our sales personnel is the methods and tools of creating, sustaining and enhancing rapport.
Establishing rapport is the key to big money
Course Objectives
- Means and methods to create rapport and strong relationship with new and existing customer.
- Technique to establish instant rapport with new customer.
- Establishing verbal and non- verbal rapport.
- Understanding customer strategy and internal representation – (Picture of “NEED” in the customers mind) thoroughly so that you can formulate a benefit/value based presentation.
- Ensuring high probability of getting the order. This will also ensure that the order stream never dries up.
- Producing positive feeling in others by being a great example of the state of mind you’d like others to feel about you and encouraging it with your actions.
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Who Will the Course Benefit?
Applicable to a wide range of sales professional, customer service professional, Key account manager, any individual who wants to improve personal and professional relationship.
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Course Content |
| Day One |
Day Two |
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Introduction to importance of good relationship
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How to build Relationship |
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Determining mutually satisfying goals. |
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Establish and maintain nonverbal rapport. |
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Produce positive feelings in others. |
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Effective Listening the bottom line of trust
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Eight steps of active listening |
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Reflective and paraphrase listening |
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Shared listening |
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How to achieve Rapport – nonverbal techniques
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Matching and mirroring to build trust nonverbally |
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Developing emotional rapport |
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Calibrating, crossover mirroring and matching voice pattern |
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Pacing and leading to bring customer to the point of buying |
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Creating Magic of rapport with verbal techniques
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Using key word, marked out words |
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Determining the fifteen most persuasive words |
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Learn to reframe and create small talk |
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Tools used: Simulation exercise and practice + audio Video presentation
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Managing People
At a Glance
The exciting job of leading and managing people of an existing company or in a newly formed one is that of developing a culture that can be termed as “An Institution”. A culture driven by processes where managers “THINK- BUILD- OPERATE” systems and generate innovative ideas through coaching people. A 3-day workshop gives tools and systems to become an effective ‘People and Process Manager’ and achieve optimum productivity with the team.
Course Objectives
- Enables manager to develop systems to manage their team towards achieving results.
- Helps the Manager to identify factors that motivate people and take practical actions to increase levels of motivation
- Helps guide the team to strengthen the relationship with the customer and build loyalty
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Who Will the Course Benefit?
Branch Managers, Area Managers and Regional Managers
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Course Content |
| Day One |
Day Two |
Day Three |
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The Role of the Line Manager
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Analyser |
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Teacher |
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Working partner |
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Marketing Plan – Sales Performance
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Focus on objectives |
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Focus on sales efforts |
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Focus on people competence |
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Assessing the Strengths and Weaknesses of the Sales Team
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The knowledge |
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The skills |
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The attitude |
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The Customer Base
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Building and maintaining a strong customer base – the renewal sales platform concept |
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Working tools to secure short-term and long-term objectives. |
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Development of People Competence
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Simple effective ways of increasing motivation levels |
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Conducting effective developmental talks with the team |
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Coaching to improve performance |
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Individual Action Plan
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Each participant evolves an individual action plan for implementation in his/her job on the basis of discussions in the workshop. |
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Managing and Developing Your Key Accounts
At a Glance
Managing key or major accounts and maximizing their potential requires a different set of skills than selling. The effective and professional management of your key accounts is critical to your success and that of your company. During this two day course you’ll consider the role and day-to-day tasks of highly effective account managers, examine proven practice in the development of an account and learn how to develop long term and profitable relationships with your key/major accounts.
Course Objectives
- Recognize the difference between selling and account management
- Identify and influence the decision-making units within your accounts
- Use consultative selling techniques to build rapport
- Employ techniques for account planning and analyzing an account for opportunities
- Plan and execute a major account negotiation
- Set realistic targets for each account
- Identify the best strategy for maintaining good relationships
- Identify the best entry and penetration strategies
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Who Will the Course Benefit?
All sales people who want to learn effective techniques for maximizing the potential of every key/major account they manage.
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Course Content |
| Day One |
Day Two |
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Introduction
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Managing key accounts |
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Understanding the relationship levels |
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Perspectives of the product/service; the customer; the key account manager |
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Characteristics of Key Accounts
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The profile of an account |
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The Key Account Planning Process
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The key account management plan sequence |
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The key account strategy matrix |
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Account management definitions |
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Preparatory Analysis
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Historic performance review |
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The aims for the account |
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Account Analysis
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SWOT analysis - the market drivers |
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Relationship Analysis
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The AM as the custodian of the relationship between customers & company |
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Creating a positioning statement |
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The attitudes and influences of key players |
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Deciding Strategies
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Using conversion analysis |
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Evening Exercise
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Review of Day One
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The Objectives for Each Key Account
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The measurables: value, share, units, etc |
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The Tactics Plan
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Sales activity to achieve the strategies |
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Identifying Red Flags
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Those issues which might prevent achievement of goals |
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Missing information; incomplete information |
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Account Penetration
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Different models for different customers |
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Decision Making Processes
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Recognising how a customer makes decisions |
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Different methods of penetration |
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Briefing the team on what to discuss at customer meetings |
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Behavioural Analysis
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Modifying your selling behaviour to complement the customer’s |
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Buyer motivations |
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Day-to-Day Key Account Management Check-list
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Basic Selling Skills
At a Glance
To sell effectively there is a fundamental need to understand the psychology of the buying cycle and the critical behavioural actions (selling) that both initiate and sustain the process. The focus of this course is to provide you with the correct sequencing of selling activities from prospect definition to closing the sale.
In this practical and highly interactive course you will learn the latest ways to apply credible consultative selling techniques. You will leave the course better able to motivate and persuade customers to the benefits of ‘your company’, targeting new and existing customers to achieve long-term profitable business.
Course Objectives
- Understand the psychology of selling/buying process and understand your role.
- Define primary and secondary objectives for each of your sales calls.
- Understand your personal selling style and set improvement objectives.
- Utilize time effectively to ensure more customers call.
- Open sales with confidence and keep control of the sales interview.
- Formulate good question technique to define buying needs.
- Develop face-to-face selling skills needed for an open exchange of information and to reach mutually beneficial sales agreements.
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Who Will the Course Benefit?
This program can be tailored to the business and products of the individual attendees; therefore it is applicable to a wide range of sales professional, including:
- Those new to sales or who are moving into sales from another function.
- Sales professionals, who want to develop new skills and techniques, build on their existing knowledge and gain a fresh approach to selling.
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Course Content |
| Day One |
Day Two |
Day Three |
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Introduction
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Course aims & objectives |
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Characteristics of a sales person |
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Sales Methodology - Motivational Selling
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The psychology of the sales process: A.I.D.A. - selling and buying |
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The structure of the selling cycle |
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Self SWOT
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Determining your selling style |
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Strengths and weaknesses of your style |
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Managing Sales - Key Qualities
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Defining the essential skills, knowledge and attitudes required for success |
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Appointment making techniques |
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Creating initial benefit statements |
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Opening the Sale
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How a strategic call objective guides interactions. ‘Pre call planning guide’ |
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What are the critical components? |
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Initial customer responses |
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Explore how opening a call with an existing customer differs from opening a call with a new customer. |
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Consultative Selling
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| - |
Questions to define needs |
| - |
Probing and fact finding |
| - |
How do we ask good questions? |
| - |
Verbal and non verbal communication |
| - |
Using positive ‘body language’. |
| - |
Learn to probe in a way that facilitates an open exchange of information. |
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Determining the Customers Needs
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Using Questioning skills |
| - |
Need identification |
| - |
Summarizing and gaining commitment to needs |
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What Generates Interest in A Buyer to Buy?
|
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Creating feature/benefit statements |
| - |
Features and benefits specific to ‘your’ organization |
| - |
‘Matching builds desire’ - targeting benefits to match needs |
| - |
Value Positioning
|
|
| |
Objections within the Sales Process
|
| - |
Developing the right attitude |
| - |
Understanding the reasons |
| - |
Six step method for dealing with objections |
| |
Success at Selling - Closing the Sale
|
| - |
The psychology of closing |
| - |
Natural closing questions |
| - |
The critical technique |
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| Tools Used : Role Plays based on real time case lets |
