In this Course we will discuss Professional Sales Skills.

• Professional Selling SkillsDuration: 2 DaysOverview:This two-day extensive sales training program explores the right skill and mind sets for a professional sales person. Many sales people fall into the trap of talking too much. They can’t wait to tell customers about all the features or benefits of their product/service or how great their company is. This is not the best approach to sales. In this class, participants will learn essential sales skills, from controlling the conversation and asking the right questions to uncovering customer needs and adjusting the message accordingly.At the core of this program is a more effective and more professional sales approach. This approach depends on asking a series of questions in a specific order. It will enable participants to find out their customers’ needs, uncover problems, and ask questions that help the customer realize the problem he hasn’t been paying attention to is now too big to ignore.Moreover, many salespeople have a single, preferred style of selling that works with some buyers but not others. Perhaps they use the strategy of making friends with customers. While this works sometimes, there are certain buyers who just don’t like this approach at all. Part of this program will focus on dealing with buyers’ different personalities. Participants will learn how considering each buyer’s personality and modifying their selling style slightly to match each customer’s personality will help them close more sales.Course objectivesBy the end of this training course participants will be able to:
  • Explain the right skill and mind set a professional sales person must possess.
  • Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets.
  • Use an effective sales questioning technique that will increase sales because participants uncover customer needs and maintain a positive customer experience.
  • Explain the four major behavioral styles and personality types and how to sell to each buyer type.

  Target audience:

  All sales people

  More Details 

Course Duration: 2 Days
Course Fee: Rs.10,000/-
Discounted Price : Rs.5000/- per person
Date : on request
Time : 10 AM to 12 PM and 2PM to 4 PM

Sales Management

Duration: 2 Days

Delivery methods:

• Self-discovery and critique
• Group exploration and facilitator led discussions
• Practical exercises
• Best practice theory exploration.

Overview:

A successful sales manager’s job is to provide clear direction and support to his/her team that will enable them to excel and to reach their full potential. Sales managers often rise to this position from a successful career in sales. But the skills required of a successful sales manager are quite different from the skills of a successful sales person. This is the reason many top sales people fail as sales managers.

After completing this highly interactive two-day program, participants will understand the responsibilities of a successful sales manager and how it differs from the role of a sales person. Participants will explore key leadership skills that will help motivate their sales team to excellence. Additionally, participants will learn specialized sales management skills such as sales forecasting, planning, and monitoring.

Course objectives:

By the end of this training course participants will be able to:

• Describe the roles and responsibilities of a sales manager.
• Use sales plans and targeting techniques to achieve better results from sales team members.
• Prepare a sales forecast and a sales plan.
• Using assessment tools, properly observe, evaluate, and give feedback, and set performance development objectives to team members.
• Create an environment that motivates their sales team to perform at their best.
• Run more effective sales meetings and morning huddles to inspire, motivate and provide clear direction to sales team members.

Target audience

Sales managers.

 

Course Outline

A Sales Management Primer

• What is your job?
• What does a sales manager do?
• Sales manager vs. salesman
• The perfect sales person

Module 1: A strategic look at sales management

• Sales management: strategic or tactical
• What are my Critical Success Factors (CSF’s)?
• SWOT and PESTLE analysis

Module 2: Sales forecasting

• What is forecasting?
• Forecasting approaches
• Four step process to create a sales forecast

Module 3: Sales planning

• Components of a sales plan
• Putting your plan together
• Questions your sales plan should answer
• Sales planning best practices
• Sales planning skill practice

Module 4: Sales performance management

• Setting sales objectives
• The three-step sales performance control plan
• Three guidelines for sales performance evaluations
• Handling the underperforming sales team member.

Module 5: Motivating your sales team

• What motivates us?
• Knowing your team inside out
• Creating a motivating environment for your team
• Motivational tips

 

Module 6: Running effective sales meetings.

• Effective vs. badly run sales meetings
• Planning your sales meeting sequence
• Successful sales meeting checklist
• Team Huddle vs. Team Meeting

Competitive Review Game

Course Duration: 2 Days
Course Fee: Rs.10,000/-
Discounted Price : Rs.5000/- per person
Date : on request 
Time : 10 AM to 12 PM and 2PM to 4 PM

In this Course we will discuss the role of Emotional Intelligence in Sales.

• What is Emotional Intelligence?
• What role does it play in Sales?
• How do you really manage and control emotions during the sales process?

Companies Spend lot of money on training their salespersons about products & Services
Unfortunately, there is no spend to empower their salespersons about emotional intelligence

How does emotional intelligence help sales persons to be successful?

Emotional quotient, emotional intelligence refers to people’s ability to recognize, understand, and manage their emotions and those of others. This ability allows individuals to adopt a wide range of feelings to drive the desired action and successfully achieve goals. How Does Emotional Intelligence Work in Sales? While we tend to think that purchasing decisions are solely based on logic, the actual journeys of both buyer and seller ultimately rely on sales triggers that appeal to their emotions.

Course Duration: 2 Hours
Course Fee: Rs.2500/-
Discounted Price : Rs.2000/- per person
Date : On Request
Time : On Request

In this Course we will discuss role of Questioning in  Sales.

This mini course focuses on a sales professional’s most important skills: asking good questions, handling objections and closing the sale. While anyone can learn what questions to ask, this program focuses on how to ask questions in a way that will get your customers to open up. the program introduces a proven, step-by-step professional sales questioning technique that can be put into action immediately, in any sales situation.

This powerful sales questioning technique is all about asking the right questions in a particular order. By following a specific questioning model where you work collaboratively with the customer to arrive at a mutually beneficial solution.

Customers buy because they have needs. If there’s no need, there’s no sale. A big part of being a professional sales person is to identify, develop and satisfy the needs of your customers. The clearer you make their needs, the more likely you will hit the nail on the head and make a sale. How do needs start? They begin as problems or dissatisfactions your customer feels. and in order to develop those problems into needs, you follow the OPEN question selling technique which in summary is to ask:

– Operational questions to establish a jumping off base for the sale.
– Probing questions to expose a problem,
– Effect questions to explode the problem into other areas, and
– Nail-down questions to develop the importance of finding a solution.

Your job as a professional salesperson is to ask questions and control the conversation and ask your questions in a way that would lead the customer to your solution/product.

Course Duration: 5 Hours
Course Fee: Rs.3500/-
Discounted Price : Rs.3000/- per person
Date : On Request
Time : On Request

In this Course we will discuss how improve productivity by qualifying leads & Opportunities

We Salespersons want to be successful and win almost all opportunities that we are working on and those come our way.

What do you think, Can we win all Opportunities?

What is the thumb rule of winning ratio?

So, let us understand, how we can increase the winning ratio ?

This course will enlighten sales persons about how they can improve their sales productivity. What is sales funnel cover ratio and how the sales funnel can be qualified to give you better closure rates. Where should you invest your efforts and time and when should you decide to walk out of an opportunity.

Course Duration: 2 Hours
Course Fee: Rs.2500/-
Discounted Price : Rs.2000/- per person
Date : On Request
Time : On Request

In this Course we will discuss how you can create needs

What is the basis of any Sales Activity?

Its – Needs

How do you identify or create needs?

Let’s try to understand, how needs can be created

This course will uncover the Secret formula to increase your sales which all successful sales professionals use – how to convert Desires and Wants into Needs. This Video will also help sales persons understand the difference between Desires, Wants and Needs. Businesses make profit by providing things that people need and want. … A need is something essential to survive. A want is something which we would like but do not need to survive. Whereas desires are wish list items which any individual or an organizations wants to have some time in the future.

Course Duration: 2 Hours
Course Fee: Rs.2500/-
Discounted Price : Rs.2000/- per person.
Date : On Request
Time : On Request

In this Course we will discuss Objection handling in Sales

You must be wondering about this term Sales Objection’s

Why do sales objections happen?

How can you manage sales objections?

Have you come across a situation when the buyer has any concern and is not satisfied by the proposal presented you.

Have you come across a situation when the prospect is comparing you with competition and bringing out features not in your solution.

Have you come across a situation when the prospect is not giving you tie or is not paying attention to you.

There are many such situations where the prospects keep pushing you back.

This course will help you understand how you can manage such situations and objections.

Course Duration: 2 Hours
Course Fee: Rs.2500/-
Discounted Price : Rs.2000/- Per Person.
Date : On Request
Time : On Request

In this Course we will discuss about increasing our sales meetings

Sales Activities are the basics of building your funnel.

How can you increase your Sales Meetings?

This Course will enlighten you on the common mistakes made by the young sales professionals during a cold call and the correct way to be followed to increase your sales appointments. Cold calls according to me are the golden 30 seconds in which you as a sales person either make it or break it. If we as sales persons do not get meetings and appointments then it will directly lead to low sales activity, less sales activity means less number of opportunities, less opportunities leads to lower sales closures and finally leading to poor sales achievement. Since a cold call is the first step in the sales process , hence to be a successful sales person it is important to understand the correct process of making cold calls and thus ensuring more meetings and appointments.

Course Duration: 2 Hours
Course Fee: Rs.2500/-
Discounted Price : Rs.2000/- per person.
Date : On Request
Time : On Request

In this Course we will discuss about increasing our sales activities & funnel size.

How do you accelerate your sales closures and winning ratio?

This course will enlighten budding sales professionals on how they can accelerate the sales closure process and over achieve their sales targets. Most of the sales professionals do not qualify the opportunities properly and still invest all their energy in these unqualified opportunities. It is important to spend enough time on qualifying them. Further it is even more important to focus on sales activities to generate right size of the funnel both in terms of number of opportunities and also in terms of value. In this course we will also understand what is the right size of a sales funnel. Sales closures is just a logical end result of the sales process and if we have the right size of funnel then accelerating Sales closures is not a problem and we can easily achieve targets, however if the funnel is not sufficient then there is no way one can achieve the targets. We must understand that not all opportunities can be closed won, we will lose some, few will slip and few will get shelved due to various reasons. Hence it is important that we have at least 3 to 5 times of our target as our funnel. It is also important to have the right mix of the funnel with run rate opportunities and strategic opportunities which will be big in size and will consume more time to close. Sales closure also needs special skills to be developed and is important requirement to be a successful sales person.

Course Duration: 2 Hours
Course Fee: Rs.2500/- 
Discounted Price : Rs.2000/- pe person.
Date : On Request
Time : On Request

PG Diploma in Sales is 3 days program covering all the certificate programs as follows:

1. What is Sales?
2. Emotional Intelligence
3. How to improve your productivity by qualifying leads and opportunities
4. How to Create Needs?
5. Objection Handling in Sales
6. How to increase your sales meetings?
7. How to Accelerate your Sales Closures

Course Duration: 2 Days
Course Fee: Rs.15000/- ( 40% Discount)
Discounted Price : Rs.9000/-
Date : On Request
Time : 10 AM to 5 PM