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| Sales Training |
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| Selling Skills: “Achieving Sales Excellence” |
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Do only a few stars of your sales team get the maximum business? Are your sales people consistently losing out proposals because your competitors have better solutions? Do your clients have great discussions with your sales people and still give their business to someone else? Do your sales people get nervous while discussing pricing? Can they confidently speak to the top decision makers in the client’s organisation without their bosses, and not promise the earth to make the deal?
Most Sales managers agree that it is very difficult to find great sales persons who consistently close deals and bring home business. They spend a lot of time searching for star salespersons. We know that successful sales persons are great communicators, motivators and persuaders who strike at the right time to close a sale. They also have confidence and belief in their abilities to win.
In this programme, we work with your sales people and analyse the dynamics of selling and buying. They look at the behavioural aspects and assess their own selling skills too. They identify the ways which they can work towards the next level of competence in selling.
This is one of the signature programmes of Falguni Shroff, our Programme Coach who during her sales career has earned a reputation of being a great trainer of her team. Those who worked in her team were instantly hired by the industry when it was learnt that they had worked with her.
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| Key Learning Areas |
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Understanding dynamics of selling, purchasing and buyer's mind |
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Analysing what customer really needs |
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Preparations, research and ground work |
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Knowing your Product & USP |
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Knowing the buyers and Engaging them |
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Leveraging your Strengths |
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Gaining edge in Negotiations |
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Moving towards smooth Closing |
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| Successfully Leading Sales Teams |
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Any Sales manager would straightaway tell you that running a Sales team is one of the greatest challenges in the Sales career. The team has all sorts of people, the brilliant, the average and the also ran. The first challenge is to lift the standard of the average and the also ran. The second is to roll all of them into a high performance Selling team which is hungry for success.
In this high energy programme, we take your sales managers through a journey towards binding different types of salespersons into a high achievement selling force.
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| Key Learning Areas |
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Understanding what makes a successful Selling team |
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Creating enabling processes |
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Enabling individuals towards excellence |
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Creating energy and the will to win |
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Communicating with one and all |
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Unleashing a strong sales force |
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| Rewarding Key Account Management |
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In today’s environment of international markets and focused customer relationship, Key Account management is a natural next step. Key accounts are those clients who have been recognised as important during our sales strategies work out. Key Accounts give advantage to the seller, by getting confirmed buyers of the product, and to the buyer, for getting a special product and service arrangement suitable to them.
Companies using this strategy retain their customers through value added services, relationship retention and being in close touch. The challenge lies in doing it with agility and with effective strategies, to forge ahead of other competitors, who are also offering similar product range and client servicing.
With an experience of over 17 Years in this field, Falguni Shroff, KAM Programme Coach, prepares your Sales executives in understanding Key customers, their practices and finding the best ways for providing winning Key Account Management |
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| Key Learning Areas |
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Context of Strategic Business & Market Planning |
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Developing Key account Strategy |
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Identifying your Key accounts |
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Analysing Key customers |
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Preparing Action Plans |
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Developing Skills necessary for managing Key accounts |
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Effectiveness as key Account manager |
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| Creating Winning Sales Strategies |
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Intense competition in the industry has necessitated the use of innovative business strategies. This is done to ensure that we not only retain our market position, but gain on the market share too.
In addition to increasing the capabilities & competencies of the organisation in all aspects, there is a need to create & follow winning sales strategies, whether in home market or globally. This will depend on our positioning, organisational strengths, sensible planning, Sales teams, market watch, product development and knowledge of abilities of competition.
Our Sales Coach, Falguni Shroff, who was adjudged Media marketer of the Year 1996 in India, leads your Sales managers towards forming winning sales strategies |
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| Key Learning Areas |
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Evaluating market & competitors |
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Analysing our Positioning in the market |
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Selecting & developing long term clients |
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Selecting & training the sales team |
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Creating Client Relationship Strategy |
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Understand Progressing the Deals |
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Using Negotiating strategies |
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| Win-Win Negotiating Skills |
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When two individuals or parties negotiate, they know that they cannot have all they want. They also know that they will also have to give up part of what they want. Each party wants something of what the other has. This is interdependence which cannot be overlooked by a win-lose attempt. Adopting a creative approach, flexibility and a broad range of options can create a solution which meets every party’s objectives. A lot of preparations are required to be made for a successful outcome which may include studying other parties and their strengths, our positions and our strategies.
Whether it is our sales teams trying to negotiate a deal or a line manager trying to motivate the team to stretch their targets, today’s managers need to develop good negotiating skills to get the desired outcome.
We prepare your managers in the science and art of negotiations on strategic as well as tactical levels. |
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| Key Learning Areas |
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Understanding anatomy of Negotiations |
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How to Prepare for a negotiation |
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Finding out options & opportunities |
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Analysing personalities & behaviours |
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Working as a Team during negotiations |
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Negotiating Tactics & Strategies |
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Maintaining relationship during negotiations |
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| Sales programme for Non-Sales People |
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We always expect our sales people to sell the image of the company and make great impression on prospective buyers or people from outside. However, non Sales people from other departments who at times accompany sales people for a customer meet may sometimes become a liability when they start speaking. Apart from this, staff members who have to interact with people from outside may have to provide information to potential customers about product or processes.
It has not occurred to some of us that people other than those in sales also contribute to attract or turn off the customers by the way they receive them, speak to them on the phone or provide information. A lot of non sales people are experts in their domain work, but are not “selling” oriented.
Our programme trains your non Sales people in Selling skills and enable them to engage themselves successfully with people outside the organisation
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| Key Learning Areas |
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What constitutes selling in Non Sales context |
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Understand what effect do we cause with our communication? |
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Identify situations where we will need selling skills |
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Identify what do others want from us |
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Developing a Sales Mindset |
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Learning how to Present yourself |
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Learn key Selling techniques for effective conclusions |
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Become a visible part of company's overall sales effort |
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Sales coaching is our periodic contact programme which can be used for one-on- one intervention for leaders or members of your sales teams in any areas of Sales operations and process.
Falguni Shroff, our Sales Coach will facilitate your sales people for addressing specific areas which may need course correction.
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| Process to follow |
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We discuss and identify with you learning areas /concern areas in individual sales persons |
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After the agreement, the individual and the coach work out coaching goals and take the decision on their meetings and path forward. |
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You as a sponsor may like to go for Long term (6 months to one Year), Short Term (3 months) or Quick (6 Weeks) coaching intervention depending on the Outcome required. |
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