PROGRAMS OFFERED

 “Winning Through Sales Excellence”

The Professional Selling Skills workshop

Workshop Aim:

Our 3-day workshop is the perfect solution for the salespersons looking to transform themselves in to a professional salesman. It will bring in a paradigm shift in their understanding of ‘Sales Process’, making them customer centric and more productive with each sales call.

Our workshop will provide you with techniques and strategies to understand customer needs, improve listening and questioning skills, improved developing and closing of sales calls resulting in more order generation.

Workshop Objectives:

·       Learn the characteristics of a star salesperson

·       Learn the buying process of customers.

·       Learn the buying motives – need identification

·       Learn the selling process

·       Learn how to build relationship in sales

·       Learn the art of communication

·       Learn how to listen

·       Learn how to question – different types of questioning techniques

·       Learn how to use body language in communication

·       Learn how to plan and prepare for the sales call

·       Learn how to open the sales call

·       Learn how to develop the sales call

·       Learn the questioning sequence

·       Lear channelizing the buying criteria to your product profile

·       Learn to propose a solution

·       Learn how to handle the customer objections / negative questions/ different traps

·       Learn different types of closing in sales

·       Learn how to follow up after the sales call

·       Learning Value selling

Who will benefit:

Field Salespersons, B to B Sales persons, middle level managers, Commercial managers

Workshop Overview:

Day One:

1      Fundamentals of Selling

1.1   What is selling

1.2   Characteristics of a star salesperson

1.3   Identifying the needs – Need classification

1.4   The buying process – Customer Behavior

1.5   Six Buying Motives

1.6   The selling process – Topic Introduction

1.7   How to increase Trust in selling process

2      Communication Skills

2.1   Customer’s Top 5 Frustrations

2.2   Communication Process

2.3   Art of Listening

2.4   Questioning

2.4.1  Open ended

2.4.2  Close ended

2.4.3  Multiple Choice

2.4.4  Benefit – Tag Questions

Day Two:

3      The Selling Process

3.1  Pre-sale preparation.

3.1.1  Planning a Sales Call

3.1.2  Setting SMART Objective

3.1.3  3 Essential Elements

3.1.3.1  Knowledge- Company, Product, Product Usage, Competition

3.1.3.2  Prospecting- Identify, Target, Develop

3.1.3.3  Customer Research – Know your customer, Time your call

3.1.4  Decide what to sell – Feature- Advantage – Benefits- Buying Motive

3.1.5  Personal Preparation

3.1.5.1  What to wear

3.1.5.2  Who to see

3.1.5.3  Make appointment

3.1.5.4  Where to see

3.1.5.5  Possible Concerns of customer

3.1.5.6  Who to consult within the company

3.1.5.7  What to Carry

3.1.5.8  What questions to ask

Day Three:

3.2  Actual Selling

3.2.1  Opening a sales call

3.2.2  Developing the Sale

3.2.2.1  Qualifying the customer

3.2.2.2  Finding out the buying criteria

3.2.2.3  Questioning Sequence - SPIN

3.2.3  Channelizing the buying criteria to your product profile

3.2.4  Proposing a solution – Selling benefits

3.2.5  Eliminating doubts and Handling objections

3.2.5.1  Positive customer Responses

3.2.5.2  Positive – Negative Responses

3.2.5.3  Negative customer Responses

3.2.5.4  Pricing objections

3.2.5.5  The solution Trap

3.2.5.6  Value selling

3.3  Closing A Sale

3.3.1  Types of Closes

3.3.2  Identifying buying signals

4       Post sale follow up

4.1   Review the call

4.2   Call follow up

5       Summary and Feedback

Notes:

·   This workshop duration is 3 days. (9:00 AM to 6:00 PM)

·   This can be combined with “Group Selling Skills workshop” which requires one more day, (Total 4 days)

 “Territory Planning”

Comprehensive pre-season preparation workshop

Workshop Aim:

Our 2-day workshop is a perfect solution to the salespersons looking to plan their territory in a scientific way in terms of Sales Planning and Demand Generation Planning, which will result in maximizing the conversion and optimizing the resources by bring in the focused market approach.

Workshop Objectives:

·       Set goals effectively.

·       Plan monthly goals based on the crop calendar.

·       Select target markets strategically.

·       Split goals by dealer and market.

·       Understand retail effectiveness metrics.

·       Analyze the competition thoroughly.

·       Develop a comprehensive sales strategy.

·       Create a demand generation strategy.

·       Formulate a compelling value proposition.

·       Convert features into benefits seamlessly.

·       Choose activities aligned with different strategies.

·       Determine the number of activities needed to reach planned customers.

·       Calculate the number of field personnel required to complete activities.

·       Understand crop planning effectiveness metrics.

·       Prepare a detailed crop-wise activity calendar.

·       Monitor and review activities efficiently.

Who will benefit:

Field Salespersons, Middle level Managers.

Note: 

·       This workshop duration is 2 days. (9:00 AM to 6:00 PM)

 “Group Selling Skills”

The SMART way of addressing a group of customers

Workshop Aim:

Our 3-day workshop is aimed to prepare the individual to conduct an effective customer / farmer meeting which is result oriented.

Workshop Objectives:

·       Learn to write the meeting objective using SMART

·       Learn whom to call

·       Learn how to arrange and set up meeting room / place and time

·       Learn how to prepare the content

·       Learn how to convert Feature to Benefit connecting it to emotional needs.

·       Learn the different buying motives of customers

·       Learn about customer’s decision-making process

·       Learn 6 steps opening statement

·       Learn how to be boss on the stage

·       Learn communication skills to connect to audience

·       Learn how to handle audience responses

·   Learn how to summarize the meeting

·   Learn how to gain commitment from the customers

·   Learn how to follow up with the audience

Who will benefit:

Field Salespersons, Field Marketing Team, Middle level Managers.

Workshop Overview:

Day One:

1       How to Plan a Meeting

1.1   Meeting Objective – SMART

1.2   Inviting Audience – Whom to Invite, How to Invite, Ideal Audience mix

1.3   Arrangements- Location, Time, meeting room setup

1.4   Tools to have for the effective meeting

1.5   Preparing the meeting content

1.6   Features – Benefits

1.7   Understanding buying motives

1.8   Use of visuals

1.9   Content Preparation Exercise

Day Two:

Day one Recap

2       Presentation of contents by participants

3       What the prospects want to know

3.1   How customer takes Decision – Action Decisions V/S Mini Decisions.

3.2   How mini decisions lead to action decision.

4       Actual Meeting

4.1   Effective Presentation

4.1.1  Opening – Six steps opening statement

4.1.2  Attention getter

4.1.3  Overcoming Nervousness

4.1.4  Becoming boss on the stage

4.2   How to handle Audience Responses- Tough Questions

4.2.1  Positive, Negative, Positive -Negative

4.2.2  Other types of questions

4.3   How to identify customer’s buying intent

4.4   Doing a Summary closing

4.5   Gaining Commitment

Day Three:

5       Follow up

5.1   Follow up with Target Audience

5.1.1  Maximizing the effect

5.1.2  Fulfilling the promises made

5.2   Evaluating the meeting success

5.2.1  Make self-evaluation

5.2.2  Tracking the Purchase

6       Summary and Role Play by the participants

Note: 

·       This workshop duration is 3 days. (9:00 AM to 6:00 PM)

Phone: +91 7760065342

 Email: dayanand.hegde@outlook.com