Sales Training

Over the years we have delivered sales training to meet several unique needs.  Some of our clients wanted us to train their new salespeople on the basics, while other clients wanted to introduce a model and process in selling, while yet another client wanted to discipline their sales teams.  Each time it was different requiring us to build a unique solution.

From the many training programs we delivered we have selected those modules that were the most wanted.  Each of these modules can be customized (your data, your products, your market) to your exacting needs.

These modules are listed below and then further divided into 3 different levels Basic, Advanced & Expert that are for 1, 2 and 3 days respectively.  Choose what suits you best and let us know how we could customize these modules for your need.

Following are the modules.  Go ahead, configure  your training program.

✅  Introductions and Expectations

To understand each participants profile, role and expectations from the program. 

✅  Sales - Assessment

Discussions to understand the perceptions, personal experiences, and knowledge on Sales through a small paper assessment.  This sets the tone as well as helps the trainer to customize delivery.

✅  Successful Salespersons Beliefs

A set of beliefs of a successful salesperson to be imbibed by salesperson desirous of building a successful sales career.

✅  Sales Awareness

Sensitization to basics in sales and understanding B2C and B2B  strategies in the context of consultative selling generally and specifically for the clients specific sales environment.

✅  Verbal Behaviors

Dialogs play an all important role in persuasion. Understanding high impact verbal behaviors  to have more incisive dialogs with prospective buyers. The importance of driving conversations by collaborating with the prospect as well as to identify and avoid behaviours that are counter productive.

✅  Foundation 

Understanding individual persuasion styles and drawing comparisons with researched data on successful salespeople.

✅  BusinessMoves - A Simulation

A simulation for the participants to experience what it takes to understand market dynamics and persuade the other party under severe time pressures and ambiguity as well as to understand inter-dependencies for building long term business relationships.

✅  Sales - F.A.B

Taking a close look at Features, Advantages & Benefits, of a product / solution and their role in influencing the buying decision.

✅  Need based selling

People buy for their needs. Uncovering, understanding and identifying needs that are critical and immediate are the most fundamental building blocks in consultative selling.

✅  The Blended Sales Model

The   buyer & seller must collaborate, and their efforts must "blend" towards closure and long tern relations. The salesperson should be able to manoeuvre the discussions by skillfully driving dialogs in the context of his solutions. The model is a container that allows deep customization to any product  or solution in any market segment. 

✅  The 10 Step Sales Process

The 10 step sales process is a guide for the salesperson.   It is a structured end-to-end process to get in control of the sale by preparing, uncovering the critical and immediate needs, closing the deal and   setting up the customer as a referral site. 

✅  Objection Management

Understanding why objections arise, recognizing the various types, preventing them and their timely management. 

✅  Closing the sale

Methods and techniques. To bring the sales process to its desired logical conclusion. 

✅  Key Accounts Management - Basics

Understanding different customer organisation types, defining and identifying large accounts, identifying different buyers profiles, their roles and responsibilities and learning to initiate and hold meaningful discussions with them.        

This program works equally well for the seller and for the buyer.  

From the many trainings' we delivered we have selected those modules that were the most wanted.  Each of these modules can be customized (your data, your products, your market) to your exacting needs.

These modules are listed below and then further divided into 3 different levels Basic, Advanced & Expert that are for 1, 2 and 3 days respectively.  Choose what suits you best and let us know how we could customize these modules for your need.

Following are the modules.  Go ahead, configure your training program.

✅  Introductions and Expectations

To understand each participants profile and expectations from the program. 

✅ Self-Assessment

Discussions to understand the perceptions, personal experiences in Negotiations through a small paper assessment.

✅  Verbal Behaviors

Dialogs play an all important role in negotiations. Understanding and initiating high impact verbal behaviors   to have more incisive dialogs with the other party. The importance of driving conversations by asking questions that are relevant and focused.

✅  Foundation

Understanding individual negotiation styles and drawing comparisons with researched data on successful negotiators.

✅  BusinessMoves – A Simulation

A simulation for the participants to experience what it takes to negotiate under severe time pressures and lack of information as well as to understand inter-dependencies for win-win outcomes.

✅  Negotiation Basics

Why and when do negotiations happen. Understanding negotiation concepts like   Trading & Conceding, Building and maintaining the right climate,  Mandates, and Common Ground, The different outcomes of negotiated agreements, Hard, Soft and Principled Negotiators.

✅  The Model

Understanding the negotiation model and the importance of working around the model for achieving implementation success.

✅  Preparing & Planning, 

The importance, need and differences between preparation & planning before negotiations

✅  Preparing & Planning based on a case   study

Developing the SWOT, Defining ranges, Identifying negotiable issues, defining the objectives and fall back options based on the   data available in the case study.

✅  Negotiation Planner

Developing your guide for your first negotiation based on the case study

✅  Your First Negotiation

Experiencing your first live negotiation based on a case study

✅  Building & maintaining Power

Understanding the importance and sources of Power in a negotiation and maintaining an effective power balance through the negotiation. 

✅  Persuasion for Win-win

Elements of persuasion in negotiation and what works best for a win-win outcome.

✅  Bargaining tactics

Importance of creativity in bargaining, strategies for conceding and how to avoid stalemate situations

✅  Recognizing Dirty Tricks

Being wary of and not falling prey to planned manipulation by the other party

✅  Your Final Negotiation

Experiencing the final live negotiation based on a case  study.