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.
Chat with us to see how this program will help your salespeople. Write to rakesh.m@dottedline.co.in to fix up a date and time to do so.
◾ Sales Awareness
◾ Verbal Behaviors
◾ Foundation
◾ Sales - F.A.B
◾ Need based selling
◾ The Blended Sales Model - Basics
◾ The 10 Step Sales Process - Basics
◾ Objection Management
◾ Closing the sale
◾ Introductions and Expectations
◾ Sales - Assessment
◾ Successful Salespersons Beliefs
◾ Verbal Behaviors
◾ Foundation
◾ BusinessMoves - A Simulation
◾ Sales - F.A.B
◾ Need based selling
◾ The Blended Sales Model
◾ The 10 Step Sales Process
◾ Objection Management
◾ Closing the sale
◾ Situation based Role plays, Exercises, Activities, Quiz.
◾ Introductions and Expectations
◾ Sales - Assessment
◾ Verbal Behaviors
◾ BusinessMoves - A Simulation
◾ Sales - F.A.B
◾ Need based selling
◾ The Blended Sales Model
◾ The 10 Step Sales Process
◾ Objection Management
◾ Closing the sale
◾ Key Accounts Management - Basics
◾ Case Study based Role Plays, Quiz, Exercises, Activities, and Practice sessions.to integrate learning
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.
◾ Introductions and Expectations
◾ Self-Assessment
◾ Verbal Behaviors
◾ Foundation
◾ Negotiation - Basics
◾ The Negotiation Model
◾ Preparing for the Negotiation
◾ Planning for a Negotiation
◾ Negotiation - Planner
◾ Building & maintaining Power
◾ Persuasion for Win-win
◾ Bargaining tactics
◾ Recognizing Dirty Tricks
◾ Quiz
◾ Introductions and Expectations
◾ Self-Assessment
◾ Verbal Behaviors
◾ Foundation
◾ BusinessMoves – A Simulation
◾ Negotiation - Basics
◾ The Negotiation Model
◾ Preparing & Planning
◾ Preparing based on a case study
◾ Planning based on a case study
◾ Negotiation Planner
◾ Your First Negotiation
◾ Building & maintaining Power
◾ Persuasion for Win-win
◾ Bargaining tactics
◾ Recognizing Dirty Tricks
◾ Your Final Negotiation
◾ Quiz, Exercises, Role Plays based on case study
◾ Introductions and Expectations
◾ Self-Assessment
◾ Verbal Behaviors
◾ Foundation
◾ BusinessMoves – A Simulation
◾ Negotiation - Basics
◾ The negotiation Model
◾ Preparing & Planning
◾ Preparing - Live case study
◾ Planning - Live case study
◾ Negotiation Planner
◾ Your First Negotiation
◾ Building & maintaining Power
◾ Persuasion for Win-win
◾ Bargaining tactics
◾ Recognizing Dirty Tricks
◾ Your Final Negotiation
◾ Quiz, Exercise, Role Plays based on Live case study, Practice Sessions
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