Fundamentals of Selling

Overview :

Sales is a most important function in any organisation because it’s a revenue generator for the organisation. To get the sales & build reputation in the market , one need to have skilled & passionate manpower.

The biggest challenge for the organisations is to train the sales staff on the effective selling skills & build an attitude of a star salesman.

The program will be most ideal for , Freshers or sales person with little experience . As the title suggests the program will cover all the basic aspects of selling.

After Completing this program, your team will be able to

Advance Selling Skills (B-C)

Overview :

The landscape of buying and selling has changed more in recent years than it has in the past several decades. Buyers are more sophisticated and, thanks to the Internet, are awash in information and research. Yet, at the same time, executives are searching—often in vain—for new ways to innovate, compete, and improve their success.

When sellers bring valuable insights and ideas to buyers that they hadn’t previously considered, sellers strengthen their relationships, differentiate from competition, and win more sales.

This program is tailor made for experienced sales executives / managers who are looking out for additional skills& insight to win over the difficult Customers

After completing this program, the participants will be able to

Selling to corporate (B -B)

Overview :

Selling to Corporate is more complex than selling to individuals because of many factors like multiple stake holders (decision makers), decision making process, high stakes, high expectations from the clients & the cut throat competition.

Many of the forward looking companies are supporting non manipulative selling philosophy. This philosophy is based on premise that true selling success rests on beyond the order achievement. It is to achieve win win outcome & build long term relationship.

The program focuses on understanding individual buying influences within the organisation & tailor the solutions. The program ensures more appointments & more closures.

After Completing this program, participants will be able to

Channel Management

Overview :

A marketing channel is a set of practices or activities necessary to transfer the ownership of goods, and to move goods, from the point of production to the point of consumption which involves different institutions and all the marketing activities . A marketing channel is a useful tool for management.

In today’s competitive environment, it’s a big challenge to effectively connect with the buyers, perform sales, promotional & advertising activities, influence the firm’s pricing policy, stocking & timely distribution, offer credit etc.

Therefore the role of handling the channels is most critical & important for the firms. The sales persons needs to have appropriate skills to handle the channels effectively.

After completing this program, the participants will be able to

Key Account Management (KAM)

Overview :

Large( Key) customers were & still are treated in different way from smaller ones. The concept of Key account Management (KAM) is obvious. The core issue is not whether to use KAM , but how to use it more professionally & effectively than competitors.

KAM enables companies to grow more strongly,increase its profit & guarantee its output. Large customers typically have very specific requirements. Since KAM is dynamic,complex & individual,companies need clear strategies, concepts& modular solutions.

This program covers the strategies & skills to handle large accounts effectively for success. Participants will learn about relationship building, networking, value-based selling, negotiation skills & servicing the account.

After Completing this program, participants will be able to

Sales Management (For Sales Leaders)

Overview :

Managing a sales force is one of the more difficult jobs in any company. In our Sales Management Training program, your sales managers and leaders will learn how to develop goals for their salespeople, recruit and hire top sales talent, and Motivate &help the current sales team become a model for overachievement.

Every program is tailored to your industry, products and services, and the skills that will dramatically improve your team’s sales management success. Our approach to training helps us to set the training up right, deliver it powerfully, and then make sure the learning happens over time so it has the greatest impact.

After completing this program, the participants will be able to

Sales Coach Training (Coach the Coach for Sales Leaders)

Overview :

One of the ingredients necessary for the success of any sales team is access to inspirational and insightful sales coaching. But many sales managers and leaders are at a loss as to how to be a good coach.
In our sales coach training program, designed specifically for people who lead sales teams, participants will learn how to help salespeople and professionals get the most out of each sales opportunity and achieve their greatest potential.

After Completing this program, participants will be able to

Having an effective coach can be the most significant factor in an individual’s sales success. In our Sales Coach training program, sales managers and company leaders will learn what it takes to get top achievement from their sales teams. The result of this will be a focused and over-achieving sales team that consistently exceeds sales targets and drives revenue growth

Negotiation Skills

Overview :

Buyers are savvier than ever, and always on the lookout for the best value. When it comes time to gaining commitment, buyers will often seek to negotiate a better deal, or press you in some other way. Negotiation is crucial for them to achieve their goals and manage their resources, and it is crucial for you to keep margins, profitability, and customer satisfaction high.

Sales Negotiation training program teaches you the skills needed to reach the best win-win solutions for your company and your customers.

After completing this program, the participants will be able to

Every program is tailored to your industry, products and services, and the skills that will dramatically improve your team’s success.
Our sales negotiation skills training will teach you how to negotiate the best deals while improving sales margins and close rates, and keeping customer satisfaction high.

Sales Prospecting

Overview :

Qualified leads are the life blood of high earning & top performing teams.One of the most common challenges in sales is getting new prospects into the front of the pipeline. This program covers the best ways to prospect, including how to set appointments using the telephone, email, direct mail, online tactics, and the other methods available to you.

After Completing this program, participants will be able to

Inside Sales (For Inside Sales Teams)

Overview :

A decade ago, Customers expected to receive an in person visit from the field sales representatives. Today field reps are scrambling to keep up pace with the new B to B stars. Inside sales people of sales organisations have changed the way sales are done. Businesses now rely on inside sales team to generate up to 50% of their revenue.

Inside sales people prospect & manage customers at the highest level; cold calling Directors,VPs, Business head & decision makers within the organisations. Hence, It becomes important for inside sales person to be very effective on phone, voice mails,emails & digital marketing.

The program covers all the aspects of Inside sells with great details and assures increased productive leads, proposals, closings.

After completing this program, the participants will be able to

Persuasive Presentation Skills

Overview :

If you want to sell a vision, if you need people to visualize a new reality you can create for them, and if you need to be able to persuade people, then you need to be able to present with skill and savvy.

Our presentation skills workshop covers the keys behind great presentations and demonstrations, and will equip you with the presentation skills you need to influence, persuade, and sell.

After Completing this program, participants will be able to

Every presentation skills workshop is tailored to your industry, products and services, and the skills that will dramatically improve your team’s success.

In our presentation training we’ll record your team giving presentations and analyse them one by one. This is the best way for individuals to see what they are actually doing and where they need to improve their presentation skills.

Customer Relationship Management

Overview :

We all know that for Organizations, acquiring a new customer is costlier than retaining a Customer. The responsibility of a good CRM is not only with the Customer Service or Sales Department, but of all the Departments.

Knowing all the stakeholders, their role & their needs is important to ensure great customer service. Desire alone will not help anyone to give a best experience to their customers, one needs to develop skills & knowledge to do it.

After completing this program, the participants will be able to

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