Sales Trainings

The current sales environment is highly dynamic and challenging with expectation to increase sales volume, generate more revenue and profitability per customer, differentiate yourself and your product and services from your competitors, work effectively with knowledgeable and demanding customers and yet maintain growing relationships, work effectively across internal teams with limited resources to garner support over long sales cycle, work effectively across internal teams with limited resources to garner support over long sales cycle, etc. Successful sales management is critical for organisation’s win.

A planned sales and account management approach*1 by selling right solution*2, at a right price*3 to the right people*4 is critical for company’s success.

Sales Masters is a package of four key sales training modules to make your sales team an ace sales organisation with profitable and high win ratio and with the ability to call high and call right. The modules are:

1 Strategic Account Planning : 10 hrs.
2 Value Selling Skills : 7.5 hrs.
3 Effective Negotiation Skills : 7.5 hrs.
4 Mastering Executive Conversation : 5 hrs.

Sales Masters Workshop includes :
− 6 days (30 hrs.) workshop,
− Mentoring in 2 critical sales planning and 2 critical negotiations,
− Email/remote support and guidance for 5 strategic account plans.

Number of Participants: Maximum 25
Target Audience: Sales Team, Sales Managers
Price: Rs. 60,000 per participant

The above fee includes course material, lunch and tea/coffee on all days.

Which is easier – to break into a new account or sell in an existing one? Which is an easier and profitable sale – to fulfill a customer’s requirement or to solve a customer’s business problem through a solution? When is it easier to sell – when the customer sees you as a partner or a supplier? Every key customer account first, must be protected and second, they need to be managed to grow to their full revenue potential. A sales professional need to have both short-term and long-term goals including a methodology for actively managing and growing strategic accounts. Revenue growth and retention in a key account depends on the relationship and the trust of the customer the key account manager enjoys.

Strategic Account Planning workshop will help your key accounts sales team win through a strategic plan by focusing on right issues with the right people at the right time, assess opportunities, leverage resources, deliver solutions to customer’s business problems, strengthening and sustaining relationship and managing and optimizing resources throughout the sales cycle

Duration: 2 days, 10 hrs.
Number of Participants: Maximum 25
Target Audience: Sales Team, Sales Managers
Price: Rs. 25,000 per participant

The above fee includes course material, lunch and tea/coffee on both days.

People don’t buy a product or a service nor they pay for it. People pay for the perceived value of the solution to their problem. What causes them to change? If you want your sales team to increase conversion rate, reduce the sales cycle and increase profitability, then this workshop is a must for your sales team.

Value Selling Skills workshop will help your sales team understand customer’s business challenges and position solution to address business problems, improve sales closure by developing skills to influence the buying decision and motivate to act faster and increased sales revenue per account.

Duration: 2 days, 10 hrs
Number of Participants: Maximum 25
Target Audience: Sales Team, Sales Managers
Price: Rs. 25,000 per participant

The above fee includes course material, lunch and tea/coffee on both days.

The Effective Negotiation Skills workshop will teach skills, principles and concepts that are critical to sales success. It will equip you to negotiate mutually beneficial agreements that meet both the needs of your customers and the needs of your company, maintain productive customer relationships and increase account profitability. Taking a planned approach to negotiations helps manage the different dimensions of negotiation at all the stages of a sales cycle. You will be able to negotiate terms and conditions more effectively and sustain negotiations over long periods of time. It is a systematic approach to understanding critical negotiation behaviours in our customer interactions. You will practice and apply new principles and tools for effective negotiations and closure.

Duration: 2 days, 10 hrs
Number of Participants: Maximum 25
Target Audience: Sales Team, Sales Managers
Price: Rs. 25,000 per participant

The above fee includes course material, lunch and tea/coffee on both days.

Sales, often are not won by the smartest sales person but by the one who can articulate the value. How do you articulate the value that your solution brings to the executive’s business challenge? You only get one chance with the decision maker and if you fail to converse right in that window of opportunity, chances are that you may lose the sale!

Forrester Research found that executive buyers report that 88% of the sales professionals they encounter are knowledgeable about their own products and services. Those same executive buyers report that only 24% of sales professionals are knowledgeable about the buyer’s business, in areas like market trends, key business issues and the financial metrics they use to run their business.

Sales executive not only needs to link the value of the solution to customer’s business initiatives but also be proficient at delivering executive-level conversations with confidence and authority about the issues executives care about most. Mastering Executive Conversation brings all the other sales modules together for a smooth sales closure.

Duration: 2 days, 10 hrs
Number of Participants: Maximum 25
Target Audience: Sales Team, Sales Managers
Price: Rs. 25,000 per participant

The above fee includes course material, lunch and tea/coffee on both days.