1. Basic Sales Training Program

This training provides the fundamental skills and tools for salespeople. Key topics include the alignment of the selling process with the buyer's buying process, prospecting/qualifying, investigating customer needs, and selling value.

Contents

• You and Your Customer
• Selling/Buying Process Alignment
• How do Your Sell Value?
• Prospecting, Qualifying, and Call Planning
• Investigating Customer Needs
• Opening the Call
• Questioning and Listening Skills
• Resolving Objections
• Evaluating Options and Trial/Testing
• Closing/Getting Commitment
• Supplying and Documenting Value
• Maintaining and Growing Business

Ideal for: Frontline Sales Engineers, Sr. Sales Engineers, Business Development, TCS, PD, R&D
Structure: Two day’s program

2. Advance Sales Training Program

This course teaches participants how to close new business faster and to identify when to stop wasting time and resources on lesser opportunities. This foundational course fully explores the Customer Engagement Process. It is an advanced, tactical sales execution course designed to improve one’s ability to uncover critical business issues, establish differentiated value, and then to create a compelling vision in the mind of the customer leading to favourable action.

Contents

• Current key concepts in B2B sales
• Basic principles of collaborative solution selling
• Customer Engagement Process
• Team presentations using a target account
• Shorten sell cycles and improve chances of winning
• Describe the psychological aspects and phases of how buyers buy
• Recognize the difference between “latent” and “active” opportunities and how each type should be approached from a sales perspective
• Understand “Customer Engagement Process” and where tools can be applied
• Stimulate interest in prospects from past success to initiate new opportunities
• Demonstrate credibility with the customer by exploring customer PAIN
• Gain access to POWER people within an opportunity
• Create or reengineer customer buying VISION based on the strengths of unique VALUE
• Exercise more CONTROL over the selling cycle
• Negotiate more effectively during the closure of a sell cycle

Ideal for: Experience Front line sales Engineers, Sr. Sales Engineers, KAM, Regional Managers, Middle Management and Senior Management, TCS, Business Development
Structure: Three days Program

3. Price Management Program

This course will equip sellers to be more effective when increasing prices or defending prices as market conditions demand. Day 1 discusses pricing concepts and introduces a 5 step process to successful negotiations. Day 2 consists of a Pricing Clinic (Customer Analysis) using the 5 step process. With a facilitator coach, participants review the past record of activities like services, cost savings, risk mitigation, capabilities, innovations etc. This analysis identifies current strengths and gaps for improvement at major accounts within any business unit. The course culminates in the preparation of a strong value presentation enabling the customer to be better informed about the advantages of continuing to buy from the company and increasing the confidence of the seller for negotiation.

Contents

• Initial Situation Analysis
• Buyer Analysis
• Price Increase Target Definition
• Strategies and Tactics
• Actions Steps (Implementation)
• Obtain a neutral view on your customer relationship
• Be better prepared to achieve your price increase target or defend your pricing position
• Think more like the purchaser you will negotiate with
• Better evaluate the real risk of losing the business due to specific actions
• Develop convincing arguments for higher price

Ideal for: Sales Engineers, Key Account Managers, Sales Managers
Structure: Three day Program

4. Sales 4 Non Sales

This module helps all the supporting functions to understand the sales function, helps them to align themselves so as to support efficiently and help sales team close the deals faster thus reducing the sales cycle and providing excellent service to customer.

Ideal for: All supporting departments including customer service, demand planner, R&D, Product Development, etc.
Structure: One Day Program

5. Communication Skills

This program is developed with the view to boost the skills and confidence of corporate employees while interacting and communicating with foreign clients, external customers, for business development and also to enhance business communication practices within an organization.

Ideal for: Employees facing customers, team leads, managers
Structure: Three day workshop
Primary inputs: Writing and oral communication, body language, business etiquette, telephone and email etiquette and presentation basics

6. Presentation Skills

This program helps in enhancing presentation abilities and to become a powerful presenter, a speaker with an impact and deals primarily with developing public speaking abilities.

Ideal for: All sales people, Customer facing executives, Team leaders, people who need to address audiences and any other aspirant for public speaking.
Structure: Three day workshop