Upcoming Training
Financial Implications of Discounts on Company Profitability
30 Apr, 2024Time : 10:00 am
Duration : Three Hours
Training Mode: Webinar
Venue : Zoom Platform City : On-Line Program on Zoom Platform
You don’t get what you deserve but what you negotiate. Effective Preparation for a major contract is a sine qua non (an essential condition) for a profitable sale. The professional negotiators (Procurement, Finance or the CEOs) from the client’s side are known to squeeze their vendors to the maximum with their ruthless haggling.
The Webinar will enable you with a practical toolkit to not only create value for your customer but also claim maximum value across the negotiating table.
For Whom :
The program is recommended for Senior Sales Executives, Managers, VP-Sales and CEOs who are selling high-value capital equipments, precision products, projects etc. The target segments are Machine Tools, Engineering, Electrical and Electronics, Luxury and Premium Products (Furniture, Automobile, Realty),Project Sales (Software, Hardware, Automation & Infrastructure)
Being an Advanced and an Intensive program, it is recommended that the participants have a minimum experience of 5 years and adequate selling skills with a minimum annual target of Rs 5 Crores (US$5 Million)
Methodology: The program is highly intensive and a practical with a judicious mix of role plays, case studies and exercises. The participants are expected to bring a practical case which may involve:
- An ongoing proposal in the negotiating pipeline
- A major order lost
The toolkit in the program shall help them to develop learning for application in the future orders.
Main Themes :
• Financial Basics salespeople should know, Top-Line, Bottom-line, EBIDTA, breakeven point
• Calculating the cost of concessions
• How discounts affect the company profitability in a disproportionate way
• Negotiating variable beyond price: Volume, mix, payment terms etc.
• Techniques to handle concessions: If I were to give you, can you give me...
• Logrolling: Trading across issues – Issue Analysis
Trainer :
Rajan Parulekar, B.E. (Electrical), MBA
- Author of Contextual Selling®: A New Sales Paradigm for the 21st century
- Completed Enhancing Sales Force Performance program at IIM-A in February 2013
- Trained around 15,000 managers and sales executives from 1000+ companies since 1995.
- Conducted programs for culturally diverse groups in India, Malaysia, Singapore Sri Lanka, Qatar, Muscat, Bangla Desh etc.
- Best Sales Performance in Asia award while working for Wiltron USA in 1990
- Winner of International Taped Speech Contest by Toastmasters International USA in 1997
- Worked with Larsen & Toubro, Wiltron and Toshniwal in Sales and Marketing
- Advanced Toastmaster (ATM) certified by Toastmasters International, USA.
How To Attend :
Rs 4500 + GST per person
For GST Invoice please send a mail with your GST number.
PayTm: 98450 14098, Google Pay: 9880236793
Please send a mail with your name, company, mail ID and phone to:
Email: rajan@paradigm-info.com,
Avaliable Training
Webinar - Improve Consistency in Order Booking thro' Sales Funnel
Duration : Three and Half Hours
Training Mode: Webinar
Organizations need a predictable and consistent order booking inputs from the sales department to have the optimum utilization of their production facility, cash-flow and thus achieving the annual revenue and profitability targets. The market conditions however, are much different. The Sales Team has to face uncertainties in the field like: Key Decision Maker (KDM) not available, resigned or transferred, Funds either not available or used for other priorities, competition strategies etc. Most of these factors are beyond a salesperson’s control. A unique way to manage the above is by using a Contextual Sales Funnel which can help you achieve your desired targets. Please don’t waste your time in getting that specific order; what your organization needs is to achieve those desired numbers!
For Whom :
The program is useful for Sales Executives and Managers who are in the business of: Automobiles, Capital Equipments, Chemicals, Construction and Earthmoving, Electrical and Electronic Eqpts, Engineering Products, Financial Services, Logistics, Medical Eqpts, Project Sales, Realty ( Commercial and Residential) & Telecom Products. ( The program is not relevant for FMCG /Pharma/OTC and B2C products.
Main Themes :
Key Takeaways & Benefits:
1. Factors Beyond your control: market conditions, competition strategies
2. What you can control: Market Segmentation, Territory Mapping
3. Contextual Sales Funnel : How it can be used to achieve short and long-term growth
4. Four Stages of Funnel - Suspect, Prospect, Advanced Stage & Order Closing
4. How to prioritize Different Types of Calls
5. The right mix to improve consistency in Order Booking
6. Three Dysfunctional approaches that create anxiety in Salespeople: Dart-in-the-dark,
Living-on-hope & Abhimanyu
Trainer :
Rajan Parulekar, BE, MBA,
- Author: Contextual Selling, A New Sales Paradigm for the 21st Century
- Trained more than 15,000 salespersons from 1000+ companies since 1995
- 35 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997
How To Attend :
The program is conducted on Zoom Platform. Participants are recommended to attend the program on Laptop/Desktop.
How To Attend:
Investment per person: Rs. 4000 + GST
Please send a mail with your name, company, mail ID and phone to:
Email: info@paradigm-info.com, Madhura@paradigm-info.com; paradigmtrainerspl@gmail.com
We shall you send you an invitation to enter the Virtual Class Room. For details contact Madhura at 98802 36793
THE TOP 7 MISTAKES SALESPEOPLE MAKE
Duration : Interactive session of One-and Half Hours
Training Mode: Coaching & Mentoring
Main Themes
1. Selling at the Wrong Level
2. Selling without concern for Profitability
3. Being Victim of the Sales Cycle
4. Ignoring the Past Clients
5. Staying in your Comfort Zones
6. Believe Selling is talking
7. Not Getting to the Decision Makers
For Whom :
For salespeople involved in B2B /Industrial Sales
Main Themes :
A practical session with Q&A to help you sell more effectively.
Trainer :
Rajan Parulekar, B.E. (Electrical), MBA
- Author of Contextual Selling®: A New Sales Paradigm for the 21st century
- Trained around 15,000 managers and sales executives from 1000+ companies since 1995.
- Best Sales Performance in Asia award while working for Wiltron USA in 1989
- Worked with Larsen & Toubro, Wiltron and Toshniwal
How To Attend :
YOu can make payment through your credit/debit card through our CCAvenue Payment Gateway
DNA of A Star Sales Performer
Duration : Three and Half Hours
Training Mode: Webinar
Most of the salespeople report that they do not get results despite the best efforts they put whereas the others do not put enough efforts in spite of the opportunities. However the management evaluates the salespeople primarily from the results they deliver than the efforts they put. The 3-hour on-line Zoom Session will show you a practical roadmap towards becoming a Star Sales Performer.
For Whom :
The program is recommended for sales executives selling high-value products, services and solutions from Automobiles, Engineering Products, Chemicals, Capital Equipments, Electrical Products Electronics,Project sales, Telecom, IT ( Software and hardware) sector. The program may not be suitable for OTC/FMCG sales.
Main Themes :
1. Management Expectations: Your Results are measured by Numbers, Value and Profitability
2. Four Types of Salespeople: Star, Work Horse, Unutilized Talent & Dead Wood
3. Self-Evaluation to understand your strength and weakness.
4. Results = Motivation x Activity Level x Direction of Efforts and Effectiveness, in short, R=MADE
5. Blueprint to Success: Hard Work for Unutilized Talent & Smart Work for Work Horse.
Trainer :
Rajan Parulekar, B.E. (Electrical), MBA
- Author of Contextual Selling®: A New Sales Paradigm for the 21st century
- Completed Enhancing Sales Force Performance program at IIM-A in February 2013
- Trained around 15,000 managers and sales executives from 1000+ companies since 1995.
- Conducted programs for culturally diverse groups in India, Malaysia, Singapore Sri Lanka, Qatar, Muscat, Bangla Desh etc.
- Best Sales Performance in Asia award while working for Wiltron USA in 1990
- Winner of International Taped Speech Contest by Toastmasters Int’l USA in 1997
- Worked with Larsen & Toubro, Wiltron and Toshniwal in Sales and Marketing
- Advanced Toastmaster (ATM) certified by TMI USA.
How To Attend :
How To Attend:
Investment: Rs. 4000+ GST (Rs. 4720) per person/ US$ 50 per person. Clients who wish to pay in US$ may contact madhura @paradigm-info.com for NEFT transfer details.
For GST Invoice please send a mail with your GST number.
PayTm: 98450 14098, Google Pay: 9880236793
Please send a mail with your name, company, mail ID and phone to:
Email: rajan@paradigm-info.com, madhura@paradigm-info.com
Webinar - Develop Hunter Mindset to Acquire New Customers
Duration : Three and Half Hours
Training Mode: Webinar
Salespeople in general prefer to be in their comfort zone in meeting the regular customers which is termed as a Farmer Mindset. However, when customers are spoilt for choice with a plethora of vendors (thanks to Google Search) the customer loyalty towards you gets adversely affected. The added challenge is your potential customers (prospects) are wary of meeting unknown salespeople; whether on-line or in person. However, to maintain and grow business, developing and acquiring new customers is crucial for salespeople. The practical webinar will help you develop a Hunter Mindset for a Sustainable Business Growth!!
Participant Feedback:
1. The Program was Interactive, where Connecting to the customer on a common ground was shown as an important aspect. Different methods of sales pitch was also highlighted to win over new customers.- Koshal Reddy, Anritsu Instruments
2. It will help me during cold calling, how to talk as a stranger to new customers which will increase my confidence during the customer interaction.- Ritesh Kadam, Multidimensions
3. One action I would implement is an elevator pitch for Multidimensions and modification based on main product sold and customer references
e g Main Multid pitch , if the customer says conveyor OEM looking for Maedler product , speak about product -German origin and conveyor customer references.. or say end user , speaking about NSK, give references of Japanese and American OE references
Recommendation - it would be generally difficult to get, referrals ..we will get it!- Pushkar Kulkarni, General Manager, Multi Dimensions
For Whom :
The program is recommended for sales executives selling high-value products, services and solutions from Automobiles, Engineering Products, Chemicals, capital Equipments, Electronics, Telecom, IT ( Software and hardware) sector. The program may not be suitable for OTC/FMCG sales.
Main Themes :
Major Themes:
• Importance of New Customers in Business Sustenance and Growth
• Why are new prospects wary of talking to unknown salespeople?
• Trust & Rapport Building in overcoming the prospects’ inhibitions
• Role of reference and recommendations in getting new appointments
• Strong and Weak Ties and their role in expanding your professional Network
• How to reach out to Key Decision Makers (KDMs) thro’ LinkedIn
Trainer :
Rajan Parulekar, B.E. (Electrical), MBA
- Author of Contextual Selling®: A New Sales Paradigm for the 21st century
- Completed Enhancing Sales Force Performance program at IIM-A in February 2013
- Trained around 15,000 managers and sales executives from 1000+ companies since 1995.
- Conducted programs for culturally diverse groups in India, Malaysia, Singapore Sri Lanka, Qatar, Muscat, Bangla Desh etc.
- Best Sales Performance in Asia award while working for Wiltron USA in 1990
- Winner of International Taped Speech Contest by Toastmasters Int’l USA in 1997
- Worked with Larsen & Toubro, Wiltron and Toshniwal in Sales and Marketing
- Advanced Toastmaster (ATM) certified by TMI USA.
How To Attend :
How To Attend:
Investment: Rs. 4000+ GST ( Rs. 4720) per person/ US$ 60 per person. Clients who wish to pay in US$ may contact rajan@paradigm-info.com
Payment can be made through Credit card ( www.paradigm-info.com ) or NEFT on this site
PayTm: 98450 14098, Google Pay: 9880236793
Please send a mail with your name, company, mail ID and phone to:
Email: rajan@paradigm-info.com, madhura@paradigm-info.com
Value-Selling for Premium Products and Solutions
Duration : FOUR sessions of THREE and HALF HOURS each, Two session per week.
Training Mode: Public Program
Does your sales team face any of the problems below?
1 Struggle hard in developing new leads?
2. Undergo Longer Selling Cycles in Big-Ticket Deals?
3 Encounter Lower Conversion Rate in Proposals to Orders?
4 Report Lower reliability in order forecasting?
5 .Deliver Compressed Margins to the organization due to desperate Discounting?
Program Objectives:
- To understand that Value of your offerings has more to do with your customers business context and his perception Vc vis-à-vis your product features, Vp
- To internalize the Seven-step Value Selling Process: TAPANB-Value
- Value selling happens only when Vc > Vp
- Application of the TAPANB-Value process in getting results
For Whom :
The program is recommended for sales executives selling high-value products, services and solutions from Automobiles, Realty , Engineering Products, Chemicals, Capital Equipments, Electrical & Electronic Solutions,Financial Services, Logistics, Medical Equipments and Services, Project Sales, Telecom, IT ( Products and Services) sector. The program may not be suitable for OTC/FMCG sales.
Participant Feedback from related webinars:
1. It was a good session, R=MADE was a good formula, - Raghunandan Jagdish, MD & CEO, Nandan GSE Private Limited, Mumbai.
2. Effort Vs. Potential was an interesting concept. – Sugumar, Dover India Pvt Ltd.
3. We have to reach as many new customers as possible apart from the old customer base. Susmita Seal , Sales Engineer, In-Phase Power, Bangalore
4. Both Hard work and Smart Work are Important for one to become a Star Sales Performer. – Niket Joshi , PSG India Vadodara
5. Keep an eye on the market potential to make /quantify the efforts. – Gokul Kesavan, Eppendorf India Pvt. Ltd. Bangalore
6. Analyze the efforts behind the important Leads ( prospect or suspect) and put efforts in right direction.- Raghavendra Kamath, Homag India
7. Learned about the order forecast for monthly / quarterly and prediction of order deficit time before it hits us.- Thiyaneshwar In-Phase Power Technologies Pvt Ltd
Feedback from Value-Selling Program concluded on 17th December 2021:
1. The Implicit purpose of the first meeting is to build trust and credibility and the explicit purpose is to find out the possibility of working together.
2. Don't tell the customer that I understand you have a requirement unless he informs you otherwise. - Sayak Biswas
3. I would like to mention that after being in sales for about 6 years , I wish if I to have this training in my initial days; it would have really bought more success in terms of both my personality and sales results. Darshan Doijode- Eppendorf
4. Earlier I used to talk more, and hardly used to ask open question.Now I will allow the customer to talk more, and ask the right questions. - Ratan Sarkar Kolkata
5. Start with a small talk to break the ice and Don’t say we are the best. Muthukumuran Mihitra Engg.
6. Whenever I made sales calls, I used to speak more including product portfolio, quality, about service backup and the customer used to l speak less. After attending the value Selling program I have learnt that before going for a client meeting, I should do my homework about the customer and his organization background. My role should be that of a solution provider.- Sridhar V.
Main Themes :
Major Themes:
Session I: Monday, 10th July, 1000-1330 HRS
• The Seven Step TAPANB-Value Selling Process
• Value Selling and its impact on improved margins/profitability
• Reasons why customers are reluctant to entertain unknown salespeople
• Step I: Trust & Rapport Building
• Components of Trust: Positive Intent, Commonality and Establishing Competence
• Step II: Allow the Customer To talk
• Importance of Customer Engagement in Value Selling
• Etiquette in client meetings
Session II: Wednesday,12th July 1000-1330 HRS
• Step III: Deep Probing
• Difference between Open and Closed Questions
• SPIN Model: Situation, Problem, Implication and Need-Payoff Questions
• How open questions help in identifying the customers context
• Problem questions and their role in value creation
• Step IV: Active Listening
• Stages of Active listening: Understanding and Responding
• Qualities of a good listener
Session III: Monday, 17th July, 1000-1330 HRS
• Step V: Development of Clear Needs
• Types of Needs: No Need, Abstract Need, Clear Need and Strong Need
• Relevance on the Right Problem Questions in Identifying Clear Needs
• Step VI: Features-Advantages-Benefits
• Who decides the benefits- Customer or the Salesperson?
• Understanding the Customer’s Business Context to a clear-cut benefit statement
• Benefits in terms of Increased Productivity and Revenue, Reduction in wastage and cost optimization
Session IV: Wednesday 19th July 1000-1330 HRS
• Complexities Involved in Sale of High Value Products/Projects & Solutions
• Decision Makers in a Complex Sale: End User, Gatekeeper, Well Wisher and the Decider.
• Deriving Value Propositions for the Decision Makers
• Step VII: How Improved Perceived Value Vc leads to reduction in Price Objections
• Three Stages of Negotiation: Preparation, Middle and the Closing
• Importance of BATNA, ZOPA and RP in Preparation
• Middle Stage: Negotiating across the Table
• Giving and receiving concessions during Order Closing
Trainer :
Rajan Parulekar, B.E. (Electrical), MBA
- Author, Contextual Selling®: A New Sales Paradigm for the 21st Century
- Completed Enhancing Sales Force Performance program at IIM-A in February 2013
- Trained around 15,000 managers and sales executives from 1000+ companies since 1995.
- Conducted programs for culturally diverse groups in India, Malaysia, Singapore, Sri Lanka, GCC region
- Winner - Best Sales Performance in Asia Award while working for Wiltron Inc USA 1990
- Winner of International Taped Speech Contest by Toastmasters Int’l USA in 1997
- Worked with Larsen & Toubro, Wiltron and Toshniwal in Sales and Marketing
How To Attend :
Investment PER PERSON: Rs. 15,000/- + GST / US$300 for international clients. The charges include, course material, training program with 1-0-1 guidance for a month. Only the registered participants at the program commencement are allowed for the entire program. Payment to be made through NEFT. for registration madhura@paradigm-info.com, paradigmtrainerspl@gmail.com; rajan@paradigm-info.com
Mobile: 98802 36793
Skillful Negotiation
Duration : THREE HOURS
Training Mode: Webinar
You don’t get what you deserve; but what you negotiate. The desired outcome in any negotiation depends more on the Systematic Preparation ( prior to the meeting) than the ad-hoc tactics deployed at the negotiating table. Are your team members well equipped for an important negotiation? This program shows the roadmap…
Objectives
1. To understand the critical importance of appropriate preparation in negotiation.
2. Internalize the qualities of a Skillful Negotiator
3. Application of tools for a successful outcome.
For Whom :
The program is recommended for senior executives working either as individual contributors in Sales, HR, Supply Chain, Project Management etc. and/or team leaders heading profit centres. It shall benefit those for whom Skillful Negotiation is a sine qua non (essential condition) while dealing with internal and external customers in achieving their KRAs/KPIs
Main Themes :
Major Takeaway and Benefits:
1. Difference between a Skillful and an Average Negotiator
2. Negotiation strategy based on Relationship and Substantive issues
3. Importance of preparation in achieving the desired goals
4. Identify your BATNA – Best Alternative to the Negotiated Agreement that sets the threshold
5. How skillful negotiators plan their BATNA, Reservation Price and ZOPA?
6. Qualities of a Skillful Negotiator
Trainer :
Rajan Parulekar, B.E. (Electrical), MBA
- Author, Contextual Selling®: A New Sales Paradigm for the 21st Century
- Completed Enhancing Sales Force Performance program at IIM-A in February 2013
- Trained around 15,000 managers and sales executives from 1000+ companies since 1995.
- Conducted programs for culturally diverse groups in India, Malaysia, Singapore, Sri Lanka, GCC region
- Winner - Best Sales Performance in Asia Award while working for Wiltron Inc USA 1990
- Winner of International Taped Speech Contest by Toastmasters Int’l USA in 1997
- Worked with Larsen & Toubro, Wiltron and Toshniwal in Sales and Marketing
How To Attend :
Investment: Rs. 4000 + GST/US50 PER PERSON; Payment to be made through NEFT. For registration: madhura@paradigm-info.com; paradigmtrainerspl@gmail.com; rajan@paradigm-info.com +91 98802 36793
Value-Selling Techniques for Major Sales
Duration : 9.00 AM - 5.30 PM
Training Mode: Public Program
PERSPECTIVE: Desperate to close orders, salespeople resort to heavy discounting thus sacrificing the profitability. The program will show you a road map for getting your margins as well as the revenue targets!
For Whom :
The highly interactive, experiential and practical training program is relevant for Sales Executives in products, services and Projects. for the B2B/Industrial sector. Organizations which are into Engineering, Electrical and Electronics, Capital Equipments, Telecom, IT Products and Services, Hospitality, Logistics should nominate their executives to enhance their selling skills..It is equally relevant for Service executives selling AMC contracts. The program is not recommend for FMCG sector.
What do participants Say-
- The technique of giving discounts in small, slow and progressively smaller way was useful. – P.K. Singh, MD, Luwa India
- I have understood where I was making mistakes in my sales calls earlier. – Murali, BFW
- Salespeople talk too much and I should allow the customer to talk more was the best part of my learning.- Gaurav Kumar –Lohia Corp.
- Concept of Value Creation should help me sell IE4 motors better. – Saurav Mishra, Sr. Manager, Bharat Bijlee
Main Themes :
1. You get a customer only when Value Perceived > Price Paid
2. The 7-Step Value Creation Process
3. How creating Clear and Strong Needs helps you get a premium
4. Preparation before going for a major negotiation
5. Using BATNA to handle tough negotiators from purchase and finance
6. Order Closing: How to handle price discounts and other concessions.
7 Sales funnel to ensure consistent business every month
Trainer :
Rajan Parulekar, www.paradigm-info.com/faculty
How To Attend :
Investment per person per program : Rs. 14,000/ + 18% GST
Payment to be made through NEFT/Cheque
If you wish to nominate / attend Please send a mail with your name, company, mail ID and phone to:
Email: madhura@paradigm-info.com, paradigmtrainerspl@gmail.com
For details : 98802 36793/ 98450 14098
Stress Management & Work-Life Balance
Duration : 9 am to 12 noon;
Training Mode: Public Program
Stress is the silent killer of the 21st century. It not only affects the mind but also the body. Prolonged exposure to stress not only causes fatigue, burnout but also may lead to depression. The HALF-DAY workshop shows how to manage stress in a highly demanding work-place as well as at home and a road-map towards a healthy work-life balance.
For Whom :
The practical and interactive program is relevant for Corporate executives, homemakers, students,entrepreneurs, independent practising professionals and senior citizens.
Main Themes :
1. Origins and Myths about Stress
2. Internal Stressors: Dealing with Fear & Anxiety
2. External Stressors: Coping with uncertainty and negativity in media and society
3. Three Variables of work-Life Balance: Time-Energy-Money
4. Practical Techniques to Manage Stress
5. How a sense of Purpose helps in thriving on stress
Trainer :
Rajan Parulekar : B.E. MBA. 58 years,
He is into corportae training since 1995 and has conducted training programs for more than 1000 companies till date. He has conducted more than 50 programs on Stress Management, Emotional and Spiritual Intelligence etc.
He has been deeply influenced by Buddhist Philosophy and has been practising Vipassana, Sati Patthna Sutta, Mindfulness since 1986. He was initiated into ZEN by Zen Master AMA Samy. He is also a cerified NLP practioner apart from Rational Emotive Behaviour Therapy (REBT) Transactional Analysis, Life Scropts, EST, Who Am I by PRH etc. The practical and interactive program is a synthesis of Western Scientific Techniques and Eastern Spiritual Practises like meditation, mindfulness etc.
How To Attend :
Participation fees: Rs. 1,500/- per head for a half-day session. It include course material and Tea/Coffee. 9 am to 12 noon followed by Q & A.
Please register yourself by sending the details at rajan@paradigm-info.com or whats app 98450 14098. Payment can be made by Paytm at 98450 14098/Payment gateway on the website. Please iindicate the batch ( Morning or Afternoon) in your confirmation.
Training Program on Key Account Management
Duration : 9.00 AM - 5.30 PM
Training Mode: Public Program
Key Account Management (KAM) is beyond product sales. The skill set required for a Key Account Manager is far more diverse and advanced than a conventional salesman. It includes exceptional customer engagement, ability to communicate at different levels, team working and negotiation skills.
For Whom :
The program is recommended for Sales executives and managers having a minimum of 5-6 years experience in business development. It is also relevant for those selling to global accounts, capital equipments, high-ticket deals, turnkey solutions, software projects, bulk products on an annual rate contract etc. Vendors having a number of product/service verticals selling to similar clients will find it useful. The program is recommended only for those who are conversant with the basic selling process.
Main Themes :
1. Difference between Conventional Selling and Selling to Key Accounts
2. Key Account Selection Criteria
3. Important Components of Account Planning
4. Opportunity and Pre-Call Planning
5. How to Establish KPIs and Dashboards
6. Funnel Management: Review Process and Cadence
7. Benefits of Key Account Management
Trainer :
Deepak Kulkarni - B.Tech
- Worked with Tektronix Inc. USA (a Fortive Company) for 27 years in Sales Management and Leadership Role
- Experience in Direct and Distribution Sales, Key Account Management, Team Management
- Member of Fortive India Leadership team as Fortive Business Systems Leader (FBSL)
- Certified Trainer for Daily Management and Problem Solving Process
- Facilitated and Participated in Growth Kaizens for Fortive operating companies
- Responsible for Training Fortive India team on Fortive Business System (FBS) tools
How To Attend :
Investment per person : Rs. 12,500/ + 18% GST for EACH program
For more details write to: kiran@paradigm-info.com,
Payment to be made through NEFT /Cheque .
If you wish to nominate / attend please mail:
paradigmtrainerspl@gmail.com , madhura@paradigm-info.com , kiran@paradigm-info.com
with your name, company name, mail ID and contact no.
Paradigm Trainers Pvt Ltd | Bangalore | 080- 2359 7930 +91 9880236793
Training Program on Managing Outstanding Collections
Duration : 9.00 AM - 5.30 PM
Training Mode: Public Program
Most of the salespeople feel that their job responsibility is limited to achieving the targeted order bookings. In a desperate bid to sell, quite often they agree for ridiculous credit terms set by the customer.
However from an organizational perspective, a sales transaction is never complete unless the vendor has received the FULL payment for the products/services he has supplied; and which has been duly credited to his account. Having the money in bank is more critical than having it on paper!
The training program will provide you a comprehensive tool kit in not only improving the cash-flow but also your profitability.
For Whom :
The program is useful for Executives and Managers from Sales & Finance who are in B2B/B2C, Industrial products, Financial Services, and from Verticals like: Control Panel Manufactures, Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc.
Main Themes :
1. Impact of delayed payments on Cash-flow and Profitability
2. What needs to be collected apart from money
3. Types of Losses with delayed payment: Opportunity cost, Interest cost etc.
4. Check-List for Pre & Post-Collection Documentation.
5. Typical Excuses customers make for not paying
6. Strategy to handle the excuses
7. Laws one should know: Negotiable Instruments act, Sale of Goods & Money Suits
Trainer :
Sanjay K. : B.E. ( Mech), MBA ( Marketing)
- Sanjay is a seasoned professional with 30 years of corporate experience which include Modi Xerox, Kotak Mahindra Finance, IDBI, HDFC etc.
- For the last seven years he has conducted training programs for more than 200 clients in Insurance, Automobile, Retail, BPO, Engineering sectors.
How To Attend :
Investment per person : Rs. 12,500/ + 18% GST for EACH program
For more details write to: kiran@paradigm-info.com,
If you wish to nominate / attend please mail:
paradigmtrainerspl@gmail.com , madhura@paradigm-info.com , kiran@paradigm-info.com
with your name, company name, mail ID and contact no.
Paradigm Trainers Pvt Ltd | Bangalore | 080- 2359 7930 +91 9880236793
Value-Selling Techniques for Major Sales
Duration : 9.00 AM - 5.30 PM
Training Mode: Public Program
In a desperation to close orders, salespeople resort to heavy discounting thus sacrificing the profitability. The program will show you a road map for getting your margins as well as the revenue targets!
Main Themes :
1. You get a customer only when Value Perceived > Price Paid
2. The 7-Steps Value Creation Process
3. How creating Clear and Strong Needs helps you get a premium
4. Preparation before going for a major negotiation
5. Using BATNA to handle tough negotiators from purchase and finance
6. How to handle price discounts and other concessions.
7 Sales funnel to ensure consistent business every month
Trainer :
Rajan Parulekar, www.paradigm-info.com/faculty
How To Attend :
Investment per person per program : Rs. 12,500/ + 18% GST
Payment to be made through NEFT/Cheque
If you wish to nominate / attend Please send a mail with your name, company, mail ID and phone to:
Email: madhura@paradigm-info.com, kiran@paradigm-info.com
For details : 080-2359 7930/9880 236793/9000201112
Investment per person per program : Rs. 12,500/ + 18% GST
Payment to be made through NEFT/Cheque
If you wish to nominate / attend Please send a mail with your name, company, mail ID and phone to:
Email: madhura@paradigm-info.com, kiran@paradigm-info.com
For details : 080-2359 7930/9880 236793/9000201112
Value-Selling Techniques for Major Sales
Duration : 9.00 AM - 5.30 PM
Training Mode: Public Program
In a desperation to close orders, salespeople resort to heavy discounting thus sacrificing the profitability. The program will show you a road map for getting your margins as well as the revenue targets!
Main Themes :
1. You get a customer only when Value Perceived > Price Paid
2. The 7-Steps Value Creation Process
3. How creating Clear and Strong Needs helps you get a premium
4. Preparation before going for a major negotiation
5. Using BATNA to handle tough negotiators from purchase and finance
6. How to handle price discounts and other concessions.
7 Sales funnel to ensure consistent business every month
Trainer :
Rajan Parulekar, www.paradigm-info.com/faculty
How To Attend :
Investment per person per program : Rs. 12,500/ + 18% GST
Payment to be made through NEFT/Cheque
If you wish to nominate / attend Please send a mail with your name, company, mail ID and phone to:
Email: madhura@paradigm-info.com, kiran@paradigm-info.com
For details : 080-2359 7930/9880 236793/9000201112
Negotiation Skills
Duration : 9.00 AM - 5.30 PM
Training Mode: Public Program
In a desperation to close orders, salespeople resort to heavy discounting thus sacrificing the profitability. The Program will show you a roadmap for getting your margins as well as the revenue targets by achieving your numbers!!
Main Themes :
1. Types of Negotiations – Strategic and Positional
2. Preparations while going for Order Finalization
3. Using BATNA to handle tough negotiators from purchase and finance
4. Tactics Customers play during negotiation and developing Counter-tactics
5. Information, Time and Power: Strategies to enhance your negotiation Leverage
6. Issue Analysis: Make your customer think beyond price
7. Order Closing: How to handle price discounts tactfully
Trainer :
Rajan Parulekar, www.paradigm-info.com/faculty
How To Attend :
Investment per person per program : Rs. 12,500/ + 18% GST
Payment to be made through NEFT/Cheque
If you wish to nominate / attend Please send a mail with your name, company, mail ID and phone to:
Email: madhura@paradigm-info.com, kiran@paradigm-info.com
For details : 080-2359 7930/9880 236793/9000201112
Webinar: Tendering Essentials for Govt Business
Duration : 1:30 Hours
Training Mode: Webinar
The Indian Government’s budget for 2018-19 is Rs. 2,442,213 crores (US$ 383 billion)? And the Governments (Central & State level) buy via Tenders. Interestingly, the Government also buys goods & services without tendering via accredited procurement channels & mechanisms. The webinar shows the roadmap to access this huge chunk of business!
Main Themes :
1.Who are the buyers in the Government? How do they buy?
2. When does the Government buy without tendering?
3. Understanding bidding systems
4. PPP & Offset Agreements – will it work for you?
5. Understanding the Tendering process
Trainer :
SRD Vijay kumar
iTender was developed by Vijay Kumar a subject matter expert with over 4 decades of business experience spanning India, UAE/AGCC, Europe, South Africa & USA.The contents of the iTender Program are the distilled business experience in having tendered for projects among Ministries, PWD, Municipalities, Defense, Utilities (Water & Electricity Boards), Telecom, Public Transport, Airport Retail (Duty Free), Ship chandling etc. while employed with HCL-India, Emitac-HP/UAE, BSI-Groupe Bull, ME, PowerTel & IDS, India.
How To Attend :
You may attend through your laptop/PC after registration
Investment per person : Rs. 1770/- (Rs. 1500/- + GST). Each participant shall be given an assignment prior to the program relating to his current order booking performance. We request you to get registered LATEST by 9th November. This will help you get the maximum benefit out of the program.
Payment can be made through Credit card ( www.paradigm-info.com ) or NEFT
Please send a mail with your name, company, mail ID and phone to:
Email: madhura@paradigm-info.com, kiran@paradigm-info.com
For details : 080-2359 7930/9880 236793
Webinar - Importance of Order Closing in Major Sales
Duration : One Hour
Training Mode: Webinar
Zig Ziglar, the renowned American Sales Guru said that Order Closing is important for salespersons where C stands for commitment and without C it amounts to Losing. Ultimately you will be measured more by your results ( order booking ) than the efforts! ( number of calls & offers made)
Major Themes:
1. Why do salespersons feel shy asking for an order?
2. The difference between the trial and the final close
3. Myths & Truths of order closing
4. Improving the call quality – Advancement and Continuation
5. Four Types of Salespersons – Star, Work Horse, Unutilized Talent and Dead Wood
6. How Hard and Smart work can make you a Star Performer
Trainer :
Rajan Parulekar, BE, MBA,
- Author: Contextual Selling, A New Sales Paradigm for the 21st Century
- Trained more than 15,000 salespersons from 1000+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997
How To Attend :
Payment can be made through credit card or NEFT on www.paradigm-info.com
Contextual Selling for High-Value Sales
Duration : 2 days
Training Mode: In House
The program shows a structured approach in salesmanship while selling premium products or services. The value inside a product (Vp) is determined by its features and workmanship. Whereas the value perceived by the customer (Vc) depends on factors like brand, the ability of the salesperson to identify and solve the customer’s critical problems. A sales happens only when Vc > Vp. In a way it shows how the salesperson becomes the brand ambassador for the company!
For Whom :
Salespersons selling Capital Equipments, Telecom/IT products/services, Consulting Solutions, Projects, Machinery, Test & Measuring Instruments, Construction Equipment etc.
Main Themes :
Day 1: This covers the basic foundation of the program and involves handling a single sale.
- Five Stages of Contextual Selling Process
- How to open a sales call?
- Stage I: How to establish Rapport and Credibility with customer
- Value Proposition : Difference between value and Price
- Stage II: Probing Techniques and Customer engagement
- Stage III: How Needs get established
- Need development Process: No Need – Abstract Need – clear Need – strong Need/Desire
- Review of Day I
Day II: This builds on the foundation of day I and also aims at achieving the overall target in terms of Top-Line and Bottom-Line Results.
- Review of Day 1 with clarifications
- Stage IV: Show Benefits: Difference among Features, Advantages and Benefits
- Stage V: Order closing, Difference between Trial close and Final Closing
- Powerful Order closing techniques
- Three Stages of Negotiation: Preparation, Middle and close
- Objection handling through Golden Silence and NLP
- Funnel technique to ensure smooth and predictable business every month.
- Relevance of Revenue and Profitability in Salesmanship
- Key Indicators: Call Efficiency, Strike Rate & Average Order Size
Trainer :
Rajan Parulekar, BE, MBA,
- Author: Contextual Selling, A New Sales Paradigm for the 21st Century
- Trained more than 15,000 salespersons from 1000+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997
How To Attend :
Timings : 9.00 to 5.00 on both days
For Registration please contact :
Ms. Madhura - O9880236793
P: 080 – 2359 7930 , 2349 3661
Email: paradigmtrainerspl@gmail.com, info@paradigm-info.com
Key Account Management
Duration : 1 Day
Training Mode: In House
Key Account Management (KAM) is beyond product sales. The skill set required for a Key Account Manager is far more diverse and advanced than a conventional salesman. It includes exceptional customer engagement, ability to communicate at different levels, team working and negotiation skills.
For Whom :
The program is recommended for Sales executives and managers having a minimum of 5-6 years experience in business development. It is also relevant for those selling to global accounts, capital equipments, high-ticket deals, turnkey solutions, software projects, bulk products on an annual rate contract etc. Vendors having a number of product/service verticals selling to similar clients will find it useful. The program is recommended only for those who are conversant with the basic selling process.
Main Themes :
- Concept of Key Account Management (KAM)
- Difference between KAM (Multiple Relationships) and Conventional Selling
- Pareto Principle: Identify those 20% accounts that can give 80% Business
- Criteria for determining a Key Account from customer portfolio
- Potential to be a Long-Term customer
- Has a high switching cost once nurtured
- Values high service levels and can pay for it.
- Values the brand and long-term relationship - Decision Making Process and How to Map the Buying Influences Value
- Proposition for the different stakeholders in a key account
Trainer :
Rajan Parulekar, BE, MBA,
- Author: Contextual Selling, A New Sales Paradigm for the 21st Century
- Trained more than 15,000 salespersons from 1000+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997
How To Attend :
Timings : 9.00 to 5.00 on both days
For Registration please contact :
Ms. Madhura - O9880236793
Mr. Sudharshan - O7829211988
P: 080 – 2359 7930 , 2349 3661
Email: paradigmtrainerspl@gmail.com, info@paradigm-info.com
Webinar - Enhance Profitability by Managing Outstanding Collections
Duration : 1 Hour
Training Mode: Webinar
Most of the salespeople feel that their job responsibility is limited to achieving the targeted order bookings. In a desperate bid to sell, quite often they agree for ridiculous credit terms set by the customer.
However from an organizational perspective, a sales transaction is never complete unless the vendor has received the FULL payment for the products/services he has supplied; and which has been duly credited to his account. Having the money in bank is more critical than having it on paper!
The webinar will provide you a comprehensive tool kit in not only improving the cash-flow but also your profitability.
For Whom :
The program is useful for Executives and Managers from Sales & Finance who are in B2B/B2C, Industrial products, Financial Services, and from Verticals like: Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc.
Main Themes :
Major Themes:
- Effect of late collections and its impact on Cash Flow and Profitability
- What needs to be collected apart from money
- Types of Losses with delayed payments: Opportunity cost, Interest Cost etc.
- How advance improves the profitability
- Do's and Don’ts for Collections
- Check List for a Pre & Post-Collection Documentation
Trainer :
Rajan Parulekar, BE, MBA,
- Author: Contextual Selling, A New Sales Paradigm for the 21st Century
- Trained more than 10,000 salespersons from 500+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997
How To Attend :
Minimum Hardware Requirement:
- Computer: with Windows 7 or 10
- Broadband Connection with minimum 2 MBPS speed
- Latest Flash Player
- Headset with Microphone, Camera ( Optional )
Investment: Rs. 1416/- per person ( Rs. 1200 + 18% GST)
Please send a mail with your name, company, mail ID and phone to:
Email: info@paradigm-info.com, Madhura@paradigm-info.com, For details Call: 080- 2359 7930/9880236793
We shall send you an invitation to enter the Virtual Class Room
Webinar - How Inside Sales Can Drive Sales Profitability
Duration : One Hour
Training Mode: Webinar
The cost of sales in getting the desired revenue and profitability has been spiralling upwards, thanks to increasing competition coupled with high attrition of field sales force. According to Harvard Business Review (HBR) article: Growing Power of Inside Sales, it is possible to reduce cost of sales by 40-65% of field sales cost by having an appropriate Inside-Sales strategy. The One-hour webinar will show the new strategies market leaders are using to ensure sustainable growth! Major Themes: 1. Difference among Pre-sales, Inside sales & Field Sales 2. Reasons for moving towards Inside Sales : Cost, Technology, Remote Collaboration 3. Criteria for dividing Job responsibilities between Inside sales and Field Sales staff 4. What does today’s customer expect from a field sales executive? - Paradigm Shift from an Information Provider to a Problem Solver & Innovator 5. Benefits of Inside Sales 6. Road-map for an effective Inside Sales Team
For Whom :
The program is recommended for CEOs, COOs, VP-Sales, CMOs, GMs, Sales Managers in B2B organizations from Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc.
Trainer :
Mr. S.R.D. Vijay Kumar, Founder & CEO.Insales.in,
• Consultant in Global IT for 40 years
• Formerly employed with Blue Star, HCL India, HP Dubai, Group Bull ME – BSI Dubai, PSI Data Systems, IDS & ProEd
• A thought leader…published several articles in India’s leading journals like Business India, Business Standard, Financial Express, Business Gyan etc.
How To Attend :
Payment can be made through Credit card ( www.paradigm-info.com ) or NEFT Please send a mail with your name, company, mail ID and phone to: Email: madhura@paradigm-info.com, rajan@paradigm-info.com For details Call: 080- 2359 7930/9880236793
Stress Management & Work-Life Balance
Duration : 1 Day
Training Mode: Public Program
Cigna Health Insurance recently carried out a survey based on 3021 respondents from metro and non-metros. It shows that 62% of employees are battling with stress with more women than men fighting with it. Stress is the silent killer of the 21st century. The 2 day program shows how to manage stress in a highly demanding work place as well as at home and a road‐map towards a healthy work-life balance.
One day training program On
Stress Management & Work-Life Balance
Bangalore: 19th November 2016 (Sat)
Main Themes :
Major Topics: ·
- Gen Y: How high aspirations in a short-time span leads to burnout and anxiety.
- Managing computer / social media related stress.
- The Stress Response Origin and the Relevance
- Myths about Stress: How Elimination, Perfectionism lead to more stress
- Impact of Stress on Mind and Body
- Why Type A personalities create stress not only for themselves but also to others
- Stress Management Techniques: - Relaxation, Creative Visualization, Deep Breathing, Music Therapy
- Difference between pleasure and happiness
- When and how to ask for professional psychological help?
- Autotelic Personality- person who is rarely bored, seldom anxious and is it peace with himself.
- Sense of Purpose and Developing a Work-Life Balance
Trainer :
Rajan Parulekar:
His programs have a rich blend of Western Management Techniques like Transactional Analysis, Rational Emotive Behaviour Therapy, NLP, Emotional Intelligence & eastern practices like Zen, Tao, Vipassana, Patanjali Yoga Sutra etc.
He has conducted more than 50 workshops on the above subject for BHEL, Standard chartered Bank, HCL etc. He is also a guest speaker at Jindal Nature Cure Institute, Bangalore on the same topic.
How To Attend :
Venue: Nalanda Hall, Times of India Building, M.G. Road, Bangalore
Timings: 09:00 AM to 5:00 PM
Investment: Rs. 2,900/- per person (include training, course material, Lunch, tea/coffee)
Payment: To be made by payable at par cheque / NEFT in favour of PARADIGM TRAINERS PRIVATE LIMITED.
You can call our coordinator or send email
email: Madhura@paradigm-info.com, rajan@paradigm-info.com, sudarshan@paradigm-info.com
Program Coordinators: Bangalore: Ms. Madhura Ph: 98802 36793 / (080) 2320 7930
Effective Salesmanship for Premium Property
Duration : 2 Days
Training Mode: In House
Selling premium apartments or villas to HNI, NRI, or Senior Corporates requires a refined approach, grace and tactfulness.The conventional sales techniques focusses more on technicalities like carpet area, superbuiltup area and standard amenities. Even though necessary, such a sales pitch may not be sufficient in getting business from premium clients.
Are your Pre-sales, Marketing, Sales and CRM teams able to connect the property with the customer’s dream?
The brand value of a property lies not only in what you offer but also in the way your executives deliver a seamless, delightful and exceptional experience to your customer.
The 2-day Training Program will show you effective ways of not only getting business from your prospective clients but also get future referrals.
For Whom :
The program is highly interactive and experiential. Practical situations shall be discussed through a combination of role plays, case studies, structured exercises and management games. You won’t have a dull moment during the program.
Main Themes :
Day I I Evolution of the Realty Market -Understanding the Psychology of HNI Clients -Difference between Conventional and Aspirational (luxury) sales II Business Etiquette -Importance of Grooming & Professionalism - Impact of Voice and Body Language III How to handle Client Meetings: -Why the first five minutes are crucial? -Guidelines in presenting the brochures IV Handling Site Visits: -How to demonstrate a model flat -Handling the difficult questions tactfully Day II I Creating a Value Proposition Features , Advantages & Benefits Precise questions to understand the pain points, nostalgia and Dreams of customer II Managing Difficult customers -Active listening to handle angry customers -Assertiveness with those who refuse to pay instalments in time III Negotiation and Order Closure -Typical tactics customers play -Idntifying the decision makers -Powerful order closing techniques IV Focus on Long-Term Results - How Sales funnel helps in consistent business each month!
Trainer :
Rajan Parulekar, BE, MBA,
- Author: Contextual Selling, A New Sales Paradigm for the 21st Century
- Trained more than 15,000 salespersons from 1000+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997
How To Attend :
Per person Investment : Rs.17500/- +14.5% Service tax (includes training, course material, lunch and refreshments)
Timings : 9.00 to 5.00 on both days
For Registration please contact :
Ms. Madhura - O9880236793
Mr. Sudharshan - O7829211988
P: 080 – 2320 7930 , 2340 3661
Email: paradigmtrainerspl@gmail.com, info@paradigm-info.com