Webinars to Enhance your Sales Productivity

I Develop Hunter Mindset to Acquire New Customers

Perspective: Most of our clients report that around 85-90% of their business comes from Old Customers. Even though this may indicate customer loyalty but does it help you in growing your business? Salespeople in general prefer to be in their comfort zones in meeting the regular customers; a mindset 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 new 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!!

Key Take-Away Benefits:

  1. Importance of New Customers in Business Sustenance and Growth
  2. Why are new prospects wary of talking to unknown salespeople?
  3. Trust & Rapport Building in overcoming the prospects’ inhibitions
  4. Role of reference and recommendations in getting new appointments
  5. Strong and Weak Ties and their role in expanding your professional Network
  6. How to reach out to Key Decision Makers (KDMs) thro’ LinkedIn

II Enhance Order Booking Consistency thro' Contextual Sales Funnel

Perspective: Organizations need predictable and consistent order booking inputs from the sales department to optimally utilize their production facility and cash flow, thus achieving annual revenue and profitability targets. However, market conditions 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!

Key Take-Away Benefits:

  1. Factors Beyond your control: market conditions & competition strategies
  2. What you can control: Market Segmentation, Territory Mapping & Sales Funnel
  3. Three Dysfunctional approaches that create anxiety in Salespeople: Dart-in-the-dark, Living-on-hope & Abhimanyu
  4. Contextual Sales Funnel : How it can be used to achieve short and long-term growth
  5. How to prioritize Different Types of Calls
  6. The right mix to improve consistency in Order Booking

III DNA of a Star Sales Performer

Perspective: 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 Three-and-a-Half-hour ON LINE interactive Zoom Session will show you a practical roadmap towards becoming a Star Sales Performer.

Key Take-Away Benefits:

  1. Management Expectations: Your Results are measured by Numbers, Value and Profitability
  2. Four Types of Sales People: Star, Work-Horse, Underutilized Talent & Dead-Wood
  3. Self-Evaluation to understand your Strengths and Weaknesses
  4. Balance of Old and New Clients to achieve Consistent performance
  5. Work Smart to identify your Profitable Customers
  6. Blueprint to Success: Hard work for Underutilized Talent & Smart Work for Work-Horse
  7. Results (R)= Motivation (M) x Activity Level (A) x Direction of Efforts (D) x Effectiveness (E)

IV Skillful Negotiation

Perspective: 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.

Key Take-Away 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

Who should attend: All the above programs are recommended for sales executives and managers selling B2B/Industrial Products and solutions which include: Automobiles, Capital Equipment, Chemicals, Construction Equipment, Electrical & Electronic Products, Engineering Products, Financial Services, Logistics, Machining, Grinding and CNC Turning equipment, Pre & Post-press Machines, Sheetfed offset Machines, Medical Equipment, Project Sales, & Realty (Commercial & Residential).

The programs are NOT recommended for B2C or FMCG products.

The program on Skillful Negotiation is also 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

Terms and Conditions:

  1. Duration: Each of the webinars is a stand-alone program with a duration of 3-3.5 hours and will be conducted online on Zoom platform. The timing shall be 9.30 AM to 1.00 PM. The dates are indicated in the mail.
  2. Registration: You can enrol for any of the programs or the entire suite of THREE programs (at a special price) as indicated in the mail. Companies can block the requisite number of seats which can be either attended by same or different people. The per person charges (with GST) are indicated in the mail. Registration is confirmed subject to the receipt of full payment prior to the program.
  3. Nominations: Even though nominations are transferrable, only one person for each seat (mail ID) from the nominating organization shall be admitted during the program. The company reserves the right of entry if more than one person logs into with the same mail ID.
  4. Instructions: For the registered participants, a program link with assignment shall be sent ONE day in advance.
  5. Cancellation and Refund: Full refund shall be made for cancellation made one week before the FIRST program. 50% refund shall be made if cancellations are made three days prior to the FIRST program. No refund shall be applicable for 2 days and less prior to the commencement of the FIRST program.
  6. Rescheduling of the Program:In case if the program is getting rescheduled due to force majeure, participants shall be informed of an alternative date.

Trainer:

Rajan Parulekar, B.E. (Electrical), MBA

  • Author, Contextual Selling®: A New Sales Paradigm for the 21st Century a definitive guide for B2B/Industrial Sales; rated 4.6 on a scale of 5 at Amazon
  • Completed Enhancing Sales Force Performance program at IIM-A in 2013
  • Trained around 15,000 sales executives from 1000+ companies since 1995
  • Conducted programs for clients in India, Malaysia, Singapore, Sri Lanka, GCC
  • Winner: Best Sales Performance in Asia Award while working for Wiltron USA in 1989
  • Winner: International Taped Speech contest by Toastmaster International USA 1997
  • Worked with Larsen & Toubro, Wiltron and Toshniwal in Sales and Marketing

 

 

PARADIGM TRAINERS, Bangalore, India https://paradigm-info.com