Sales Training – Open Workshop (Course Outline) | 19th Jan 2019 | Abhishek Tula

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Sales Training – Open Workshop (Course Outline) | 19th Jan 2019 | Abhishek Tula

Sales Training – Open Workshop

(70% Experiential Derived Learning & 30% Interactive Discussion)

Workshop Overview

Sales Training – Open Workshop is for everyone in sales, business development or in some other customer-facing role where demonstrating value to a prospect or customer is an important part of what you do – or should be doing. This model leads participants to achieve long-term sales improvements that build value for both customers and their own organizations.

Learning Objectives

By the end of the program, participants will:

  • Have analyzed the strengths and weaknesses of their present selling style.
  • Be able to influence decision-making members.
  • Have a framework for planning sales calls.
  • Use skills to develop customer needs in a way that reduces the likelihood of objections.
  • Learn how to uncover the needs of their clients and develop those needs they best meet.
  • Find ways to differentiate their offerings from the competition.
  • Present their offerings with high impact, avoiding “feature dumps” and discounting.

Course outline

Introduction to Sales Training and how customers make decisions

The course covers the following topics:

  • Introduction
  • Pre Training Role Play
  • Sales Myths Vs Facts
  • Who are your Customers
  • Johari Window of Opportunities
  • First Impression
  • You are a Crorepati
  • Know Your Cards
  • Stages of Sale: SPANCO & SPIN Model
  • Recap, Feedback & Certification Ceremony


We believe in learning by doing, so the program is highly interactive & involves participants working in small groups
or pairs to practice and receive feedback on their skills, set against the success model. The one-day program will have –

  1. Pre & Post Training Assignments
  2. Role Plays – All role-plays follow the format of plan, practice, and receive feedback.
  3. Case Studies
  4. Group Discussions
  5. Do it Yourself (DIY) Activities
  6. Power-point presentations
  7. Games
  8. Audio Visuals
  9. Interactive Lectures
  10. Concept Checks

For any further query, Kindly contact –

Kritika Kashyap | Assistant Manager – Training

+91 88005 78035, +91 98994 62534