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
Methodologies
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 –
- Pre & Post Training Assignments
- Role Plays – All role-plays follow the format of plan, practice, and receive feedback.
- Case Studies
- Group Discussions
- Do it Yourself (DIY) Activities
- Power-point presentations
- Games
- Audio Visuals
- Interactive Lectures
- Concept Checks
For any further query, Kindly contact –
Kritika Kashyap | Assistant Manager – Training
+91 88005 78035, +91 98994 62534
