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 –

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