training program

Objective
Objective of this training program is to equip participants with following - Understanding of what is consultative selling and how is consultative selling process different from other types of selling activity. Train participants to appreciate and grasp customer needs, both latent and visible, and learn tools and techniques to focus on addressing their customers' need through products and services they are offering. Train participants to go beyond current expressed customer needs and proactively explore new opportunities of business by enlarging scope of solutions customers are looking for through process of continuous engagement and consultation. Develop long-term relationships with stakeholders in customer organization and move towards becoming trusted advisor. Improve quality of communication - both verbal and written - with customer. Hone skills in consultative selling.
Program Topics:
Day 1 Program Overview: Introducing Consultative Sales Types of Sales and how is Consultative selling different Customers, their needs, challenges and expectations (with particular reference to process outsourcing) Consultative Sales Processes GROUP DISCUSSION to achieve clear understanding of what is consultative selling and its power to create new growth opportunities. Preparing for a Sales meeting Psychological and Physical preparation Understanding and appreciating client value chain Information gathering and indentifying with customer needs and issues Role Play Session LISTENING (critical tool for exceptional consultative selling) Barriers to Listening Active vs. Passive listening Building personal rapport with customer EXERCISE on Power of Listening ASKING QUESTIONS (critical tool for exceptional consultative selling) Pre-work needed Repository of Questions Relevance of Questions Types of Questions EXERCISE on Power of Asking Questions MAPPING CUSTOMER NEEDS & ORGANIZATION Connecting customer needs, wants and challenges with Organization Value Chain Identification of key customer people Understanding people individually and their roles in Organization Chart Political undercurrents POWER BASE - types and Implications Leverage strengths of bundled entities Power Base Mapping – ability to investigate systematically Politics of Influence and Authority CASE STUDY DISCUSSION Gaining Political Advantage – Recognition as greatest motivator	Day 2 Moving up the Sales Value Chain – Build Unexpected Customer Value to Create a Competitive Advantage Speaking Customer's language Features versus Benefits GROUP DISCUSSION Handling Customer Objections and Concerns effectively to build customer confidence Are you sending Multiple Messages to customer? Project One Common Face to customer Always CASE STUDY Competitive Differentiation – Ensure Victory without Doubt  Differentiation – Why Insight Matters HOW you sell, not WHAT you sell Not Just Insight, but Commercial Insight How to build Insight-lead Coversation Creating a Powerful Sales Presentation GROUP EXERCISE Sales Strategies during Recession – How to Sell when No One is Buying
Faculty
Mukesh Mathur , B.Tech ( IIT Kanpur ) , PGDM ( IIMC ) has 36 years experience in Sales , Marketing and General Management with leading Indian Companies and MNC. His exposure includes Consumer Durables, Office Equipment , Building Materials , Software and Retail Mukesh spent 17 years in Godrej & Boyce , starting as Management Traineee, worked in various assignments and finally as Business Head of the Electronic Typewriter Business. He then worked as Executive Vice President and Head of Ceramic Tiles Business, Spartek Ceramics India Limited and as Whole-time Director and Head of Polaris Retail Infotech Limited. He was the National Sales Head for ERP practices (SAP, Baan, Peoplesoft, Oracle). His assignment since October 2006 has been with Oracle Corporation as Director & Business Head, Oracle Retail - India. He is Currently Executive Director, Oracle Retail - India. He is a Member of CII National Committee of Retailing and FICCI Retail Committee. His breadth of experience includes world class Consultative Selling Skills
Methodology
In our workshop, we maximize knowledge assimilation in the participants through combination of execution elements like case discussions, exercises, simulated games and activities, video led sessions and discussions on global best practices. At the end of each workshop we facilitate the participants to distill Key Learning and prepare Action Plans to deliver solid business results for our clients.