There always a better way

Workshops on Sales Management

Challenges faced by Sales Organization

To improve prospecting

To improve customer to Prospect ratio

To maximize sales per customer

To improve margins per customer

To have happy customers for repeat orders and referrals

Motivate entire sales team for their contribution

Explore new markets for existing products

Explore new products for markets

Develop future leaders

Etc….

Some steps to meet these challenges

The Sales Fundamentals workshop will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale. Your participants will become more confident, handle objections, and learning how to be a great closer.

Overcoming Sales Objections is an essential part of the sales process, as it will open up a whole new set of opportunities. It will produce new sales and provide an ongoing relationship with new clients. Objections will always occur no matter the item being sold or presented.

The Customer Service workshop will look at all types of customers and how we can serve them better and improve ourselves in the process. Your participants will be provided a strong skillset including in-person and over the phone techniques, dealing with difficult customers, and generating return business.

Workshop Objectives – Sales Fundamentals

Understand the language of sales

Prepare for a sales opportunity

Begin the discussion on the right foot

Make an effective pitch

Handle objections

Seal the deal

Follow up on sales

Set sales goals

Manage sales data

Use a prospect board

Workshop Objectives – Overcoming Sales

Objections

Understand the factors that contribute to customer objections.

Define different objections.

Recognize different strategies to overcome objections.

Identify the real objections.

Find points of interest.

Learn how to deflate objections and close the sale.

Workshop Objectives – Customer Service

State what customer service means in relation to all your customers, both internal and external

Recognize how your attitude affects customer service

Identify your customers’ needs

Use outstanding customer service to generate return business

Build good will through in-person customer service

Provide outstanding customer service over the phone

Connect with customers through online tools

Deal with difficult customers

Process Adopted for Effective Implementation

Designing and Customizing Training to suit your needs

– Preparing Need Analysis

Understanding short term and long term goals of the organization

Understanding where the organizations need to be and where are they now

Understanding the knowledge and skills gaps the participants have

Getting feedback from all stakeholders on information gathered

– Creating Learning Objectives

Knowledge – facts that a participant learns and is able to recall

Skill – A task that a participant is able to perform

Ability – A combination of knowledge and skill that results in desired behavior

Creating an Evaluation Plan

– What will be evaluated?

– When will the evaluation be completed?

– How will we evaluate it?

– Who will perform the evaluation

Venue, Facilities, Duration

Venue: May be mutually decided

Facilities at venue

– Projector to connect Laptop Computer

– Flipchart

– White board with markers

– Writing pads for participants

– Lunch and refreshment facilities

Duration: 12 -16 contact hours

Maximizing Training Power

Technique adopted

– Facilitation method is used to get the best of individual members and also to get the best of group interaction.

The result is a more dynamic, creative and empowered team.

Customized

– Usage of examples case studies and stories that are relevant to group

– Approached appropriately for strangers or working together participants

– Different types of activities to facilitate learning for different types of people

Fun and Interactive

– Participants are kept engaged by conducting individual work, small group activities, large group activities and

mini lectures

Relevant

– Participants learn why they learning it and how can they apply in in their daily lives to make it easier and

beneficial for them

Two way information flow

– A lot of information can be gathered from the participants in an informal way which could be beneficial to

organization and individuals

Action Plan and Evaluation

Participants prepare their own action plan (in a prescribed format) as

they learn new things throughout the workshop and develop ideas on

how to incorporate them in their daily lives

Assessing learning before Training

Workplace Observation – Can be done by trainees, their peers, their supervisors or their clients

– Develop 360 degrees feedback system to increase accuracy

Objective Assessment – Participants given learning objectives and they rate their level of knowledge

– They also state where they want to be in a week, month, year

Pre-assignment and Pre test – Self analysis or supervisor analysis

– Case study

– Reading assignment

– Learning wish list

– Test on pre-requisite knowledge

– Goal setting

– Personal case study

Assessing learning during Training

Reviewing Learning Objectives – Are all the objectives clear?

– Is there anything that is missing?

– Do the objectives seem reasonable?

– Do the participants learn how these learning points can translate back to workplace?

Performing Hip- Pocket Assessment – How do participants feel about the

workshop?

– What has been the best thing about the workshop so far? The worst thing?

– What have participants learnt?

– What they would still like to learn?

Quizzes and Tests – Workshops having a lot of content

– Workshops having difficult content

– Long workshops

– Topics that depend on each other

Skill Assessments – Demonstrations

– Role Play

– Games

– Simulations

Assessing learning after Training

Evaluation timelines

Learning journal

Goal setting

Additional methods of evaluation – 360 degrees feedback

– Self analysis or supervisor analysis

– Metrics tracking

– Workplace observation

– Follow up meetings

Reaction Learning Behavior Results

Immediat

ely after

X X

A week

later

X X

One

month

later

X

Six

months

later

X X

Our Facilitator – Rajeev Goyal

His personal mission is to help organizations and individuals to maximize their productivity and lead a positive , happy and healthier life.

A mechanical engineer from Birla Institute of Technology, Ranchi, having three decades experience with multinational corporations providing customer service to construction and mining industry.

Has travelled across the length and breadth of the country helping many customers drill waterwells, build hydroelectric and irrigation projects, construct rail road projects, mine coal and other metallic minerals.

Has diversified experience in Sales and Marketing of heavy equipment, Supply Chain Management and Training.

Has travelled to Sweden, Netherland, United Kindom, Sri Lanka on business and participating various technical workshops on multiple occasions. He has been certified by Luleo University, Sweden in association with Atlas Copco on Construction and Mining concepts.

Member of various professional institutes like Institution of Engineers and Canadian Soft Skills Development Academy.

Promotor of a Pre-school and Child development Centre where we learn ‘compassion’.

Has keen interests in writing, reading, acting and singing

Contact Details

PooRa Learnings

C 301, La Salette

Mundhwa Road, Hadapsar

Pune 411036

Phone : +91 94 230 33552

Email ID : rajeevjgoyal@gmail.com

We are committed to your success through interaction and innovation