Selling today has moved away from pushing products to a new paradigm where the customer is at the centre of attention. A successful salesperson is a trusted business advisor who builds enduring customer relationships that go beyond the price & the transaction. Selling has turned strategic calling for new techniques & skills discovering the needs of the customers and building propositions that deliver value as determined by them.
The Indian marketplace has responded to this change - new & overlapping roles variously called business development customer advocate key account manager have been created combining elements of both marketing and sales & everyone in a senior position needs client-facing skills. This calls for a customer centric mindset and a new approach with superior skills.
This program is about crafting a new sales strategy effective for today's competitive business environment: along with the necessary techniques & skills required. It focuses on solution selling for enhanced customer value using a consultative approach to build / present propositions.
The expected business impact is enhanced sales through a higher conversion of prospects & opening up of opportunities for cross-selling /up-selling and improving customer retention & loyalty through value added offerings.
Target Audience: This program is for experienced executives / managers & business owners who are looking to add value to their customers both during business acquisition & successful retention in the face of competition especially those in business / institutional sales: Experienced sales managers looking for better productivity of sales staff. Client relationship manager / Key account managers responsible for fortifying existing relationships & mining for increased sales. Professional services experts who are averse to hard selling approach. Business owners who want to adopt strategic selling as a competitive approach.
(This course is for experienced professionals - requires understanding of overall business / commercial issues / prior experience of customer interaction of significant value either for acquisition or fulfillment).
Course Contents: Review of sales techniques & models : where are we & why do we need to change Consultative / Value selling : Beliefs / Skills / Behavior required of top performers Understanding the customers context / needs & buying process: positioning strategies Pre-sales meetings & interviews: active listening / questioning styles Presenting the value proposition: solutions for each buyer / communicating with the top Closure /securing commitment to buy : objection handling / negotiations Cementing relationships : key account management
(The course is built around participant learning through facilitated interactions: situation analyses / case discussions / role plays & structured exercises for skill development)
Faculty Mr. Amitabha Sinha management consultant with expertise on corporate strategy, business transformation & organization change.
An MBA from IIM (Ahmedabad) & B.Tech from IIT (Kanpur), he brings in about 30 years of industry experience as a business leader, coach & consultant. He has headed global consulting businesses for leading US & Indian firms advising industry majors including both family & government owned firms. He began his career with Asian Paints where he headed HR at the corporate level.