2Exhibitions

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.

Customer Relationship, Selling Techniques, Client Relationship, Questioning Styles