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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 : [email protected]
We are committed to your success through interaction and innovation