Improving salesperson’s sales capability through innovative training initiatives – Selling skills, Negotiation skills, Breaking into Key accounts, Managing Key accounts, Competitive selling.
Designing and Delivering customized training programs – Value selling, Solution selling, Consultative Selling and Trusted Advisor selling based on the customers’ needs and requirements.
The selling world has changed and took many overturns in the last 60 years. What was considered to be a simple transaction has turned out to be well thought out purchases by many customers. Customer today are willing to spend their time, money and other resources with a salesperson only when they offer value to them.
COST savings for customers
TIME savings due to appropriate solutions
Implementing Value selling skills improved sales performance by 18%
Value selling is an approach that focuses on creating value and trust with prospects by understanding their needs before offering a solution. It emphasizes benefits over just cost, showcasing how a product or service can increase revenue or improve the customer’s life.
Balance questions with insights: Understand customer needs thoroughly.
Build knowledge-based trust: Establish credibility.
Keep it conversational and genuine: Foster authentic connections.
Take ownership of the conversation: Guide prospects effectively.
Research customer needs: Offer relevant findings.Listen intently: Understand their unique requirements.
Sales negotiation involves conversations between buyers and sellers to arrive at mutually beneficial deals. It requires balancing concessions, understanding buyer needs, building relationships and strategically compromising.
Be prepared: Understand the interest behind the Position
Speak second: Let the prospect share their position first
Speak with the decision-maker: Engage with key stakeholders
Refuse to ‘split the difference: Aim for win-win outcomes
Write terms at the right time: Document agreements effectively
Clearly define concessions: Know what you’re willing to give and what's the walk away position
Get for a give: Understand the value exchange
Those who prepare are 40% more likely to achieve their objectives
Ability to Negotiate decides the Outcome
One of the differences between good & bad outcome – Negotiator
Consistently demonstrating VALUE in every conversation
Managing multiple Decision makers and other stakeholders
KAM involves managing and growing a company’s most important customers systematically. It focuses on maximizing value for both organizations through deep understanding, loyalty, and long-term relationships.
Goal & KPI alignment:Set challenging yet achievable goals.
Alignment with Decision makers:Level-to-Level interactions and confidence building.
Data-driven mentality:Leverage insights derived from the previous data.
Tech-savvy: Understand critical sales software.
In-depth product knowledge: Be an expert.
Intuitive leadership: Know when to guide.
Consultative selling focuses on expressing what prospects problems are or what prospects opportunities are. This is done by an expert by knowing the customers business and customers industry so well. Solution is provided based on what is wishfully agreed. It builds trust and credibility by tailoring recommendations.
Balance questions with insights:Understand deeply.
Build knowledge-based trust:Be a trusted advisor.
Keep it conversational and genuine: Connect authentically.
Take ownership of the conversation: Guide effectively.
ILet two-way conversation guide the process: Adapt as needed.
Research customer needs, independently: Provide thoughtful solutions, proactively.
Listen intently: Understand unique needs.
Customer Loyalty and Satisfaction improves
Thinks from Customers’ perspective :Outside IN approach
Proactive. Sense of Ownership. Proud Partner
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