Understand role of self as a consultant and a business advisor to the customer.
To recognize the importance of self nurturing and hence being more effective and confident professional
To provide participants with the communication strategies and techniques that achieve business results by gaining attention, ensuring the understanding and influencing action of the other people.
To understand and use Need based Selling process and enable participant connect
2. Negotiation for Win – Win Outcomes:
Identify situations where they need to negotiate more effectively.
Learn the skill steps involved in negotiating more effectively and meaningfully
Understand the difference between understanding and agreeing
Explore different negotiation styles and use Assertive & Collaborative style for effective negotiation.
Learn to speak in an influencing manner and handle any resistance from the other party.
Resolve conflicts that may arise due to complex situations.
3. Key Account Management:
In today’s competitive world, sales people need to enhance the strategic and tactic skills to manage Key Accounts more effectively. This program provides insights to participants to build and maintain relationships and get better understanding of the account.
At the end of the program, participants will be able to:
Gain a deeper understanding of the entire process of key account management
Learn critical strategies for selling wider and deeper into the existing accounts.
Develop their ability to interface more effectively with key customers.
Increase the effectiveness at acquiring new accounts.
Learn techniques to convert sales challenges into opportunities.
Learn to focus the time and attention appropriately in the development of key accounts.
4. Customer Focus:
Customer focus is a deliberate organization wide aligned activity which helps organization with customer loyalty, enhanced productivity and good work culture. This program will guide through and bring awareness about importance of customer focus in today’s competitive world followed by designing of strategies to be a part of the organization wide initiative of being “more customer focused”
At the end of the program; participant will be able to:
Define “Customer Focus” and understand its significance.
Know and identify your customers – Internal & External.
Understand roles and expectations
Describe basic needs of the customers; identify that customers ask for what they want but what they need is a whole lot different.
Understand what enhances and inhibits customer service and how to use this awareness to enhance professional excellence.