Introduction:
Learn the key skills necessary in today’s selling environment – from negotiation to telling great stories and selling with authenticity. Recognize that selling is a partnership. Develop your sales skills, people skills, and ability to create emotional engagement and earn the trust of others.

Contents:
Module One – Sales Foundation for Beginners to Experts
What makes someone effective at sales? A genuine desire to help others solve problems. In this course, faculty explains why and how the best salespeople learn how to see through the eyes of their customers. He outlines strategies to help you connect with and understand your customers’ needs, and position your product or service as the solution to their problem. He also provides a step-by-step how-to guide to creating your own sales process or identifying gaps in your existing one.

Learning objectives:
• Describe the overall phases of a sales process.
• Explain how to perform prospect research.
• List and define possible motivations, as well as enabling situations for change.
• Describe ways to establish credibility and obtain commitment.
• Explain the elements of post-sales activities.
• Describe the importance of process in sales activities.
• Itemize steps in the process for obtaining commitment.

Module 2 – Selling with utmost authenticity
Having a successful career in sales doesn’t mean compromising your values. In fact, authentic salespeople often have the most success in sales. Learn how to bring authenticity, curiosity, and your true self to your sales role, with these lessons from faculty. Explore the purpose of sales, from multiple perspectives. Discover how to put the human touch back into customer interactions and use your authentic curiosity to spark great sales questions. And since life on commission isn’t easy, faculty also offer some advice for managing your personal finances and reducing anxiety around quotas.

Learning objectives
• The purpose of sales: According to you, your Boss, and the world.
• Human to Human Customer Interaction.
• Life on Commission.

Module 3 – Asking Great Sales Questions
All too often sales calls become an interrogation, leaving the prospects feeling defensive and unsure where the conversation is leading. In this course, faculty provides an alternative that puts the focus back on customers and clients. Faculty helps you gain insight into your customer’s business problems and objectives, and use those insights to guide your sales questions. By asking the right questions, you can create connection, drive credibility, create urgency, and confirm value clarity—validating the business impact of your solution. Plus, get advice on digging deeper and continuing the conversation—for more successful sales interactions and longer-lasting relationships.

Learning objectives
• Review terminology related to the sales process.
• Explain the sales/trust matrix as a predictor of favourable sales outcomes.
• Define various levels of question types when seeking to learn customer goals.
• Explore the use of insights as a means to gain credibility with a customer.
• Examine the place that clarifying questions have in establishing value with a customer.

Module 4 – Selling with Stories
Stories connect people. Telling a compelling and authentic story can solidify the relationship with your potential customer and win the sale. In this course, you can learn how to leverage the power of storytelling throughout the sales process. Faculty helps you uncover Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale—covers the 25 most essential types of sales stories and shares formulas for developing your own specific narratives. Learn the stories you should tell from introduction to pitch to close, to capture buyer interest and build loyalty that lasts for the long term.

Learning objectives
• Introducing yourself to the buyer
• Preparing for the sales call
• Building rapport
• Telling your story
• Making the main sales pitch
• Handling objectives
• Closing the sale
• Managing customer relationships

Module 5 – Handle Objections
Even the most outstanding sales presentation can be met with objections. As a sales professional, your success hinges on your ability to respond to these concerns with confidence. In this course, faculty digs into some of the most common objections that crop up throughout the sales process, explains how to prepare for them, and shares strategies for responding. Get a better understanding of the buyer and seller relationship, discover how to respond to buyers who object to the price of your service or product, learn what to say to a buyer who simply insists that “they’ll get back to you,” and more. Upon completing this course, you’ll be better equipped to tackle this critical aspect of the sales process.

Learning objectives
• Responding to Sales Objections.
• Selling and the Sales process.
• The Big Five.
• What else can be done?

Module 6 – Sales Negotiation
In this course, sales professionals can learn how to negotiate with the best interests of their organization and their customers at heart, by uncovering their own noble purpose. Faculty reveals the surprising truth behind why compromise doesn’t work; instead, he explains how to ask questions that reveal information about the buyer—and help you decide when you can negotiate and when you can’t. He also identifies common negotiation traps and ways to negotiate that don’t just close the sale today, but build longer-term relationships for tomorrow.

Learning objectives
• Identify the focus of your opening questions.
• List the three types of negotiators.
• Name three circumstances in which you should not negotiate.
• Recall how to tell the difference between a negotiator and a buyer.
• Recognize techniques that can help diffuse anger.
• Determine the best approach when a customer knows all of your product offerings.

Module 7 – Closing Strategies in Sales
What separates the inexperienced salesperson from the successful one is the ability to close sales. However, along with prospecting and handling objections, closing sales is one of the hardest skills for salespeople to master. The trainer and sales executive for over 23 years, for this course, which provides tips and techniques to help you develop your own successful closing strategy. Learn how to nurture the relationship with your buyer, overcome obstacles, recognize buying signals, and ask for the business. Plus, find out how to improve your close rate throughout the sales pipeline by expanding what it means to sell.

Learning objectives
• Basic Strategies for closing sales.
• Selling and the Sales Process.
• Presenting and Closing.
• What else can you do?

Module 8 – Following up after your Sales Meeting
When it comes to closing deals, stellar presentations aren’t always enough to clinch a sale. Effectively following up with prospects after a sales meeting is critical—and failing to do so can cause a once-promising deal to go cold. In this course, Faculty, a top sales coach and expert, shares practical strategies for following up with prospects in a way that keeps the momentum of a great sales meeting going. Learn the ingredients for a powerful follow-up; how to tackle common objections such as “I’ll think about it”; and how to evade common pitfalls, including which phrases to avoid in your follow-up email or calls.

Learning objectives
• When a Sales goes cold.
• Set yourself Up for Successful Follow up.
• Know the Ingredients of a Powerful Follow Up.
• Prevent Objections from becoming Roadblocks.
• Mistakes to avoid while following up.
• Winning the sale.

Module 9 – Networking Skills for Sales Professionals
Referrals and relationships are at the core of sales. They can be the difference between winning and losing a deal. That’s why growing your network is so critical to your career as a sales professional. Networking can feel overwhelming, or even sleazy, but this course will teach you how to make the most of your time, energy, and effort. Join Faculty as he explains how to build and nurture your network. Find out about the seven types of people you need to know, the body language and mindset to attract connections, and specific tactics that really work. Plus, get tips on which events to attend, learn how to ask for referrals, and find out how to bridge the gap between professional networks and personal friends.

Learning objectives
• Seven types of people to have in your network
• Body language and mindset
• Networking tactics
• Working the room
• Asking for referrals
• What events to attend (or not)
• Business networking with personal friends

Medium: English/ Hindi

Fees and Registration:
● Rs. 3,000 + GST 18% per person.
● Rs. 2,800* + GST 18% per person for a group of Three to Four participants.
● Rs. 2,600* + GST 18% per person for a group of Five or more participants.
* Early Bird Benefit
Early Bird Benefit is valid for bookings received up to 3 days prior to the program dates

Fees include participation, course material (Soft copies) and a Digital certificate.

Kindly provide below details for registration to Email: iitdpune@gmail.com; rajiv@iitdworld.com
● Name of the Program:
● Name of the participants with Email ID & Mo. Number:
● Company Name and address:
● GSTN Number:
● Pre-payment and pre-registration is required
● Participation fee is non-refundable/ non-adjustable against any other programme of IITD, but change in nomination(s) is accepted

The participation fee can be paid by way of NEFT/ IMPS/ Cheque drawn in favour of “Indian Institute of Training & Development” payable at Pune or through NEFT.

Certification:
Digital Certificate of Participation will be provided to all the participants.