Agenda
08.30 AM- 09.30 AM: Registration
9.30 AM to 10.15 AM: Keynote Address
Sales Effectiveness
Anuj Vaid,
General Manager - UBER Relationships for Wipro Infotech
10:15AM to 11:00AM: Essential Selling Skills
Effective sales people learn how to consistently execute certain skills sets necessary for performing at the highest level. These essential skills can be organized into a “sales process”. When properly taught and applied daily, this proven sales process can become the foundation for performance that leads the field. In this session participants will learn critical skills like planning, prospecting, creating positive first impressions, qualifying, high impact questions, presentation skills, handling objections, negotiating and effective follow-up strategies!
Topics Covered In This Session
- Why it is important for every sales professional to consistently execute a proven sales process
- How to become an effective “self manager” including time management and territory management
- How to plan for success including planning tools for hourly, daily, weekly, monthly, quarterly, semi-annually, annually and beyond
- How to set up and make effective 1st calls with prospects
- How to prospect to create a wide and deep client base
- The importance of a positive first impression including personal appearance, body language, tone of voice, sense of presence as well as e-mail, voicemail, letters, marketing materials and more
- A system for effectively qualifying clients by asking high impact questions to determine much more than can they make a decision and can they pay but would they be a good client for your company and would your company be a valued asset to them
- Effective demonstration and presentation skills that compel clients to act now
How to handle any and every objection confidently and establish credibility as being a pro - How to close powerfully and consistently with every client
- How to effectively and efficiently follow-up with clients to close the “did I make a good decision loop” and set up the next opportunity
Speaker
Gopalakrishnan Kannatath Palakkil,
Senior Vice President, Head (India – Sales), MindTree
11:00AM to 11:30AM:
Morning Break: A chance to meet up with your friends and have a cup of coffee on the house!
11:30PM to 12:10PM: Value Based Selling
“Selling on price” is the crack cocaine of the average and below average sales performer” is a quote we have heard for years. In this session we will destroy the illusion that all clients care about is price. We will replace that illusion with a methodology that participants will use for years to come to develop a “value based” and “solutions based” approach to selling their products and/or services. When we understand the value of our solution and can communicate it in a dynamic and compelling way then sales margins and volume both increase!
Topics Covered In This Session
- Why price selling is the kiss of death to consistently winning high margin and high volume business
- How to determine what the customer really means when they say “your price is too high”
- How to consistently develop and communicate value based solutions to clients business needs
- How to communicate your organizational, product/service and personal “value propositions” in a powerful and compelling manner that causes customers to act based on that value and not price
- How to determine what value propositions you own that create leverage and how to use that leverage effectively
- How to determine what value propositions you own that are “me too” VP’s and how to still win high margin business anyway
- How to become a trusted advisor to your clients, stop discounting business and giving it away and how to consistently deliver volume and profits to the bottom line
Speaker
N. Krishnan,
AVP- Business Development, ASM Technologies
12:15PM to 12:55PM: Relationship Selling Skills
At the end of the day it always comes down to relationship! On that we would all agree, right? Well, in this session we take it a step farther! It isn’t enough that the customers like us, are friendly with us or even enjoy a lunch, a ball game or even an occasional round of golf. Those are all fine but we will teach participant’s how to develop relationships where clients value the connection and we become a “trusted advisor”. 80% of the volume and profits all come from just 20% of the client base. Those high volume and high margin clients all have one thing in common … the sales rep is valued as a solution provider and a business partner! Participants will leave this part of the program with a road map for accomplishing “trusted advisor” status with their client! Click here to read more about what participants will be learning!
Topics Covered In This Session
- The power of “relationship” in effective territory management
The 6 levels of relationship - Using the 6 levels of relationship to identify clients who deliver the best ROI for the sales professional’s time
- How to identify clients who will suck the very life out of you as a sales person and what to do about it
- The differences in “they like me” and “they value me” and how that effects volume and margin
- How to achieve “trusted advisor” status with every customer
- How to consistently identify, develop, maintain and grow powerful partnerships with customers to impact the bottom line
Speaker
Shoaib Ahmed,
President, Tally Solutions
01:00PM to 02:00PM: Lunch:
Break for lunch on the house and a chance to catch up with each other!
02:00PM to 02:45PM: Selling in Today's Market
Speaker
Shajy Koshy,
Head Sales- South & East Region, Mphasis, an HP Company
02.45PM - 03.25PM: Increasing Visibility into the Sales Pipeline
While hindsight may be 20/20, forecasting rarely is. Inaccurate sales forecasts result in unachieved corporate goals, poor decision making, and missed sales opportunities due to a lack of visibility into the sales pipeline. This session will examine how to:
Speaker
Sachit Murthy,
Director – Manthan Systems
03.25PM - 04.00PM: Afternoon Break:
Some time out for you to grab another coffee and a well earned rest.
04.00PM - 05.00PM: Managing for Sales Results
Managing sales people is one of the more difficult business tasks. Success requires a unique set of skills. In this session learn:
• Recruiting - how to find quality sales people
• Hiring - three keys to a successful interview
• Training - six steps to an effective, results-oriented program
• How to run sales meetings that get results
• Coaching your sales team - eight “musts” for inspiring others
• Terminating - how to let unproductive sales people go
Improving Your Hiring & Retention Capabilities
In addition to sharing key insights from the field, the Speaker provides step-by-step instructions and valuable checklists to help you bridge the gap between sales and management. Whether you are new to sales management, thinking about sales management or have been a sales manager for many years, this seminar will assist you in improving your leadership and communication skills.
Speaker
Abhishek Sahay,
Director--Business Development and Alliances, Talisma
05.00 PM- 05.30PM: Tips & Tricks
05:30 PM: Conclusion
