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

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

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.

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

Objective Assessment

Can be done by trainees, their peers, their supervisors or their clients

Develop 360 degrees feedback system to increase accuracy
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

Immediat
ely after
A week
later

Reaction

Learning

Behavior

Results

One
month
later

Six
months
later

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 : rajeevjgoyal@gmail.com

We are committed to your success

through interaction and innovation