“[ESSENTIAL SELLING SKILLS/CRM]” ONE DAY COMPETENCY DEVELOPMENT PROGRAM
PROGRAM PERSPECTIVE Most sales personnel/executives, who are successful, have developed their Sales Skills/Customer Relationship Management Skills, to such an extent that they are able to maintain a continuous growth in business. This growth reflects in their steady achievement of bottom-line targets, whilst generating strong funnels for top-line targets. It is possible to learn the art & science that goes into maintaining an effective relationship with existing clients and building relationships with prospective clients. Additionally, there are some principles of NLP- Neuro Linguistic Programming that can be utilized for getting instant results. OBJECTIVE • Understand the Essential Selling process & the CRM process • Learn invaluable skills that can help maintain the bottom-line for the company • Develop confidence, whilst overcoming fears & apprehensions, using NLP • Utilize your voice, body language and qualities that are unique to you • Learn strategies for building instant rapport with existing & potential clients • Discover practical insights & tools for growing the business OUTLINE • Fundamental principles of the Sales & CRM process • Analysis of customer relationship (existing & potential/prospective clients) • Using the principles of NLP- Neuro Linguistic Programming • Successful Selling to existing clients, growing existing business • Reaching out to prospective clients, Generating references • Social Media & Customer Relationship Management • Verbal & Non-verbal communication, Overcoming fears & apprehensions • Individual Sales styles- use of special qualities, style, body language for maximum effect • Handling difficult clients, overcoming objections • Customer Retention and Total Customer Satisfaction METHODOLOGY Lectures, presentations, role plays, NLP (Neuro-Linguistic Programming) techniques, experiential learning- hands on sessions, group exercises, practicing techniques on the spot, so that the participants retain what they learn. WHO WILL BENEFIT Sales personnel/staff who regularly interact with different types of customers, some being in the showrooms/exhibitions/sales promotions/road-shows, whilst others could be doing corporate & institutional sales. Executives whose main objective is to increase sales by seeking out and maintaining strong customer relationship with existing & potential/prospective clients. REGISTRATION FEES Rs. 800/- (per participant) for students Rs. 1000/- (per participant) for ISTD members Rs. 1250/- (per participant) for non-ISTD members Discount of 10% for 3 or more participants from the same organisation FACULTY PROFILE WALTER MASCARENHAS is a Motivational Speaker and a Corporate Trainer. He is an Engineer (Gold Medalist) & a Post Graduate in Management, a thorough professional with over 24 years of work experience in human resources, business & management consulting; Served at Executive positions in Corporate; an Ex-Squadron Leader- Indian Air Force; a certified NLP Practitioner(UK). He has personally coached several hundreds of people in achieving their goals & is a true enabler, coach, guide & mentor to many. Walter lives in Goa & works internationally. He is a regular speaker & trainer for Corporations & leading professional Colleges & Institutes. INDIAN SOCIETY FOR TRAINING & DEVELOPMENT The Indian Society for Training & Development (ISTD), established in April 1969 is a National, level Professional & Non-profit society registered under the societies Registration Act, 1860. It has a large membership of institutions and persons involved in the training and development of human resources from government, public and private sector organisations and enterprises, educational and training institutions and other bodies. It has 40 chapters throughout the country with the National Headquarters at New Delhi. The society is affiliated to the International Federation of Training and Development Organisations (IFTDO), USA and Asian Regional Training and Development Organisations (ARTDO), Manila. ISTD organises Training Programs, all over the country both at Chapter and National Levels. The programs cover selected areas of HRD with special emphasis on Training of Trainers, Training Goals & Objectives and Training Tools & Technologies. The Society publishes a Quarterly Journal, Indian Journal of Training and Development. ISTD Diploma in Training & Development is a correspondence course of 18 months duration (one year of course work followed by internship of six months) and is recognised by the Government of India for recruitment to senior posts. For further information, please call Allan Pinto 9823564531 Allan Pinto 8/G-2, Siddharth Apartments, Tonca, Caranzalem, Goa - 403 002 Email. : [email protected] Web: http://allanpinto.blogspot.com/ www.allanpinto.com Tel. : 0832 2464531 Mobile : 9326103254, 9823564531
