Essential Negotiation Skills
In today’s world of sales, no deal can be complete without negotiation. Sales professionals find it challenging to balance between improvement of margins and increasing the perceptive value of their offering for their customer. Hence, salespeople need to negotiate effectively across a range of increasingly complex business scenarios. World class negotiations are a learnable science which creates a differentiation from competition. By learning the skills to apply the science to the highest standards, both margins and value can be increased
To build the sales capability pertaining to commercial negotiations, this solution from GrowthSqapes is powered by 20 years of industry validated experience and contains the process of negotiations, the strategies and the psychology behind negotiations along with a unique insight into how buyers think and behave.
Objectives
- Improve negotiation skills and methods of sales team members.
- Create an organisation specific, unique and standard negotiation approach.
- Improve the adherence to negotiation process and cultivate a sales discipline.
- Enhance the value proposition and customer experience via negotiation.
Who Should Attend?
Sales professionals including Business Development Managers, Sales Managers and Key Account Managers in both B2B and B2C sales who need to be involved in commercial negotiations to close sales.
Key Learning for Participants
- Understand the constituents and steps involved in the process of negotiation.
- Understand the psychology of buyers and leverage the same to make progress in the deal.
- Learn to improve one’s negotiation outcomes by developing creative strategies.
- Recognize the tactics used by professional buyers and learn ways to overcome psychological traps.
Business Impact for Organization
- Increased role effectiveness of the sales team members.
- Improved margins and reduction in concessions.
- Better predictability of sales outcomes via improved value proposition.
- Positive impression and increased reputation in industry.
Design Elements
Organisational diagnostics
Individual skill assessment
Training workshops
Webinar
Coaching sessions
Certification
Delivery Elements
Facilitation / presentation
Activity / simulations
Role play / real play
Case study Discussion
Audio Visuals
Blended learning
Solution Selling
In today’s day and age, businesses don’t buy products or services – they buy solutions. So, today’s sales professionals can only succeed by selling solutions that are demanded by customers. Solution selling is a sales methodology of discovering a customer’s pain areas and then providing products and services as solutions that address the underlying business problem. Solution selling focuses on skills that develop one’s ability to sell in the way the customers want to buy.
GrowthSqapes’Solution Selling is built on the fundamental belief that once the sales person is skilled in basic selling skills, he needs further sales training to enhance his sales capability pertaining to solution selling via the diagnosis of customer’s needs and subsequent recommendation of the right products and/or services to fill those needs
Objectives
- Create an organisation specific, unique and standard solution selling approach.
- Improve the adherence to solution selling process and cultivate a sales discipline.
- Improve solution selling practices, skills and methods of sales team members.
- Enhance the value proposition and customer experience via solution selling methodology.
Who Should Attend?
Sales professionals including Business Development Managers, Program Managers, Channel Managers, Sales Managers and Key Account Managers in B2B sales who need to create composite solutions for clients out of their product and services.
Key Learning for Participants
- Understand the role of a solution selling professional and the solution selling cycle.
- Understand the methodology, constituents and process involved in designing and selling a bespoke solution.
- Learn the method to understand customer’s needs and wants and leverage the same to develop and present creative solutions.
- Learn to actively pick up rational and emotional messages by customers in order to show interest, connect and build trust.
Business Impact for Organization
- Increased role effectiveness of the sales team members.
- Improved customer experience and margins.
- Better predictability of sales outcomes via improved value proposition.
- Better predictability of sales outcomes via improved value proposition.
Design Elements
Organisational diagnostics
Individual skill assessment
Training workshops
Webinar
Coaching sessions
Certification
Delivery Elements
Facilitation / presentation
Activity / simulations
Role play / real play
Case study Discussion
Audio Visuals
Channel Management
Channel partners are a pool of vital resources to take your products and services to the customer. Hence, it is important to engage with them at all levels and build a relationship that values what each party brings to the table. Collaboration is critical in this and to be successful you need the right business processes and technology in place to create a collaborative environment for your channel partners. This is what is referred to as channel partner management, which is the combination of business practices and technology to increase the value of channel partner interactions.
GrowthSqapes’ Channel Management programme guides and enables the channel manager to develop the sales capability related to the creation of an environment that boosts channel performance.
Objectives
- Create an organisation specific, unique and standard channel management approach
- Build a team of motivated and profitable channel partners
- Improve channel management practices and the related skills of channel managers
- Enhance the value proposition by creating a memorable channel partner experience
Who Should Attend?
Newly inducted or experienced Channel Managers seeking an in-depth practical understanding of channel management.
Key Learning for Participants
- Understand the role of a channel management professional and the way to create the right channel portfolio.
- Make and present business and marketing plans that create deeper channel commitment and engagement.
- Learn to act as a consultant to the channel partners’ business.
- Learn to deploy the right management methods to manage channel partners.
Business Impact for Organization
- Increased role effectiveness of the channel manager.
- Greater consistency and predictability of the interactions with channel partners.
- Increased productivity, increased loyalty and engagement with the channel.
- Greater profitability for organisation as well as channel partner.
Design Elements
Organisational diagnostics
Individual skill assessment
Training workshops
Webinar/projects
Coaching sessions
Certification
Delivery Elements
Facilitation / presentation
Activity / simulations
Role play / real play
Case study Discussion
Audio Visuals
Technology blend
Relationship Management
Relationship Management is one of the most important components for creation of a unique customer experience. While, with the advancement of software technologies, significant progress has been made in designing and managing customer relationships, the human touch still remains paramount. Hence, efforts by the sales team members in facilitating better customer interactions and greater understanding about customers helps an organization in building competitive advantages.
GrowthSqapes’ solution on Relationship Management imparts a comprehensive understanding of the processes and practices involved in managing customer relationships.
Objectives
- Develop an organisation specific performance-orientated customer relationship model.
- Execute customer profitability analysis and manage customer experience.
- Improve the skills and practices of sales team members pertaining to relationship management.
- Enhance the value proposition and customer experience via relationship management.
Who Should Attend?
- Mid-level sales professionals and leaders who need to deploy various relationship management strategies.
Key Learning for Participants
- Build an understanding of the role of the sales professional in enabling and managing relationships.
- Build a more effective understanding of specific customer requirements and ways to manage the same.
- Learn to conduct effective customer profile analysis.
- Build ability to create value for customers and organizations via deployment of various relationship management strategies.
Business Impact for Organization
- Improved role effectiveness of the managers.
- Shortened sales cycle and improved productivity & sales revenue.
- Increased value generation from organization’s existing customers via reduction in total cost of sales.
- Enhanced customer satisfaction and retention, ensuring that organization’s good reputation in the marketplace continues to grow.
Design Elements
Organisational diagnostics
Individual skill assessment
Training workshops
Webinar
Coaching sessions
Certification
Delivery Elements
Facilitation /presentation
Activity/simulations
Role play/real play
Case study Discussion
Audio Visuals
Luxury Selling
Luxuries are high priced goods and services. Luxury buying customers are a completely different audience and luxury goods or services are bought with a totally different set of buying motivators. Hence, in most cases customer who buy the luxuries don’t buy products or services – they buy feelings or experience. So, today’s luxury sales professionals can only succeed by understanding the luxury customer’s psyche and emotions and designing bespoke solutions that cater to their expectations and demands. Also, in luxury sales, relationship management plays a crucial role in facilitating and delivering the customer experience.
GrowthSqapes’ Luxury Selling solution is built on the fundamental belief that luxuries are sold with a different approach and the salesperson needs to have speciality sales capability to create the customer experience and deliver the luxury value, in a competitively advantageous way.
Objectives
- Improve luxury selling practices, speciality skills and methods of the sales team members.
- Create an organisation specific, unique and standard luxury selling approach.
- Improve the adherence to luxury selling process and ensure superior customer experience.
- Create competitive advantage via delivery of top-quality value proposition.
Who should attend?
This sales training is aimed at sales professionals including Business Development Managers, Program Managers and Key Account Managers in B2B and B2C sales who sell to HNI/UHNI customers.
Key learning for participants
- Understand the role of a luxury selling professional and the sales cycle pertaining to luxury.
- Learn to comprehend the emotions of customers and build connect and trust.
- Understand the methodology, constituents and process involved in designing and selling a customized luxury product or service.
- Learn the method to understand the customers’ said and unsaid need and expectations and leverage the same to create a strong value proposition.
Business impact for organization
- Increased role effectiveness and brand image of the sales team member.
- Better predictability of sales outcomes via improved value proposition.
- Positioning in the market as a premium player.
- Enhanced customer satisfaction ensuring organization’s good brand reputation.
Design elements
Organisational diagnostics
Individual skill assessment
Training workshops
Webinar
Coaching sessions
Certification
Delivery elements
Facilitation / Presentation
Activity / Simulations
Role play / Real play
Case study Discussion
Audio Visuals
Technology blend
Field Sales Management
In most organisations, the sales function is the dominant revenue generating unit. However, regardless of how large your business or your sales team is, an effective sales leadership team can be the crucial differentiator causing you to lead or lag in your marketplace or in your profits/profitability. If the sales leadership team is competent in sales management then certainly the entire organization can benefit from the organisation climate it creates, the results it generates and the tangible business impact it creates, both in the short term and long term.
GrowthSqapes’ solution on Field Sales Management provides the field sales leaders a strong foundational understanding of skills and competencies pertaining to sales management and provides tools and techniques needed to strategize and manage sales and salespeople.
Objectives
- Create a specific and unique sales capability and sales performance culture in the organisation.
- Improve sales results from the team through sustained sales training and implementation of key sales management principles.
- Create competitive advantage via deployment of sales management process.
- Build a team of highly motivated and accountable sales professionals.
Who should attend?
Sales professionals including Business Development Managers, Program Managers, Key Account Managers, Inside Sales Specialists, Sales Managers and Channel Managers in B2B and B2C sales.
Key learning for participants
- Understand the importance and components of effective field sales management.
- Understand the process involved in strategizing and managing sales.
- Identify own sales management style and enable performance by adapting to the needs of the team.
- Learn to build and drive a sales performance culture.
Business impact for organization
- Higher order business impact via improved outcomes of sales management.
- A clear sales strategy that acts a differentiator in the market.
- Creation of a motivated business environment and accountability.
- Improved competitiveness, increased profitability and reduced costs.
Design elements
Organisational diagnostics
Training workshops
Certification
Delivery elements
Facilitation / Presentation
Activity / Simulations
Case Study Discussion
Audio Visuals
Technology Blend
Social Network Selling
With the soaring prevalence of social media, today’s buyers are becoming more accepting to engage with sellers over the various platforms of social media, throughout the buying process. Consequently, traditional sales techniques seem to be losing their sheen or the convenience they once used to offer. Social media channels, such as LinkedIn, are providing new and innovative avenues for salespeople to connect with their potential and current customers.
GrowthSqapes’ solution on Social Network Selling provides the target audience a strong foundational understanding of social selling skills and offers tools and techniques needed to leverage the social network for business impact.
Objectives
Who should attend?
Sales professionals including Business Development Managers, Program Managers, Key Account Managers, Inside Sales Specialists, Sales Managers and Channel Managers in B2B and B2C sales.
Key learning for participants
Business impact for organization
Design elements
Organisational diagnostics
Individual skill assessment
Training workshops
webinar
Coaching sessions
Certification
Delivery elements
Facilitation / presentation
Activity / simulations
Role play / real play
Case study Discussion
Audio Visuals