Seasoned Learning & Development professional with a total of 37 years of working experience, in Sales & Marketing. . He has a flair for Behavioural/ Soft Skills/ Sales Management including expertise in Channel/Team /Key Account Management , Coaching/Mentoring, Conflict Management, Communication Skills and has been widely appreciated by numerous associates especially for being an Inspirational Leader .
CORPORATE EXPERIENCE: 37 YRS
INDUSTRY BACKGROUND: TYRES, CONSUMER ELECTRONICS
SPECIALISATION: BUSINESS ANALYTICS, RECRUITING & INTERVIEW SKILLS, MENTORING & TRAINING, SALES CONSULTANT & EXECUTIVE COACH
Companies Worked : Tyres – MRF Ltd., Apollo Tyres, Continental Tyres–
Consumer Electronics – Baron International Ltd., (Brands Akai, AIWA, & TCL), Consultancy Assignments for Investors
EDUCATION AND CERTIFICATIONS
•Executive Management Certification IIM Calcutta
•Advanced Management Programme Certification (Finance/Business Strategy & International Marketing) – IIM Bengalaru
•HR – Employee Engagement, Coaching , Mentoring, & Interview Skills – XLRI Jamshedpur
•Advanced Business Strategies, IIM, Ahmedabad
•Sales Counsellor Training – Wilson Learnings
•Public Speaking & Communication Skills – Dale Carnegie
•Conflict Management & Art of Feedback, Dale Carnegie
•Global Leadership Skill Development , Silk Road Partnership – Nigel Cumberland
•Soft Skills , XLRI Jamshedpur Ms Renu Mattoo
•Team Management & Power of Negotiation, Prof Rajan Saxena NMIMS
•Basic Managerial Skills, Fr EC Mcgrath XLRI
•Graduate in Economics,
•Schooling St. Joseph’s College, Allahabad
Exposure In All Geographies of the Country
•Monitor & Analyse Sales Department /Strategies & Suggest Solutions for improvement & optimization.
•Understand Co’s Products/Price & Service Offerings
•Set up Sales KPI’s/Review/ Monitor
•Identify Current sales process, bottlenecks & inconsistencies
•Stay in Touch with Latest Trends of the Industry.
•Identify Opportunities for new Client acquisition & New Target Segments
•Analyse on Customer Retention – so that the Funnel is constantly being fed.
•Create a Motivational & healthy atmosphere for sales
•Relive live case studies
•Identifying Training Needs – Soft Skills/Product & Technical Expertise.
•Analysing Co’s Current Sales Processes & suggest Improvements, if any
•Customer Relation Management – How to Track sales calls
SALES TRAINING TECHNIQUES - 1
Committed to Excellence
•How to Build a Relationship, Rapport and Trust
•How to master your Body Language – Basic (Conversation, Mannerisms/Choice of Words)
•How to Communicate effectively/Voice modulation & choice of words
•How to handle pricing issues
•How to check a Clue/lead of the Customer
•How to open and Close the sales
•How to ask the right Questions
•How to match the energy levels of the Customer (Positive Psychology)
•Seeking clarification from the Customer
• Mock Sessions/It’s analysis & Improvement methods.
•How to seek feedback & how to use them.
•How to be a powerful negotiator
•Explanation of Transactional Analysis & its use in real situation.
•How to handle Your Own and your Customers Emotion & Use Critical Thinking before arriving at a decision.
SALES TRAINING TECHNIQUES - 2
•Sales by Empathy – Put Yourself in his shoes
•Introduction of Unconsidered Needs
•Introduce Value Wedge (It is unique for you, it is important for Customer, it can be defended)
•Create Compelling Visual Stories instead of Relying too heavily on literature or Power Points
•Tailor your Sales Pitch (esp in Virtual selling Area due to COVID to avoid distractions)
•How to use Referrals
•Know how to apologise – ( Service Failures (Service Recovery Paradox) are inevitable- & mishandling can put your Business to risk . If handled properly you will not only retain the Customers & also add New)
•The Comfort Zone Risk – and How to get out of it
•Concept Selling vs Value Selling (Customers don’t buy products but the values which they create)
•SPIN Selling (Situation, Problem, Implication & Need/Payoff )
•Solution Selling – Focus on problem solving & not on the product itself)
•Prospecting New Distributors/Dealers/End Users -
•Developing your Network – Healthy & Robust Network will sustain your Business
•What the Network Recognises apart from Profitability
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