Agenda

"More than half the fortune 500 train their sales people using Neil Rackham's sales models. SPIN SELLING is the hottest sales training program in the world!"

 
  2010 Registration is open
Feb 3rd, 2010 Mumbai
  Feb 5th, 2010 New Delhi
 
In full-day session with Neil Rackham, you can expect a dynamic, interactive, high-content program based on years of objective research by the “world’s greatest sales voyeur.” Based on years of intense research around the globe while working alongside some of the world’s best sales forces, Neil will energize and equip you and your sales professionals to succeed in today’s ever-changing and increasingly complicated marketplace.
 
 
08:30 – 10:00 The changing world of sales / Rethinking the Sales Force
  • Understand your customers’ real business issues
  • Help your customers see the seriousness of those issues
  • Amplify the value of a potential solution in a way that favors your offering
  • Demonstrate how your offering clearly meets your customers’ stated needs
  • Differentiate your offerings from the competition, even in a commodity environment
  • Plan more efficient and productive sales calls that shorten the sales cycle
  • Overcome the “no decision” dilemma
   
 
10:15 – 12:30 Putting sales success under the microscope
  • What scientific research tells us about successful selling
  • The most common faults of experienced salespeople and how to correct them
  • The buying steps of complex sales and how to use these to your advantage
  • How to set sales call objectives that really work
  • The art of asking powerful questions that change the way customers think
  • Understanding the customer decision process
  • Uncovering the hidden issues that delay the decision process and lose you business.
 
   
1:30 – 3:15 Managing the Sales Force
  • Sales efficiency and sales effectiveness: how understanding the difference helps you manage a sales force better
  • How to manage top performers
  • Skills and strategy coaching and how to do each one effectively
  • Building a high performance sales culture
  • Sales process: how to design it and how to use it to increase sales
  • Sales forecasting: how to make more accurate sales forecasts
  • Pipeline management: how to avoid the peaks and troughs that damage sales results.
 
   
3:30 – 5:00 Ending the war between sales and marketing
  • Why sales and marketing fight each other and what to do about it
  • How to use marketing tools to develop better sales strategies
  • Using value propositions to have more impact on customers
  • How to launch products more effectively by changing how sales and marketing work together
  • Using marketing to build powerful sales tools
  • Getting better lead generation from integration of sales and marketing
 
 
After this program, you  will leave with a greater understanding of the current marketplace and what you and your sales force must do to not only thrive, but survive, in it. You will leave enthusiastic about the future of your business.
 
   
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