Spin Selling - Best Speaker in the world

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.