Bodhih Training Solutions

Course Content:

Professional Salesperson’s Assessment
Traits of a professional salesperson
Cold calls
Getting appointments
Getting through telephone guards
Telephone etiquette
Follow-ups
Getting referrals
Understanding your prospects motivation
Prioritizing your prospects
Body language
Sales success – do you have what it takes?
Reducing resistance and countering concerns
Closing for commitment

Course Content:

Sales sensitivity
Developing your USPs
Preparing proposal and follow-ups
Observing body language
Understanding customers’ mind and motivation to buy
Negotiation skills
Corporate etiquette
Information gathering is an investment with a high return
Education, skills, and experience mean sales
Keys to being positive

Course Content:

Introduction to Key account - An overview
What is key account mapping? - Criteria
Qualities and skills of a key account manager
Account Management - It’s Big Business - Understanding how effectively you are selling to your key accounts and how well you know clients with potential
Research your customers profile and position
Planning a Key Account Strategy - Identifying creative ways to maximise revenue
Relationship Management - Maintain client rapport over a long period of time
From Relationship to Partnership
Negotiating Conflicts - Conflict Resolution Styles
Teamwork to Support Key Accounts
Re-identifying client needs and re-selling your competitive advantage

Course Content:

Channel Partner Management
ROI Management of Channel Sales Partners
Merchandising
Trade Relation
Distribution Management
Primary/Secondary/Treasury sales Management
Stock Inventory Management
Understanding distribution channels
Channel motivation
Monitoring and managing channels
Avoid sales channel conflicts
Design and present an effective distributor sales meetings
Develop and enhance your day-to-day distributor relationship
Provide the support required by your distributors
Assess the ability of present and alternative channels to deliver your company’s objectives Reporting & documentation
Territory Coverage Planning

Course Content:

Define Negotiation;
Illustrate Importance of Negotiation
Negotiation How?-Demonstrate Skill required in Negotiation;
Identifying objectives and all factors affecting negotiation
Understanding the four phases of effective negotiations
Negotiation technique and countering the same
Negotiation When?- Demonstrate right time for Negotiation;
Strategies of Negotiation
Negotiation Process
Approach, planning and preparation
Effective openings
Focusing on outcomes not positions
Planning workable concessions and alternatives
Listening, questioning and assertion skills
Creating a 'win-win' situation
Bargaining skills
Collaborative approach in Negotiation
Relationship in Negotiation
Gaining control in Negotiation
Resolving conflict
Coming to conclusion
Close - Confirm the Negotiation term
Document the process
Abide by the term
Action planning - Post Negotiation follow up

Course Content:

Telephone Etiquette
Do’s and Don’t
Voice Modulation
Telephone Selling Steps
Handling Customer Objections
Closing over the phone
Customer service through Telephone

Course Content:

Understanding different types of customers
Building Rapport
Interpersonal Relationship
Handling angry customers
Customer delight
Cost of poor-customer service