Email: contact@mavraac.com
Cell Phone: +91 9953818074

If opportunity doesn’t knock, build a door! - Milton Berle.

If you don’t sell, it’s not the product that’s wrong, it’s you.
- Estee Lauder.

You never get a second chance to make a first impression.
- (Disputed Author - Oscar Wilde, Mark Twain, Will Rogers).

It is not your customer's job to remember you. It is your obligation and responsibility to make sure they don't have the chance to forget you.
- Patricia Fripp.

Stop selling. Start helping.
- Zig Ziglar.

In business, honesty is absolutely essential. The best principle is "under promise and over deliver".
- Richard Denny.

If your ship doesn’t come in, swim out to it.
- Jonathan Winters.

Overview and Objectives of Sales Training Programs

From your customers -
Buy their pains, commitments, loyalty
By selling  to them value, solutions, credibility 

Are members of your sales team enjoying selling to, developing and retaining happy customers and improving your positioning, sales turnover and bottom line? 

Call reluctance, buckling to discount pressures, poor closing ratios, indifferent pipeline planning, losing customers and orders to the competition, not being able to strengthen positioning, difficulty in handling complaining and difficult customers, ineffective CRM,  mediocre customer service, being intimidated by big ticket customers or companies, not being able to cope up with changing market forces – Mavraac’s Sales Training Program helps make all these your sales team’s forgotten yesterdays!

For sustained successful sales, even during recessionary times, one needs to know the fundamentals, believe in them, put them to work, customize them to your products or services, innovate to combat change and keep practicing. The cash register keeps ringing, come rain, come storm. Of course, the buyer seems to be becoming more intelligent and astute every day. Actually, helps those of us who believe in creating value for our customer.

Impact - After participating in Mavraac Sales Training Program and Customer Relationship Workshop the sales personnel start showing improved performance by way of:
» Increased sales margins on each order.
» Increased sales turnover and achieving and surpassing targets.
» Developing satisfied and loyal customers.
» Maximizing sales opportunities.
» Ensuring higher order to enquiry ratios and closing more.
» Leveraging differentiators of self, product and company.
» Becoming more dynamic and motivated.
» Improving product branding.
» Unleashing personal strengths to the maximum.
» Handling stress and change positively and productively.

● A new sales team, beginners in sales.
● An existing but mediocre-performing sales team; middle management sales executives up to the level of Sales Managers.
● Functioning sales managers, area and regional sales managers in leadership positions who want to push their own and their team's performance in new directions.
● An existing sales team which needs to both broaden and hone its sales expertise.
● A sales team faced with some specific issues - new large competitors eating up market-share, commoditizing of product, rising customer expectations, losing customers, recessionary market, unable to match customer service standards, volumes to margin dichotomy, pressure on both topline and bottomline.


Customization and Training Delivery

Each Sales Training Programme is designed after a TNA - Training Needs Assessment. It is customized depending upon the products being sold and the target customers - B2B, B2C, Channel Sales, Selling Services, Industrial Sales, Selling in the Engineering and Manufacturing Sector and other Sector Specific Sales (IT, Hospitality, Telecom, Realty, Healthcare, Retail, Financial Sector).

Our sales coaching is pragmatic, easy to understand, easier to implement and show results almost immediately. Role-plays, case studies and exercises ensure understanding and recall.  Course material help in periodic review. Specially designed questionnaires reveal sales competency.

In Mavraac's sales and customer service, CRM training programs, our sales trainers adapt internationally accepted methodologies, interpretations and essays to formulate the sales training modules. Periodic re-engineering of training modules is done by the sales trainers to keep the programs relevant to current global competitive and change scenarios.

The salestraining workshops are also influenced and inspired by the works of many business thinkers, educationists, management and sales gurus and authors - Neil Rackham, Alfred Tack, Mark McCormack, Don Peppers and Martha Rogers, Huthwaite, Miller and Heiman, Sharon Morgen, Paul Gorman, Ari Galper, to name a few. 

Adult learning principles which are self directed and autonomous are adopted so that for long term benefits the learning (facilitated by our executive coaches) can be continued beyond the program. The participants learn how to connect learning to their already existing knowledge and experience base.

In addition, the client can choose his training delivery option. The programs can be conducted in-house at your facilities by our experienced facilitators or it can be at an out-location campus or a destination of your choice. 

The client can opt for short duration workshops (2-3 days) or a longer engagement program (six months) which would have follow up and review sessions and workshops on the next level of modules.
 

• Planning, Preparation, Self Organization for Effective Selling.
  (Developing a Sales Process – Sales Factory, Importance of Goal Setting, Qualifying, Robust Pipeline).
• Understanding Customer Behaviour – Why People Buy.
• CRM.
  (Key Account Management, BCG Matrix, Lifetime Value of Customer, Relationship Selling.
• Lead Management to Value Selling (Selling @ Premium) and Up Selling, Cross Selling.
• Negotiation, Beating Competition, Objection Handling, Closing.
• Commodity to Consultative Selling.
• Communication and Listening Skills.
• Sales Competency Mapping and Maximizing Sales Performance.
• Depending upon customer segments -
  Industrial Selling, B2B Selling, Channel Sales, Mentoring Distribution Network, Retail Sales, Selling Services.
• Other Concepts of Selling depending upon TNA – Training Need Assessment.
• Closing session for consolidation of learning and action planning.
  (Clarifying the road map of one's sales development plan).

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| Change Management | Sales Training |