Sales Training in India
Sales Training in India has had many companies small and big, come and go, but Catalyst has withstood the test of time for over a decade.Since 2002, through our cutting-edge sales training programs, we have helped companies tide over their competition, dotcom-bust and a recession with our High-Performance Sales Specialist programs. The programs are designed and executed by its founder, Madhusudhan Shetty who himself was a top sales guy with NIIT Technologies, selling software and technical services.
The following are the 3 main reasons why Catalyst is counted among the best sales training companies in India :
1) We treat small-value and large-value sales differently
Selling is widely considered intuitive, an art, but it is also a science and not knowing this can make a huge difference to your bottom-lines.We are one of the few companies in India who treat small-value and large-value sales differently.Very often it is seen that a star sales-person from an X company joins a Y company of a different product category and has a miserable time. Isn’t selling supposed to be the same everywhere? As much as we would like to believe, the answer is a BIG NO. In low-value sales, a ‘spray and pray’ approach or a high ‘giving’ (info) nature really works while it backfires while handling a high-value/complex sales where it requires a high ‘seeking’ nature by the sales professional. Low-value sales generally requires one-call/visit with one decision maker.The sale is initiated and closed in one call/visit.In contrast, a high-value/complex sale requires multiple calls/visits and convince the technical buyer, economic buyer,influencers and users.It could take a month to a year or even two years to close a sale of this nature.
At Catalyst, we don’t follow the one-size-fits-all approach and we do not force-fit one sales approach to every companies that engage us to work with their sales team. Sometimes we have helped companies achieve tremendous success by just tweaking their home-grown sales process.
2) We walk the talk
Most trainers can really ‘talk the talk’ but when it comes to leading by example, they shy away from being the sales-person during the role-plays in the training program. At Catalyst, we always walk the talk, stick our necks out when it matters. We do the role-plays as a sales person and demonstrate the right sales approach to the participants if required. This makes it easier for the trainees to understand and incorporate the learning immediately rather than just receiving ‘gyan’ and resolving to try it out in the field some day. We are also probably the only company in India where trainers have actually generated leads and closed sales as part of the training program.
To this feature add the fact that our sales training programs are actually sales workshops with lots of role-plays video recorded for feedback. A trainee is able to see the difference for himself during the workshop. The company is also able to see the ‘before-after’ videos of their trainees and know that the workshop was worth the investment.
3) Collaborative Selling Methodology
Most sales training programs rely heavily on some technique or a trick and follow the ‘outsmart-the- customer’ approach. These ‘clever’,arm-twisting techniques might work in the short-term but we have been in this business longer to see that it is neither sustainable nor profitable in the long run.
In Catalyst’s sales training programs, the approach is more collaborative, customer-centric. It is not customer v/s sales professional anymore. Here the client sees the sales pro as a collaborator.So, we move from ‘You v/s Me’ to ‘You & Me’. The focus is more on the customers’ needs, to uncover them, to guide the customer to attach a value to it (money,time & effort), to quantify the loss & gain before matching his needs with our product’s capabilities. Collaborate with the customer but be fiercely competitive with the competition. We specialise in teaching sales teams- How to set up land-mines for competition if they happen to speak to your prospective clients.
Couple these three factors with our exhaustive pre-training research to know about your company, products, applications, competition and you have a world-class sales training program. The participants get a less-talk, very practical, easy-to-follow sales approach which feels like an in-house program due to the customisation but delivered by professionals with the exposure to best practices and processes from around the world.
High-Performance Sales Specialist Program
Sales is the life-blood and sales professionals are the engines that run organisations. A successful sales track-record doesn’t come from a hit-or-miss approach. During good times, the traditional ‘Spray and Pray’ approach may be good enough to clinch a few deals and survive. But if you want to go beyond just ‘survive’ and actually ‘thrive’, even during a recession, what you need is a sales process that gives you more predictable, repeatable, and measurable results.
In this course, you’ll learn about the Strategic Account Sales (SAS) approach for successful sales. You’ll start by gaining an understanding of the rationale and strategy behind the approach. Then you’ll learn how to select target accounts based on specific selection criteria, prepare for the call, conduct the sales meeting, follow-up and close the sale.
You Will Learn How To:
- Prepare, initiate and close sales using a step-by-step process
- Research target accounts
- Deal with gatekeepers at target accounts
- Request sales research meetings
- Conduct effective sales research meetings and uncover needs, buying criteria
- Emphasize business fit between your company and target accounts
- Prevent objections
- Prepare the customer for internal-selling
- Spec the tender
- Close the sales
- Draw up a plan for account management, cross-selling and upselling
Who Should Attend:
Sales professionals, account managers of all levels, entrepreneurs, technical & non-technical professionals who need to convince/influence people as part of their work in order to meet the business goals and objectives.
Duration: 1,2 or 3 days depending on the product and participants’ profile and experience.
For more details please email or call:
Email : madhu@catalystnow.in
Call- +919845027116