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Workshop on Relationship  Management
Winning and Closing Sales Techniques
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Date: 8, 9 AUGUST 2008 Venue: JW Marriott, Juhu, MUMBAI.
Date: 22,23 AUGUST 2008 Venue: Intercontinental, The Grand, Barakhamba Road,
NEW DELHI

Day 1
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Goals and Objectives of the Program
 An overview of how the business is evolving globally
 
The Art of Communication - Activity

Why You?
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# Differentiation of your Organization from Competitors
# Differentiation of you as a Relationship Manager
# Scriptwriting techniques

Lunch

Brainstorming Session on Successful Sales Strategies (in groups)

Techniques for Successful Selling 

* Top Five Micro Marketing Techniques
* Top Five Client Benefits
* Windows of Opportunity
* Top Five Competitor Insights

Getting More Business
* Lead Generation
* Referral Generation - how and where to get referrals
* Pre-qualifying Leads

Handling Personalities  

* Setting up the first meeting - The Four personality types - Role Play
* Pre-call Letter Workshop
* The Initial Tele-contact
* The Elevator Test

Day 2
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Relationship Management - Winning and Closing Sales Techniques

Overcoming Call Reluctance

Overcoming Objections
# Role Play - Dealing with objections
# Why Customers Object  
# Top Five Doubt-creating Questions
# Principles of overcoming Objections
# The Unsaid Objections

How to dislodge competition
# Strategies, Do???s and don???ts
# Post Sale Objections
# Bringing them back on track - Activity

Lunch

Preparing for the Interview / Appointment
# Top Five Research Requests
# Ask for Financial Statements
# Presentation Research
# Pre-Call Plan
# Hosting the Prospect

The Interview Appointment - Closing the Sale
# Role Play - Joint Call
# Ten Steps to the Consultative Interview / Appointment
# Positive buying Signs
# Winning Strategies of Closing the Sale
# Role Play - Angry Customer - Service Recovery

Who should attend?
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A sales manager, relationship manager, customer acquisition manager or anyone who is looking to grow his business by customer acquisition and penetration of key accounts.

Programme Content-
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Registration- 9:00 AM - 9:30 AM
Workshop Timings- 9:30 AM- 5:30 PM
The workshop will cover the following aspects in depth:

Registration  Fee:-
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Please send an email to admin@princetona.in with name of participant, company, contact details  and cheque no. Registration fee is Rs. 11,500 + 12.36 % Service Tax (Service Tax No- AAECP5617MST001) per participant which includes lunch, tea, course material etc. Cheque should be drawn in favour of "Princeton Academy Mumbai II Pvt. Ltd." payable at Mumbai

FACULTY :- CHETNA VASHISTH
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# Post Graduate in Personal Management and Industrial Relations. (MBA) XLRI , Jamshedpur
# Ranked second in the institute based on overall performance.
# Awarded the Gold medal for the best performance in the field of Economics
# She has over 10 years of experience in relationship management in the Corporate Banking and Investment Banking groups of ANZ Grindlays and Standard Chartered Bank.
# She is visiting faculty at IIM Bangalore, IIPM Mumbai, NMIMS and NITIE.
# Her areas of expertise are Business Development, Relationship Management, Key Account Management and she has also conducted workshops in the areas of Corporate Grooming, Communication and Etiquette.
# 7 years Teaching and Training Experience- Conducts workshops with the following Banks HDFC Bank , Kotak Mahindra Bank -  Dubai, Barclays Bank, BNP Paribas, Deutsche Bank

Princeton Academy Mumbai II
502 Shalimar Morya Park, Andheri Link Road, Andheri West, Mumbai- 400053.
Tel- 022-66976892, 67256200.  Delhi- 9312715500.   Fax- 26733060.
email- admin@princetona.in "