Art & Science of Selling and Persuasion
Learn the different influencing styles and how to sell to individuals and to organizations effectively
Course Price: INR 1000
Self-Paced Interactive Content
In-Lesson Interactive Exercises
Case Study based simulation
On Course and Assessment Completion
Course Structure
Learn the different influencing styles and how to sell to individuals and to organizations effectively.
1. Welcome to the Wonderful World of Sales
2. Your Current Job
3. Cheese Sandwich
4. Sales Process
1. Importance of Planning
2. Role of Marketing
3. Role of Sales
4. Case Study: Tupperware
5. Sales Vs Marketing
6. McDonald’s Entry to India
7. Maggie Noodles
1. Role of Marketing In An Organisation
2. The 4 Ps of Marketing
3. Examples
1. Marketing Vs Sales
2. Case Study: Paperboat
3. Practice Exercise
1. Creating Customer Profile
2. Examples of Customer Profiling
3. Understanding Consumer Needs
4. Practice Exercise
1. Process of Lead Generation
2. Online Channel for Generating Leads
3. Offline Channel for Generating Leads
4. Examples
5. Practice Exercises
1. What is Need Analysis?
2. Different Type of Questions
3. Benefits of Asking the Right Set of Questions
4. Simulation
1. Introduction
2. Applying FAB Framework in Your Sales Conversations
1. What is Influencing?
2. How Do We Define ‘Influencing’
3. Influencing skills & Selling Cycle
1. Approached to Influence Others
2. Understand Different Influencing Styles
3. Rationalizing -Influencing Style
4. Assertive-Influencing Style
1. Inspiring-Influencing Style
2. Bridging Style
3. Negotiation Style
4. Upside of Negotiating style
1. Introduction
2. Do’s while practicing Influencing Styles
3. Don’t’s while practicing Influencing Styles
1. Thinking, Feeling, Acting Framework
2. Thinking Mindset
3. Feeling Mindset
4. Acting Mindset
1. Customer’s Narrative
2. Case Study Debrief
1. Introduction
2. Three Layered Narrative
3. Customer’s Narrative
4. Building a Shared Narrative
1. Introduction
Faculty
Gagandeep Singh
- MBA from IIM-Ahmedabad; Fellow, Sumedhas Academy of Human Context
- Consultant on Leadership, Alignment, Culture & Organizational Transformation
- Visiting Faculty at leading b-schools
Semira Khaleeli
- Trainer, Coach and Facilitator- Sales, Communication, Soft Skills
- Licensed NLP Practitioner
- Founder of Imagenation
what will you learn?
- Understanding the concept of “Lead Generation” through examples and practice exercises
- Decoding the way to ask the right questions and framing of need analysis through simulations
- Take steps towards a perfect sale by getting familiar with “Features, Advantage & Benefits Framework”
- The science of Influencing and the ways it can impact a customer’s mind
- Learn the tactics and tricks to influence by getting familiar with styles and ways
- How to build a collaborative and comprehensive relations
- Getting hands-on experience and knowledge on the customer side of the story and their thinking process through case studies
- Able to understand and build a shared narrative that helps to understand the customer and his requirements
- Brushed up skills on Narratives, by understanding the different styles of it.
- Be a geared-up person, with all brushed up skills and knowledge to close a sale
