Training Programs

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Avaliable Training

Contextual Selling for High-Value Sales

Duration : 2 days

Training Mode: In House

The program shows a structured approach in salesmanship while selling premium products or services. The value inside a product (Vp) is determined by its features and workmanship. Whereas the value perceived by the customer (Vc) depends on factors like brand, the ability of the salesperson to identify and solve the customer’s critical problems. A sales happens only when Vc > Vp. In a way it shows how the salesperson becomes the brand ambassador for the company!

For Whom :

Salespersons selling Capital Equipments, Telecom/IT products/services, Consulting Solutions, Projects, Machinery, Test & Measuring Instruments, Construction Equipment etc.

Main Themes :

Day 1: This covers the basic foundation of the program and involves handling a single sale.

  1. Five Stages of Contextual Selling Process
  2. How to open a sales call?
  3. Stage I: How to establish Rapport and Credibility with customer
  4. Value Proposition : Difference between value and Price
  5. Stage II: Probing Techniques and Customer engagement
  6. Stage III: How Needs get established
  7. Need development Process: No Need – Abstract Need – clear Need – strong Need/Desire
  8. Review of Day I

Day II: This builds on the foundation of day I and also aims at achieving the overall target in terms of Top-Line and Bottom-Line Results.

  1. Review of Day 1 with clarifications
  2. Stage IV: Show Benefits: Difference among Features, Advantages and Benefits
  3. Stage V: Order closing, Difference between Trial close and Final Closing
  4. Powerful Order closing techniques
  5. Three Stages of Negotiation: Preparation, Middle and close
  6. Objection handling through Golden Silence and NLP
  7. Funnel technique to ensure smooth and predictable business every month.
  8. Relevance of Revenue and Profitability in Salesmanship
  9. Key Indicators: Call Efficiency, Strike Rate & Average Order Size

Trainer :

Rajan Parulekar, BE, MBA,   

- Author: Contextual Selling, A New Sales  Paradigm for the 21st Century
- Trained more than 15,000 salespersons from 1000+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997

How To Attend :

 

Timings : 9.00 to 5.00 on both days

For Registration please contact : ​
Ms. Madhura - O9880236793​
 

P: 080 – 2359 7930 , 2349 3661

Email: paradigmtrainerspl@gmail.com, ​info@paradigm-info.com

www.paradigm-info.com

View Details Enquiry

Key Account Management

Duration : 1 Day

Training Mode: In House

Key Account Management (KAM) is beyond product sales. The skill set required for a Key Account Manager is far more diverse and advanced than a conventional salesman. It includes exceptional customer engagement, ability to communicate at different levels, team working and negotiation skills.

For Whom :

The program is recommended for Sales executives and managers having a minimum of 5-6 years experience in business development. It is also relevant for those selling to global accounts, capital equipments, high-ticket deals, turnkey solutions, software projects, bulk products on an annual rate contract etc. Vendors having a number of product/service verticals selling to similar clients will find it useful. The program is recommended only for those who are conversant with the basic selling process.

Main Themes :

  • Concept of Key Account Management (KAM)
  • Difference between KAM (Multiple Relationships) and Conventional Selling
  • Pareto Principle: Identify those 20% accounts that can give 80% Business
  • Criteria for determining a Key Account from customer portfolio
    - Potential to be a Long-Term customer
    - Has a high switching cost once nurtured 
    - Values high service levels and can pay for it.
    - Values the brand and long-term relationship 
  • Decision Making Process and How to Map the Buying Influences Value
  • Proposition for the different stakeholders in a key account

Trainer :

Rajan Parulekar, BE, MBA,   

- Author: Contextual Selling, A New Sales  Paradigm for the 21st Century
- Trained more than 15,000 salespersons from 1000+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997

How To Attend :

Timings : 9.00 to 5.00 on both days

For Registration please contact : ​
Ms. Madhura - O9880236793​
Mr. Sudharshan - O7829211988

P: 080 – 2359 7930 , 2349 3661

Email: paradigmtrainerspl@gmail.com, ​info@paradigm-info.com

www.paradigm-info.com

View Details Enquiry

Webinar - Enhance Profitability by Managing Outstanding Collections

Duration : 1 Hour

Training Mode: Webinar

Most of the salespeople feel that their job responsibility is limited to achieving the targeted order bookings.  In a desperate bid to sell, quite often they agree for ridiculous credit terms set by the customer. 

However from an organizational perspective, a sales transaction is never complete unless the vendor has received the FULL  payment for the products/services he has supplied;  and which has been duly  credited to his account. Having the money in bank is more critical than having it on paper!

The webinar will provide you a comprehensive tool kit in not only improving the cash-flow but also your profitability.

For Whom :

The program is useful for Executives and Managers from Sales & Finance who are in B2B/B2C, Industrial products, Financial Services, and from Verticals like: Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc.

Main Themes :

Major Themes:

  1. Effect of late collections and its impact on Cash Flow and Profitability
  2. What needs to be collected apart from money
  3. Types of Losses with delayed payments:   Opportunity cost, Interest Cost etc.
  4. How advance improves the profitability
  5.  Do's and Don’ts for Collections
  6. Check List for a Pre & Post-Collection Documentation

Trainer :

Rajan Parulekar, BE, MBA,

- Author: Contextual Selling, A New Sales Paradigm for the 21st Century

- Trained more than 10,000 salespersons from 500+ companies since 1995

- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA

- Best Sales Performance in Asia Award while working for Wiltron USA -1990

- Winner of the Toastmasters' International Speech Contest in USA – 1997

How To Attend :

Minimum Hardware Requirement:

  1. Computer: with Windows 7 or 10
  2. Broadband Connection with minimum 2 MBPS speed
  3. Latest Flash Player
  4. Headset with Microphone, Camera ( Optional )

Investment: Rs. 1416/- per person ( Rs. 1200 + 18% GST)

Please send a mail with your name, company, mail ID and phone to:
Email: info@paradigm-info.com, Madhura@paradigm-info.com, For details Call: 080- 2359 7930/9880236793

We shall send you an invitation to enter the Virtual Class Room

View Details Enquiry

Webinar - Improve Order Forecasting Thro' Sales Funnel

Duration : 1 Hour

Training Mode: Webinar

Sales Funnel is an important tool which can help reduce the uncertainties between projections and achievements. It improves the predictability in Sales Forecasting.

This can help you improve your Order Booking Performance (Top-Line) and also the Profitability (Bottom-Line)

For Whom :

The program is useful for Sales Executives and Managers who are in B2B, Industrial Sales and from Verticals like: Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc.

Main Themes :

Major Themes

  1. Concept of Funnel
  2. Do Sales Figures reflect the truth?
  3. Improving your Forecasting accuracy
  4. Prioritize different types of sales calls
  5. Using Funnel to improve Negotiating Leverage
  6. Managing the paradox of reaching the short-term( monthly) and long-term ( annual) targets!

Trainer :

Rajan Parulekar, BE, MBA,

- Author: Contextual Selling, A New Sales Paradigm for the 21st Century

- Trained more than 10,000 salespersons from 500+ companies since 1995

- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA

- Best Sales Performance in Asia Award while working for Wiltron USA -1990

- Winner of the Toastmasters' International Speech Contest in USA – 1997

How To Attend :

Minimum Hardware Requirement:

  1. Computer: with Windows 7 or 10
  2. Broadband Connection with minimum 2 MBPS speed
  3. Latest Flash Player
  4. Headset with Microphone, Camera ( Optional )

How To Attend:
Investment: Rs. 1416/- per person ( Rs. 1200 + 18% GST)

Please send a mail with your name, company, mail ID and phone to:
Email: info@paradigm-info.com, Madhura@paradigm-info.com

We shall you send you an invitation to enter the Virtual Class Room

View Details Enquiry

How Inside Sales Can Drive Sales Profitability

Duration : One Hour

Training Mode: Webinar

The cost of sales in getting the desired revenue and profitability has been spiralling upwards, thanks to increasing competition coupled with high attrition of field sales force. According to Harvard Business Review (HBR) article: Growing Power of Inside Sales, it is possible to reduce cost of sales by 40-65% of field sales cost by having an appropriate Inside-Sales strategy. The One-hour webinar will show the new strategies market leaders are using to ensure sustainable growth! Major Themes: 1. Difference among Pre-sales, Inside sales & Field Sales 2. Reasons for moving towards Inside Sales : Cost, Technology, Remote Collaboration 3. Criteria for dividing Job responsibilities between Inside sales and Field Sales staff 4. What does today’s customer expect from a field sales executive? - Paradigm Shift from an Information Provider to a Problem Solver & Innovator 5. Benefits of Inside Sales 6. Road-map for an effective Inside Sales Team

For Whom :

The program is recommended for CEOs, COOs, VP-Sales, CMOs, GMs, Sales Managers in B2B organizations from Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc.

Trainer :

Mr. S.R.D. Vijay Kumar, Founder & CEO.Insales.in,
•    Consultant in Global IT for 40 years
•    Formerly employed with Blue Star, HCL India, HP Dubai, Group Bull ME – BSI Dubai, PSI Data Systems, IDS & ProEd
•    A thought leader…published several articles in India’s leading journals like Business India, Business Standard, Financial Express, Business Gyan etc.

 

How To Attend :

Payment can be made through Credit card ( www.paradigm-info.com ) or NEFT Please send a mail with your name, company, mail ID and phone to: Email: madhura@paradigm-info.com, rajan@paradigm-info.com For details Call: 080- 2359 7930/9880236793

View Details Enquiry

Webinar - How to Develop New Customers

Duration : 1 Hour

Training Mode: Webinar

Regular and loyal customers can give sustainability. However business growth is possible ONLY by developing new customers and territories. However the current success rate in cold calls is less than 5%. The webinar shows you not only identifying the roadblocks but also innovative ways in targeting new customers!

For Whom :

The program is useful for Sales Executives and Managers who are in B2B, Industrial Sales and from Verticals like: Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc.

Main Themes :

1. Why customers refuse to entertain salespersons making cold calls
2. Factors which can improve Trust & Credibility of Salespeople
3. Creative ways of getting past the gatekeepers
4. How referrals and recommendations can improve the success rate?
5. Role of social media ( Strong Ties & Weak Ties) in building effective network
 

Trainer :

Rajan Parule​kar, BE, MBA,

- Author: Contextual Selling, A New Sales Paradigm for the 21st Century
- Trained more than 10,000 salespersons from 500+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997

How To Attend :

How To Attend:
Investment: Rs. 1416/- ( Rs. 1200+18%GST)  per head.
Payment can be made through Credit card ( www.paradigm-info.com ) or NEFT
Please send a mail with your name, company, mail ID and phone to:
Email: info@paradigm-info.com, madhura@paradigm-info.com

We shall send you an invitation to enter the Virtual Class Room

View Details Enquiry

Stress Management & Work-Life Balance

Duration : 1 Day

Training Mode: Public Program

Cigna Health Insurance recently carried out a survey based on 3021 respondents from metro and non-metros. It shows that 62% of employees are battling with stress with more women than men fighting with it. Stress is the silent killer of the 21st century. The 2 day program shows how to manage stress in a highly demanding work place as well as at home and a road‐map towards a healthy work-life balance.

One day training program On

Stress Management & Work-Life Balance

Bangalore: 19th November 2016 (Sat)

Main Themes :

Major Topics: ·

  • Gen Y: How high aspirations in a short-time span leads to burnout and anxiety.
  • Managing computer / social media related stress.
  • The Stress Response Origin and the Relevance
  • Myths about Stress: How Elimination, Perfectionism lead to more stress
  • Impact of Stress on Mind and Body
  • Why Type A personalities create stress not only for themselves but also to others
  • Stress Management Techniques: - Relaxation, Creative Visualization, Deep Breathing, Music Therapy
  • Difference between pleasure and happiness
  • When and how to ask for professional psychological help?
  • Autotelic Personality- person who is rarely bored, seldom anxious and is it peace with himself. 
  • Sense of Purpose and Developing a Work-Life Balance

Trainer :

Rajan Parulekar:

His programs have a rich blend of Western Management Techniques like Transactional Analysis, Rational Emotive Behaviour Therapy, NLP, Emotional Intelligence & eastern practices like Zen, Tao, Vipassana, Patanjali Yoga Sutra etc.

He has conducted more than 50 workshops on the above subject for BHEL, Standard chartered Bank, HCL etc. He is also a guest speaker at Jindal Nature Cure Institute, Bangalore on the same topic.

How To Attend :

Venue: Nalanda Hall, Times of India Building, M.G. Road, Bangalore 

Timings: 09:00 AM to 5:00 PM 

Investment: Rs. 2,900/- per person (include training, course material, Lunch, tea/coffee)

Payment: To be made by payable at par cheque / NEFT in favour of PARADIGM TRAINERS PRIVATE LIMITED.

You can call our coordinator or send email

email: Madhura@paradigm-info.com, rajan@paradigm-info.com, sudarshan@paradigm-info.com

Program Coordinators: Bangalore: Ms. Madhura Ph: 98802 36793 / (080) 2320 7930

View Details Enquiry

Effective Salesmanship for Premium Property

Duration : 2 Days

Training Mode: In House

Selling premium apartments or villas to HNI, NRI, or Senior Corporates requires a refined approach, grace and tactfulness.The conventional sales techniques focusses more on technicalities like carpet area, superbuiltup area and standard amenities. Even though necessary, such a sales pitch may not be sufficient in getting business from premium clients.

Are your Pre-sales, Marketing, Sales and CRM teams able to connect the property with the customer’s dream?

The brand value of a property lies not only in what you offer but also in the way your executives deliver a seamless, delightful and exceptional experience to your customer.

The 2-day Training Program will show you effective ways of not only getting business from your prospective clients but also get future referrals.

For Whom :

The program is highly interactive and experiential. Practical situations shall be discussed through a combination of role plays, case studies, structured exercises and management games. You won’t have a dull moment during the program.

Main Themes :

Day I I Evolution of the Realty Market -Understanding the Psychology of HNI Clients -Difference between Conventional and Aspirational (luxury) sales II Business Etiquette -Importance of Grooming & Professionalism - Impact of Voice and Body Language III How to handle Client Meetings: -Why the first five minutes are crucial? -Guidelines in presenting the brochures IV Handling Site Visits: -How to demonstrate a model flat -Handling the difficult questions tactfully Day II I Creating a Value Proposition Features , Advantages & Benefits Precise questions to understand the pain points, nostalgia and Dreams of customer II Managing Difficult customers -Active listening to handle angry customers -Assertiveness with those who refuse to pay instalments in time III Negotiation and Order Closure -Typical tactics customers play -Idntifying the decision makers -Powerful order closing techniques IV Focus on Long-Term Results - How Sales funnel helps in consistent business each month!

Trainer :

Rajan Parulekar, BE, MBA,   

- Author: Contextual Selling, A New Sales  Paradigm for the 21st Century
- Trained more than 15,000 salespersons from 1000+ companies since 1995
- 30 years of experience in Sales & Marketing including with Toshniwal, L&T & Wiltron USA
- Best Sales Performance in Asia Award while working for Wiltron USA -1990
- Winner of the Toastmasters' International Speech Contest in USA – 1997

How To Attend :

​Per person ​Investment : ​Rs.17500/- +14.5% Service tax​ (includes training, course material, lunch and refreshments)

Timings : 9.00 to 5.00 on both days

For Registration please contact : ​
Ms. Madhura - O9880236793​
Mr. Sudharshan - O7829211988

P: 080 – 2320 7930 , 2340 3661

Email: paradigmtrainerspl@gmail.com, ​info@paradigm-info.com

www.paradigm-info.com

View Details Enquiry