We recently conducted a 3 Months Long Sales training program for one of the Leading Laminate Manufacturers and Exporters. The program was focused on Improving Business Development by enhancing Team Personality Development, sales pitch, customer category knowledge, effective persuasion Techniques, competition Handling skills and Productivity to meet industry demands effectively.
Client Background:
Services Offered: The client specialises in the product sales of laminates for decor.
Sales Model: Dealer/Distribution Model
Team Dynamics: The mix of experienced and new field sales personnel, aged between 22 to 35 years, with educational background from 12th to Degree but not fluent in English.
Sales team struggled to engage with high profile customers and also struggled with managing and grow the existing distribution and expanding the new territory and channel.
Project Details:
The training program spanned 3 months, 200 people were to be trained across India. Conducted by a team of 5 trainers, sessions were delivered in 4 different languages to accommodate linguistic diversity. With 7 batches organized nationwide, the initiative aimed to address specific sales challenges effectively.
Pre-training Assessment Activities Conducted for challenges identification:
To identify these issues, Dishah Consultants conducted a comprehensive pre-training assessment using a three-pronged approach:
Mystery Customer Visits: Evaluated real-life interactions between salespeople and potential clients.
Market Survey: Gauged overall market trends and dealer needs.
Participant Observation: Directly observed sales team behavior during interactions.
Top 4 Problems Identified:
Buying Urgency Creation Sales team struggled to engage Customers into insightful conversations and driving need and urgency through an effective Consultative approach.
Competition Handling: The sales team struggles to effectively address high pricing & low margins objections compared to existing vendor raised by customers. This can lead to missed opportunities and frustration for both the salesperson and the customer.
Productivity: The sales team lacks efficiency in route planning, time management, goal setting and personal performance management and needed to improve productivity in the sales process. Which can be due to time management issues, inefficient use of sales tools, or inadequate prospecting strategies.
Follow-up and Relationship Building: The sales team lacks a structured follow-up process & Techniques and struggles to build lasting customer relationships. This can lead to lost sales opportunities and customer churn.
Solutions Provided by Dishah Consultants:
The team received training to develop effective personalities, enabling them to engage more meaningfully with clients. Sales pitch and persuasion techniques were taught to enhance the team's ability to communicate product value persuasively.
Trained the team to identify and anticipate common objections customers might raise during different stages of the sales process. Practiced handling objections through role-playing exercises with different scenarios and customer profiles.
Trained the team on effective time management techniques like time blocking, prioritizing tasks, and minimizing distractions. Equipped the team with effective prospecting strategies like targeted cold calling scripts, taught OKR method and asked to Write 3-5 Key Tasks to achieve it using OKR.
Trained the team on a standardized value based follow-up system that outlines clear timelines and communication channels for post-sales interactions. Provided training on techniques to build rapport & Relationship with customers, such as active listening, open-ended questioning, and demonstrating genuine interest in their needs.
Client Feedback:
"I am Veena Trivedi, Senior HR. We were looking for a Trainer who can train our Sales Associates. We got connected with Mr. Lalit of Dishah Consultant who is having a rich and diversifying experience in giving the training. The way he taken up this assignment is highly appreciable. During the training we have experienced an unwavering commitment to excellence and a passion to empower sales professionals to reach their full potential. Mr. Lalit has equipped our sales teams with the skills, new strategies, and mindset which is needed to thrive in today's competitive marketplace. In his training workshops, he instills in participants the importance of building trust, establishing credibility, and delivering exceptional value at every touchpoint of the sales process. His main motive behind training sessions is to equip the team and make them aware of the latest business trends. What truly sets Mr. Lalit apart from others is that he has earned a reputation as a beacon of excellence in the realm of customer service. His unwavering commitment to satisfaction and superior service has not only won him loyal customers but also earned him the admiration and respect."
Highlight of the Training:
For five weeks, more than 150 participants from different parts of India took part in the training. They were split into seven groups based on the languages spoken in their regions, making it easier for everyone to understand. The sessions were conducted in the participants' own languages, making sure they could follow along better. The training included fun role-playing, interesting group discussions, and hands-on activities. This way, everyone worked and learned together, creating a friendly and effective learning environment.
Are you also struggling with these challenges and would like to get over it? At Dishah Consultants, we offer the best personalised & customised Sales training Program. As one of the top sales training companies in India, we offer various services, including:
Authoritative Sales Training
Sales Leadership Training
Soft Skills & Business Communication Training
First Time Managers Training
College to Corporate Transformation Training
Leadership Training and more…
To learn more about Dishah Consultants sales training program, visit Our website at
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