|
|
|
Agenda: 20th August 2014
|
|
|
|
10:00 - 11:00 Guide for Winning Salespersons: Important
Fundamentals to Success
Speaker: Subramanian Kalpathi - Senior Consultant, Memcorp Learning & Performance Solutions
Create a solid foundation for growing your business by learning the characteristics needed to succeed: vision, courage, discipline, work ethic, persistence, skill, attitude, patience, planning, and tracking. This dynamic session stresses the importance of relationship selling to guarantee longevity and how working from a position of abundance through continuous prospecting results in greater success. You will leave refreshed, motivated, and excited to hunt for new business opportunities.
Speaker: Subramanian Kalpathi - Senior Consultant, Memcorp Learning & Performance Solutions
Create a solid foundation for growing your business by learning the characteristics needed to succeed: vision, courage, discipline, work ethic, persistence, skill, attitude, patience, planning, and tracking. This dynamic session stresses the importance of relationship selling to guarantee longevity and how working from a position of abundance through continuous prospecting results in greater success. You will leave refreshed, motivated, and excited to hunt for new business opportunities.
11:00 - 11:20 Breaking Through Your Glass Ceiling (pre-recorded)
Speaker: Bruce Keith - Founder, Bruce Keith Seminars & Coaching, Canada
A 20 mins, specially customized for this workshop, pre-recorded video presentation from North America’s leading Real Estate sales trainer. Everyone has self-limiting beliefs…99% of them are stories we tell ourselves that essentially are not true at all. In this video Bruce reveals some very specific techniques for taking your business to a whole new level…because you can! Fasten your seatbelts for some great solutions!
Speaker: Bruce Keith - Founder, Bruce Keith Seminars & Coaching, Canada
A 20 mins, specially customized for this workshop, pre-recorded video presentation from North America’s leading Real Estate sales trainer. Everyone has self-limiting beliefs…99% of them are stories we tell ourselves that essentially are not true at all. In this video Bruce reveals some very specific techniques for taking your business to a whole new level…because you can! Fasten your seatbelts for some great solutions!
11:20 - 11:45 Tea / Coffee Break
11:45 - 13:00 Dont Just Sell....Build!
Speaker: Taraa Vermaa Senguptaa - Founder Director, Chrysaalis – The Image Management Studio
Everyone in this world is selling something to someone. It could be a product, service, skill, knowledge or expertise. The best sales people in the world possess a lot more than just great product knowledge. This section will deal with building connects with buyers, a very critical skill in the entire sales cycle
Speaker: Taraa Vermaa Senguptaa - Founder Director, Chrysaalis – The Image Management Studio
Everyone in this world is selling something to someone. It could be a product, service, skill, knowledge or expertise. The best sales people in the world possess a lot more than just great product knowledge. This section will deal with building connects with buyers, a very critical skill in the entire sales cycle
13:00 - 14:00 Networking Luncheon
14:00 - 15:00 How to Create and Deliver a Dynamic Buyer
Presentation
Speaker: Arvind Nandan MRICS - Executive Director, Research & Advisory - Locon Solutions
A technical high powered session by an expert who has hands on expertise in making dynamic presentations during his tenure with international and national realty companies. Discover his Value Building Tactics which can be customized for your client’s presentations. Learn - How to Convert the Buyer on the First presentation | Tactics to shine at a presentation Meeting | Dozens of Worksheets, Handouts, Interview Forms and Strategies | Scripts, Dialogues and Critiques to Cover All Aspects of presentations.
Speaker: Arvind Nandan MRICS - Executive Director, Research & Advisory - Locon Solutions
A technical high powered session by an expert who has hands on expertise in making dynamic presentations during his tenure with international and national realty companies. Discover his Value Building Tactics which can be customized for your client’s presentations. Learn - How to Convert the Buyer on the First presentation | Tactics to shine at a presentation Meeting | Dozens of Worksheets, Handouts, Interview Forms and Strategies | Scripts, Dialogues and Critiques to Cover All Aspects of presentations.
15:00 - 16:00 How to Become a Top-notch Objection Handler
Speaker: Vishal Doshi - VP Sales & Marketing, Rajesh Lifespaces
A lot of salespersons get stunned when an objection comes out. Have you constantly been hearing “We are just looking” “We want to steal a deal” “We are in no hurry to buy”. In this session you'll learn to master the basic to Intermediate objection handling tactics and discover useful scripts. This session is powerful, explosive, motivating and accountability driven. It is packed with tools designed for your skill development to face objections from clients.
Speaker: Vishal Doshi - VP Sales & Marketing, Rajesh Lifespaces
A lot of salespersons get stunned when an objection comes out. Have you constantly been hearing “We are just looking” “We want to steal a deal” “We are in no hurry to buy”. In this session you'll learn to master the basic to Intermediate objection handling tactics and discover useful scripts. This session is powerful, explosive, motivating and accountability driven. It is packed with tools designed for your skill development to face objections from clients.
16:00 - 16:30 Tea / Coffee Break
16:30 - 18:00 Invisible Closing - The
Science Of Closing a Sale, without Closing
Speaker: Dharmendra Rai - Mind Map Trainer, India 's First & Only INVISIBLE SELLING Expert
Sales Has Changed. Closing Has Changed. A close has to happen subtly , almost unconsciously. If a prospect feels that you are consciously trying to close a deal , it creates resistance. How does one close unconsciously ? How does one make a client want to close a deal as fast as possible ? In this session, Discover tried & tested strategies ; Learn the latest research backed methods which have to be deployed in very window of opportunity that your buyer interaction gives you.
Speaker: Dharmendra Rai - Mind Map Trainer, India 's First & Only INVISIBLE SELLING Expert
Sales Has Changed. Closing Has Changed. A close has to happen subtly , almost unconsciously. If a prospect feels that you are consciously trying to close a deal , it creates resistance. How does one close unconsciously ? How does one make a client want to close a deal as fast as possible ? In this session, Discover tried & tested strategies ; Learn the latest research backed methods which have to be deployed in very window of opportunity that your buyer interaction gives you.
Training Workshop Faculty
Arvind Nandan MRICS - Executive Director Research & Advisory, Locon Solutions
Arvind is leading Research and Advisory business being currently established by Locon Solutions, the holding company for Housing.com. Arvind has led Consulting, Research and Valuations practices for some of the largest global IPCs during his long career in real estate services. In the recent past, Arvind was an Executive Director for Consulting Services at Cushman & Wakefield. Arvind is a well-regarded industry veteran, whose views are regularly sought on various news channels and other media. He is a regular speaker at knowledge forums and industry-platforms across the country, covering a wide spectrum of subjects. Arvind is a Member of Royal Institute of Chartered Surveyors (MRICS); and has a unique distinction of being an erstwhile Member of International Valuation Standards Board (IVSB).
Arvind is leading Research and Advisory business being currently established by Locon Solutions, the holding company for Housing.com. Arvind has led Consulting, Research and Valuations practices for some of the largest global IPCs during his long career in real estate services. In the recent past, Arvind was an Executive Director for Consulting Services at Cushman & Wakefield. Arvind is a well-regarded industry veteran, whose views are regularly sought on various news channels and other media. He is a regular speaker at knowledge forums and industry-platforms across the country, covering a wide spectrum of subjects. Arvind is a Member of Royal Institute of Chartered Surveyors (MRICS); and has a unique distinction of being an erstwhile Member of International Valuation Standards Board (IVSB).
Bruce Keith - Founder, Bruce Keith Seminars & Coaching, Canada
Bruce Keith is one of North America’s leading Real Estate sales trainer and is the powerhouse behind Bruce Keith Results. Through his innovative techniques and results driven dedication, Bruce is known for his passionate approach to Real Estate training and sales coaching also for his commitment to making his clients the best possible version of themselves. With a career spanning over four decades, Bruce began his sales training at IBM Ltd. Over the last twenty-five years, Bruce has gained the reputation as an entertaining seminar leader, keynote speaker, and one-on-one coach for his blend of humor, selling skills and engaging story telling that ensures his audience remains engaged and informed.
Bruce Keith is one of North America’s leading Real Estate sales trainer and is the powerhouse behind Bruce Keith Results. Through his innovative techniques and results driven dedication, Bruce is known for his passionate approach to Real Estate training and sales coaching also for his commitment to making his clients the best possible version of themselves. With a career spanning over four decades, Bruce began his sales training at IBM Ltd. Over the last twenty-five years, Bruce has gained the reputation as an entertaining seminar leader, keynote speaker, and one-on-one coach for his blend of humor, selling skills and engaging story telling that ensures his audience remains engaged and informed.
Dharmendra Rai - Mind Map Trainer, India 's First & Only INVISIBLE SELLING Expert
Mumbai's First Mind Map Trainer, Proclaimed A "Genius" By Tony Buzan - Mind Map Inventor & Nobel Peace Prize Nominee. He Ranked # 1 In An International Creativity Test by ThinkBuzan In Dubai. He Has conducted 205+ Mind Map Seminars For Execs Of Many Fortune 500 Companies and Alumni Of IITs, IIMs, Harvard Business School & London School of Economics & Guiness World Record Breakers . Appeared In Prominent Media Like CNBC, Times Of India, DNA , Zee Biz and Channel V . Has A Work Experience Of 15 Yrs With Cos Like Morgan Stanley, Alliance Capital. Last Role : National Sales Head of Benchmark Mutual Fund ,Now Goldman Sachs.
Mumbai's First Mind Map Trainer, Proclaimed A "Genius" By Tony Buzan - Mind Map Inventor & Nobel Peace Prize Nominee. He Ranked # 1 In An International Creativity Test by ThinkBuzan In Dubai. He Has conducted 205+ Mind Map Seminars For Execs Of Many Fortune 500 Companies and Alumni Of IITs, IIMs, Harvard Business School & London School of Economics & Guiness World Record Breakers . Appeared In Prominent Media Like CNBC, Times Of India, DNA , Zee Biz and Channel V . Has A Work Experience Of 15 Yrs With Cos Like Morgan Stanley, Alliance Capital. Last Role : National Sales Head of Benchmark Mutual Fund ,Now Goldman Sachs.
Subramanian Kalpathi - Senior Consultant, Memcorp Learning & Performance Solutions
Working in the L&D Domain, Subbu dons the hat of facilitator, program manager, consultant, coach, writer and improviser. With a rich background in Business Development, Sales, Investment Advisory and Information Technology, Subramanian has worked with diverse organizations. He has helped set up the Commercial Investment Advisory Desk for Jones Lang LaSalle in Mumbai. Three years of hands-on experience in B2B Sales and Business Development at JLL and Religare – personally responsible for concluding business deals over INR 20 crores (USD 3.3 mn). Subbu was also a technical trainer at Infosys in Bangalore. Subbu's essays are featured regularly in news media, including the Times of India and The Economic Times. He also contributes to magazines like People Matters and HR Matters (Malaysia).
Working in the L&D Domain, Subbu dons the hat of facilitator, program manager, consultant, coach, writer and improviser. With a rich background in Business Development, Sales, Investment Advisory and Information Technology, Subramanian has worked with diverse organizations. He has helped set up the Commercial Investment Advisory Desk for Jones Lang LaSalle in Mumbai. Three years of hands-on experience in B2B Sales and Business Development at JLL and Religare – personally responsible for concluding business deals over INR 20 crores (USD 3.3 mn). Subbu was also a technical trainer at Infosys in Bangalore. Subbu's essays are featured regularly in news media, including the Times of India and The Economic Times. He also contributes to magazines like People Matters and HR Matters (Malaysia).
Taraa Vermaa Senguptaa - Founder Director, Chrysaalis – The Image Management Studio
An alumni of the prestigious Institute of Hotel Management in Mumbai, she has more than 16 years of experience in the corporate world. Taraa started her career with the Taj Group of Hotels and subsequently headed Sales and Customer Service for internationally reputed brands like UnitedHealthcare, The Regus Group and the Indian giant Indiabulls Real Estate. The ability to build and nurture teams has been one of her keys to continued success. Chrysalis was born of a very strong desire to make a difference in people’s lives and is based on a rock solid foundation of hospitality, corporate leadership and training. Having been a part of a multicultural and very competitive work environment, Taraa understands the dynamics of international business and necessity of projecting the appropriate professional image in order to succeed.
An alumni of the prestigious Institute of Hotel Management in Mumbai, she has more than 16 years of experience in the corporate world. Taraa started her career with the Taj Group of Hotels and subsequently headed Sales and Customer Service for internationally reputed brands like UnitedHealthcare, The Regus Group and the Indian giant Indiabulls Real Estate. The ability to build and nurture teams has been one of her keys to continued success. Chrysalis was born of a very strong desire to make a difference in people’s lives and is based on a rock solid foundation of hospitality, corporate leadership and training. Having been a part of a multicultural and very competitive work environment, Taraa understands the dynamics of international business and necessity of projecting the appropriate professional image in order to succeed.
Vishal Doshi - VP Sales & Marketing, Rajesh Lifespaces
Management graduate from NMIMS, he brings vast knowledge, experience & enthusiasm to the Sales & Marketing vertical, including Residential, Commercial & Retail - Sales and Leasing. In his 19 years of professional career, he has many achievements to his credit. He was recognized with an award of “50 most talented retail professional of India for Real Estate” by Asia Retail Congress. His area of expertise includes Project Sales & Marketing, Product Planning, Pricing Strategy, Project feasibility, Market Analysis, Advertising & Promotions.
Management graduate from NMIMS, he brings vast knowledge, experience & enthusiasm to the Sales & Marketing vertical, including Residential, Commercial & Retail - Sales and Leasing. In his 19 years of professional career, he has many achievements to his credit. He was recognized with an award of “50 most talented retail professional of India for Real Estate” by Asia Retail Congress. His area of expertise includes Project Sales & Marketing, Product Planning, Pricing Strategy, Project feasibility, Market Analysis, Advertising & Promotions.
Click here for Registration Details
For Assistance & Queries, contact
Blackarrow Conferences
Email: mail@blackarrowconferences.com
Tel: +91-9833487628
For complete details about us , log on www.blackarrowconferences.com
For Assistance & Queries, contact
Blackarrow Conferences
Email: mail@blackarrowconferences.com
Tel: +91-9833487628
For complete details about us , log on www.blackarrowconferences.com
