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Frontline Sales Force Foundational Program

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Overview
Coach: Gowri Sinha
Duration : 8 weeks
Weekly time commitment: 1.5 hours
Mode: Digital coaching, practice tools, scenarios and case studies delivered through Krisin’s platform
Language : English

Specific Challenges Faced by Audience

  • Difficulty in building relationships with potential clients.
  • Struggling to effectively communicate the value of products or services.
  • Lack of confidence in handling objections and closing deals.

  • Feeling unsure about how to pinpoint the right customer needs and adjust the pitch accordingly.

Key frameworks and tools practiced

SPIN Selling 

 

 

FAB (Features, Advantages, Benefits)

 

 

 

 

AIDA (Attention, Interest, Desire,   Action)

 

 

 

Skills developed

Convocation
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Consultative Selling

Learn how to engage with customers to understand their needs and offer tailored solutions.

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Objection Handling

Master techniques for handling objections gracefully and keeping the conversation moving toward a successful close.

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Negotiation Techniques

Learn tools and build confidence in using proven methods to negotiate and close deals effectively.

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Product Knowledge

Understand how to align product features and benefits with customer pain points.

Key Outcomes - Measurable Impact

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Increase in Sales

Improvement in sales numbers because of mastering foundational skills.

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Higher Conversion Rates

Improvement in progress rates on the sales pipeline, from leads to customers due to better customer management and consultative selling.

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Stronger Client Relationships

Improved ability to build rapport and trust with clients, resulting in higher customer retention and  referrals.

What kind of actions learners will engage in?

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Week 1 practice actions 
  • Introduction to Sales & Relationship Building: Learn the importance of customer relationships and trust-building in the sales process. 
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Week 2 practice actions 

  • Understanding the Customer: Dive deeper into how to ask the right questions and use active listening to uncover the customer’s underlying needs and challenges.

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Week 3 practice actions 

  • Consultative Selling & Value Proposition:  Learn how to offer tailored solutions that directly address the customer’s pain points, showcasing the value of the product or service.

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Week 4 practice actions 

  • Pitching: Learn to communicate the value proposition of the product or service, adapting it to different customer needs and segments.

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Week 5 practice actions 

  • Objection Handling: Develop techniques and strategies to handle objections without losing momentum in the conversation.

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Week 6 practice actions 

  • Negotiation Techniques: Practice using tools and strategies to prepare for real negotiations effectively and proactively.

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Week 7 practice actions 

Closing the Deal: Master the art of closing by learning different closing techniques and when to apply them.

 

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Week 8 practice actions 

Develop your Sales Strategy: Map the prospects for the next period, develop a strategy and plan the execution. 

 

POV

Krisin’s POV: The Frontline Sales Force Foundational Program equips sales representatives with the core competencies they need to thrive in their role. Through a blend of coaching, practice, and real-world simulations, we ensure they are well-prepared to engage with customers, address objections, and close sales effectively.

Learner’s POV: As a new sales rep, I used to feel overwhelmed when trying to close a deal or handle objections. This program taught me practical, actionable techniques that I could apply right away. I now feel more confident in my ability to engage with clients and turn conversations into sales.

Decision Maker’s POV: For my sales team, I want to ensure they have a solid foundation in essential sales skills. This program gives them structured practice on key sales competencies, which helps improve their performance and increases our overall sales.
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