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Jainsons Corporation (Retail chain )

Program name	:	Communication & Magnetic Selling
Customer	:	M/s Jain Sons Corporation Ltd

What are the subtle and powerful forces working against sales training in our organization?

What message do our people get when we tell them to sell "professionally"?"

This was the fear expressed by a CEO of South India's largest Consumer durable Chain Stores, M/s JainSons.to Our Chief Success Coach Mr. S.Prakash. The CEO felt that these key people who were performing well , have to mentally move to the customer's way of thinking and work towards sensible, longer-range solutions from the customer's point of view, not selling products alone.

The CEO added emphatically "Training programs are OK but most of that stuff doesn't work around here".

"Even top sports stars have a coach !!" Our CEO Mr Prakash explained how Organizations are now realizing the value of providing the Key people - executives/Managers with access to an experienced business coach.Mr. Prakash took the challenge of meeting these key people to learn about what attitudes and beliefs they already had. As a workshop facilitator, he could perceive that the that the Management was driving the message " SELL, SELL , "sell more" and "do more with less" or go out of business. The responses from the executives were mere disapproval and discomfort. Corporate Strategies beat Business Strategies everytime.Mr Prakash emphasized to the CEO that the executives had to learn markedly better inquiry and listening skills as opposed to the old "Show up and throw up" sales routine.

The first step is that these key people who make up the business had to be transformed.

To accomplish this, Mr Prakash, rendered a Consultative 2 day Sales Training program across the locations in Tamilnadu , comprising Repeated guidance and training on areas leading to enhancement of personality, knowledge, creating a better sense of self worth in every salesman. The negative impact of assumptions and its relevance in the Communication space, listening skills were covered through a set of group games and interactive sessions on the first day The second day sessions were designed to educate and equip salespeople with the Selling System -- the key principles, strategies, processes and tools they need to excel at selling in the 21st Century environment.

The much needed self-belief and a proven, implementable action plan including process documents were laid out to the participants who highly appreciated the content and the change they have decided to go through. During the Post-Training Review meeting with the Management, Mr Prakash provided a feedback of the executives how they are perceived from different perspectives.The Management was delighted on the consultative approach of Mr Prakash when he provided the key performance indicators of the Executives and the potential index of the Key managers.

See Change Consulting would like to set joint objectives with the Industries through such consultative training programs and share in the responsibility of achieving them.

The Human Possibilities Consultants