Sales Mastery
Suite of Resources
Sales Mastery Workshops
Purposeful Leadership is proud to present ‘Sales Mastery’ workshops designed using sales, negotiating leadership, coaching, and consulting tools, augmented by psychological tools from Neuro-Linguistic Programming (NLP) and Transactional Analysis (TA) to boost sales revenue by at least 20%, potentially more, and build on the gain. You can pick one as many of the options available or engage us to customise a solution based on your company's needs.
Sales Psychology Workshops
The sales psychology workhops are designed with a mix of Sales, relationships, communication and psychological tools as we believe that real change requires a good mix of the mind and the heart, IQ & EQ, High Tech and High Touch.
The tools include customer profiling based on business health, the decision role of customers, customer needs identification models, , value presentation tools, negotiating skills, sales closing techniques, and loyalty building tools.
The psychological tools include NLP & TA. NLP helps liberate the individual’s potential and helps focus energy to channel their life in exactly the direction they want to go. The programme draws on proven techniques developed by some of the world’s foremost peak performance experts. TA is considered the psychology of communication, based on the ego states of the sender and receiver of information.
Sales Excellence - 2 day workshop
By attending the ‘Sales Excellence Pcychology’ webshop and practically applying the learnings, you will become equipped to understand the psychology of yourself, your team and your customers. Thereby building a good rapport, understanding needs deeply, presenting the value addition you can provide and thereby building a powerful, dynamic and growing partnership with all stakeholders boosting business performance.
Sales Mindset & NLP
Understanding Customers
NLP & TA Tools for Communication and Relationship Building
Overcoming Psychological Obstacles for Sales Success
Negotiation EXcellence - 2 day workshop
By attending the ‘Negotiating Excellence’ webshop and practically applying the learnings, you will become an expert at identifying opportunities to negotiate, developing the mindset and skills required to negotiate, learning about the types and style of negotiators, planning to negotiate, experiencing the realities of negotiating and learning how to evaluate the success of negotiating.
Negotiation Essential
Negotiating Psychology
Negotiating Planning
Negotiation Practical
The sales leadership workshops are designed with a mix of leadership and communication tools as we believe that real change requires a good mix of the mind and the heart, IQ & EQ, High Tech and High Touch.
The strategic business tools include customer profiling based on business health, product/market decision models, funnel management tools, feedback methods, directing, coaching, supporting, delegating, empowering, management skills, continuous improvement, customer reviews and process management.
Leadership concepts and tools required to energise, enrol, engage and empower team members are included to provide the essential skills for leading teams and improving sales quality and sales productivity.
Sales Leadership Workshops
Sales Leadership Excellence - 2 day workshop
By attending the Sales Leadership workshop and practically applying the learnings, you will become equipped to recruit, select, develop, motivate, inspire and influence your team to be true business builders by capturing and providing market information and customer needs, becoming experts in highlighting product and service value, building powerful customer partnerships, and enhancing business performance.
Understanding Sales Leadership and Your Leadership Style
Energizing Sales Teams
Situational Sales Leadership
Creating a Winning Sales Culture
Sales Operational EXcellence - 2 day workshop
By attending the ‘Operational Sales Excellence’ webshop and practically applying the learnings, you will become an expert at using processes for prioritising customers and products, nurturing future customers, managing sales funnels, designing powerful selling processes, following through, customer information management, networking and customer partnership building to boost business performance.
Multiplying Sales Results – 20’s Club Process
Funnel Management and Opportunity Filter
The Selling Process
Building Powerful Business Relationships
best on the best selling book 'A Better Way to Sell'
About the facilitator Ranjan De Silva
Dr RANJAN L G De SILVA
Managing Director / Chief Catalyst - Purposeful Leadership (Pvt) Ltd.
The Sales Excellence Suite of resources are curated and delivered by Dr Ranjan De Silva, a world – class Organisational and Leadership development catalyst, motivator and speaker, the author of the book, Mind Programming for Sales Success and the new, further enriched edition of the book, A Better Way to Sell – Sales Mastery through Self Mastery published by Pearson Education.
Ranjan has been acclaimed as one of the best in the world in this field by many management gurus, and some such testimonial regarding him and his book is given below.
By Ron Kaufman
"To master yourself you must serve yourself well. To master sales, you must serve others well. Ranjan De Silva shows you how to do both! Every gem of wisdom in this book is precious for all the aspects of your life: personal, professional, family, work, health, hobbies and career. As you dive into this text, you will discover the tools, tips and terrific techniques to get what you want by helping others achieve what they want. Enjoy the adventure ahead!"
Ron Kaufman is an internationally acclaimed innovator and motivator for partnerships and quality service. He is the author of the popular 'UP Your Service!’ series of books, articles and training programmes. [www.UpYourService.com]
By Bob Urichuck
"Interesting to Read! Surprisingly Simple! Amazingly Powerful! Simply Inspirational!'
Before you can master anything, you must first master yourself. Ranjan De Silva’s book “Mastery of Sales through Mastery of Self’ is designed to help everyone [not just salespeople] master their own lives so that they can help others to make the right decisions. It has the depth sought by the intellectual, the simplicity sought by the beginner, the rigour desired by the experienced salesman and the enjoyability sought by everyone else.
Those who love stories, anecdotes and fables will find at least one in each chapter. They are highly relevant and illuminate the concepts so powerfully. Those who need practical applications will find the answers nicely packaged in a logical sequence. For those who need prescriptions on how to get on with it, the simple, step-by-step mind programming exercises are a wonderful companion."
Bob Urichuck, Author of ‘Online for Life: The 12 Disciplines for Living Your Dreams’ and ‘Up Your bottom Line; Featuring the ABC, 123 Sales Results System’.
TESTIMONIALS
"Please accept our appreciation for your invaluable contribution at the Sales Excellence workshop. It was an extraordinary experience for all of us and the theories, concepts and practical application have helped our team immensely in performing at our highest potential. The post-event feedback has been overwhelmingly positive and most participants have commented that it has helped them to 'stretch' and realize hidden potential. Congratulations to you and your team for conducting a successful workshop and we look forward to working with you in organizing the follow-up sessions."
Sanjika Perera
Head of Sales - HSBC Sri Lanka
"This morning's talk by you to our sales force, as they launch in to a new half year of achievement, was simply excellent. The team went away highly motivated and with renewed energy. I hear a positive buzz in the team and I am confident the team will reach greater heights he coming year. Thank you for making such a big impact on our team."
Jeff Boomer
- Sales Manager - Lexus Toyota - Scarborough, Toronto, Canada
"I am writing this mail to express my gratitude to you for conducting such wonderful learning session. I believe this session will help us a lot to our professional life."
Md. Tanvir Hassan Chowdhury
Participant of "Boost up your Sales through Professionalism and Relationship" - Bangladesh
"I’d like to personally thank you for a truly professional session at our annual Marketing Forum. I’m sure it gave a lift to the attendees."
Asif Osman
- Head of Commercial and Rewards - Air Miles Rewards Management Middle East
Dr Ranjan De Silva applies the science of Neuro Linguistic programming [NLP] as the base in the design and execution of this programmes to create this unbelievable, result oriented and sustainable change in participants. NLP helps to liberate the individual’s potential and helps focus energy to channel their life in exactly the direction in which they want to go. The programme draws on proven techniques developed by some of the world’s foremost peak performance experts. The Science Digest states that NLP is the most promising development in the field of human advancement. It is ‘software’ for the hardware of the human neck-top super computer - a user’s manual to achieve one's goals.