Lead Consultant – Anirban Banerjee

Client: Mid-sized B2B industrial solutions provider

Workshop 1: Foundations of Sales Excellence

• Buyer behavior, trust-building, and credibility.
• Structured outreach and discovering opportunities using ideal customer profiles.
• Consultative, value-based selling techniques and objection handling.
• Self-assessment and action plans to practice new behaviours in real situations.

Workshop 2: Deal Making and Smart Negotiation

• Negotiation strategies including win-win thinking, ZOPA, BATNA, and biases such as anchoring.
• Communication skills (Influence & Persuasion), conflict and emotion management, and handling complex negotiations.
• Role-play simulations with follow-up checklists for ongoing use.

Workshop 3: Relationship Selling , Long-Term Value & Career Development

• Focus shift- individual deals to building lasting customer relationships.
• Customer lifecycle, loyalty, and lifetime value.
• Empathy, co-creating solutions, strategic account management, and post-sale value delivery (retention, referrals, up-sell)
• Understanding Work Values at different levels in an organization
• Capstone simulations and group presentations.

Implementation:

• Participants brought real accounts to workshops for live discussions and role-plays.
• Actionable steps for immediate application in the field.

Results:

• Structured and disciplined approach to discovering and qualifying opportunities.
• Clearer communication of value versus price in sales conversations.
• Increased confidence and preparedness in negotiation situations.
• Focus on long-term relationships and customer value.