Paradigm Trainers Pvt Ltd

These are some reasons why you should not buy my solution? What would be your prospective customer’s reaction if your introductory slide were to have the above message? Most of the managers feel that the above is nothing short of a Harakiri! In Originals – How Non-Conformists Rule the World,  Adam Grant, an American Psychologist at Wharton has turned the conventional logic on its head. Rufus Griscom and Alisa Volkman  were appalled by false advertising and bad advice about parenting and started an online magazine and blog network called Babble. They wanted to challenge the clichés about parenting. In 2009 when they approached investors they made presentation before their investors with a typical sales pitch. In two rounds they realized that their unbridled enthusiasm was perceived with scepticism as salesmanship with a hidden agenda. Remembering the adage, ‘insanity is doing the same thing over and over again and expecting different results’ they de...

Winning a Jackpot: How do you decide? Situation : Imagine you are participating in a game show and after going through qualifying and elimination rounds, you have reached the finals.  The game-show host presents you three options A, B & C and you have to select one of the options which are the respective doors. One of the doors leads to a jackpot (say a Mercedes) and the other doors to an insignificant prize, say a tennis ball through each door. Now let us say you have selected option A. You are curious and excited to see if you have hit the jackpot. The host asks you to be patient, opens the door C and what you see is a tennis ball. Now he asks you whether you would still stick with option A or switch to option B? What would you choose and why? When this question was put on different platforms like linkedin, what’sapp it was observed that 95% of the respondents voted for A. Now read on: Analysis:  Generally people tend to stick to option A, the reason be...

Who is the Managing Director? Suresh, narrated this interesting episode when he was the Sales-cum-Service engineer working for a  Special Purpose Machine (SPM) manufacturing company in Bangalore. There was an important proposal submitted to a client in Delhi. The vendor from Bangalore did not have any market presence in North India and consequently no sales setup. The customer called the vendor for price negotiations. Suresh was sent to Delhi to close the order. He landed at the factory and enquired for the concerned Purchase Officer at the reception. It was around 9.30 AM. He was asked to wait in the conference room. Ten minutes later, a man in his early fifties dropped in the cabin. After exchanging pleasantries, he said, "Tell me, what is the best discount you can offer?" Suresh: "Sir, the best I can offer is 5%." Man: " Ok, I will talk to my MD and come back to you. He is a busy man. You may have to wait." After 2 hours, at a...

In the early 90s Airbus and Boeing, the two major players in commercial aircrafts decided to come together to manufacture Very Large Commercial Transport (VLCT). Later on both the competitors parted ways as their business strategy could not synergize. Ultimately in 1994 Airbus decided to go solo on this venture and the project was codenamed A3XX. And thus the first flight of A380, the largest commercial aircraft happened in 2007 which is a double-deck, wide body 4-engine aircraft with 6000 square feet of usable space, 40% more space than its nearest rival product Boeing B747-8. A380 could accommodate 500 seats in 3-class capacity (Economy, Business and First Class) or 850 in an all-economy class. With several delays the project cost escalated from the initial 9 billion to 13 billion Euros. Product Pricing and Positioning : The A380 had a seating capacity which was 5 times the Airbus A320 Neo but the price point was 4X . The List price of A 380 was $430 Mi...

Most of the salespeople feel that their job responsibility is limited to achieving the targeted order bookings.  In a desperate bid to sell, quite often they agree for ridiculous credit terms set by the customer.  However from an organizational perspective, a sales transaction is never complete unless the vendor has received the FULL  payment for the products/services he has supplied;  and which has been duly  credited to his account. Having the money in bank is more critical than having it on paper! The webinar will provide you a comprehensive tool kit in not only improving the cash-flow but also your profitability. For Whom : The program is useful for Executives and Managers from Sales & Finance who are in B2B/B2C , Industrial products, Financial Services, and from Verticals like: Engineering, Financial Services, Hospitality, IT, Insurance, Logistics, Pharma, Telecom etc. Main Themes :  Major Themes: Effect of late collections an...

The ground rules for implementing Key Account Management : Needs a Different Mindset : Successful Companies who have implemented Key Account Management look at it as a Strategic way of doing business and not a sales activity. You need to have commitment to work with priority customers differently. For example Supply Chain management can be an integral part of Key Account Management   Commitment from Top Management:  It cannot happen at the Sales Manager’s level. The buy-in has to be at the CEO, CMO, VP-Sales level. The sr. people should sponsor at least 1-2 such accounts and interact/visit them regularly. Select the Right Person : Maturity is the most important attribute while selecting the Key Account Manager . It is not necessary that your top-performing salesman can become a good Key account Manager . He has to be more of a generalist with good understanding of finance, inventory, planning, influencing skills and the ability to see the big picture. A typical sales...