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Monsanto Advance Sales Training
10/24/2007 - Value Selling
Life is a continuous learning process, that is obvious, but learning from others experience based on live examples and interpersonal discussion, add spice to the learning. That's what happened to the whole team when we landed in KERALA, the land of spices. Calm backwaters.... Roaring ocean.... Serene ambience.... Soothing climate.... Tickling interruptions by rains.... Enthusiastic team.... Energetic Facilitators.... The stage was set right for the MAST Value Selling.
The training was a fabulous mix of concepts, time tested methodologies, synchronized flow of information, theories and practical coming back to back, endless examples of role plays and lively mode of interaction between participants and facilitators. All the facilitators from Monsanto took us through the whole training at different paces suiting to the need of participants and modulating from time to time to increase the level of interaction and shaping the entire training as per the need of participants. The concept of Value selling, customer behavior model, FAB, LAPACT & Problem solving measures and the entire Sales Success cycle was dealt at length. The Learning & Thinking Modes really gave a new way to our thought process. The whole chain of Sales that include Preparation, Engage, Probes, Sum Up, Deep Listening & Motivators, Presentation, Questions & Objections, Close Up and lastly Follow Up has given new outlook of handling our internal and external customers. The role plays for all these steps were highly beneficial for clearing those concepts. Whole training session was mixed with few good tests and games which added flavour to the sessions.
The journey witnessed the Sales Projects which showed the firm plan of the company for its growth path. Projects like Project 2 * 2, Seeding for Future, Project Market Development (Be Fast & Be First), Project Drishti (Territory Of The Week), Project Horizon, Project 5 and the sum up through Think Beyond Obvious showed the alignment of the short term and long term goals of the team.
The Technical session by TD team and participation of participants in the whole session was mind boggling. Technical information was passed on systematically with real life examples from field. Tests and games in between helped in assessment and revision simultaneously made the training interesting. The real life farmer's problem and problem solving approaches would really help the entire sales team.
And then comes the culmination through two beautiful evenings which started with recognition of few achievers of "RRA" and other efforts like "Let's Blast", Winner of Technical Session contests. The long awaited "Bollywood Night" started with the Dance Competition and there too sales team proved that they are really good when it comes to twisting steps. The dance came from all corners of India with well mix of diversified culture breaking boundaries of region and culture. The Bollywood numbers rocked the floor and people enjoyed to their fullest, be it dancing or singing or anything. The night growing tired, the bits getting faded, the music getting older but….the enthusiasm was rising, the passion was growing and the team was rocking. The last evening was all devoted to the local martial art show of Kerala which gave us all the smell of our cultural richness and presented the perfection when precision meets passion.
It was just six days and it went by in no time. It came and was gone in no time. We started and we closed in no time. But we lived and learnt life for lifetime. That's what we call great beginning. The success journey has begun......
