Paradigm Trainers Pvt Ltd

14/02/2026

Enhance Order Forecasting Predictability thro' Contextual Sales Funnel
Tuesday - 24th February 2026, 9.30 AM to 1 PM on Zoom

Perspective: Organizations need predictable and consistent order booking inputs from the sales department to optimally utilize their production facility and cash flow, thus achieving annual revenue and profitability targets. However, market conditions are much different. The Sales Team has to face uncertainties in the field like: Key Decision Maker (KDM) not available, resigned or transferred, Funds either not available or used for other priorities, competition strategies etc. Most of these factors are beyond a salesperson’s control. A unique way to manage the above is by using a Contextual Sales Funnel which can help you achieve your desired targets. Please don’t waste your time in getting that specific order; what your organization needs is to achieve those desired numbers!

Key Take-Away Benefits:
1. Factors Beyond your control: market conditions & competition strategies
2. What you can control: Market Segmentation, Territory Mapping & Sales Funnel
3. Three Dysfunctional approaches that create anxiety in Salespeople: Dart-in-the-dark, Living-on-hope & Abhimanyu
4. Contextual Sales Funnel : How it can be used to achieve short and long-term growth
5. How to prioritize Different Types of Calls
6. The right mix to improve consistency in Order Booking

For Whom: The program is recommended for and , , , , & , , , , , , & Realty (Commercial & Residential).

For Details on Fees and Registration: [email protected]; Call us at 98450 14098 https://paradigm-info.com/training-programs

With regards
Rajan Parulekar
Author - Contextual Selling | Trainer | Coach
Paradigm Trainers Pvt Ltd| Bengaluru -560013, INDIA
https://paradigm-info.com | M: +91 98450 14098 | Blog: https://rajanparulekar.in
Enhancing Sales and Negotiation Effectiveness since 1995

27/11/2023

Negotiating Profitable Sales
(4 Sessions of HALF-DAY each on 12/13 & 19/20 December 2023)

For Whom:
The program is suitable for Senior Sales Executives, Managers, VP-Sales and CEOs who are selling high-value capital equipments, precision products, projects etc. The target segments are Machine Tools, Engineering, Electrical and Electronics, Luxury and Premium Products (Furniture, Automobile, Realty),Project Sales (Software, Hardware, Automation & Infrastructure)
Being an Advanced and an Intensive program, it is recommended that the participants have a minimum experience of 5 years and adequate selling skills with a minimum annual target of Rs 5 Crores

Perspective:
You don’t get what you deserve but what you negotiate. The professional negotiators (Procurement, Finance or the CEOs) from the client’s side are known to squeeze their vendors to the maximum with their ruthless haggling. In a desperation to close major orders, quite often salespeople offer concessions not only on price but also on payment terms, credit period, support etc. without realizing that every concession drags down the profitability.
The advanced program will enable you with a practical toolkit to operate from a position of strength and claim maximum value across the negotiating table.

Objectives:
1. To internalize the qualities of a Skillful Negotiator
2. To understand how price discounts have a huge and a disproportionate impact on company profitability.
3. Develop a roadmap to handle pressure tactics from purchase and finance managers in closing orders towards Profitable Sales.

For more details go through https://www.paradigm-info.com/training-programs

For program details, charges and registration, [email protected] ; [email protected] or call Madhura : 98802 36793

17/11/2023

Training Program on NEGOTIATING PROFITABLE SALES
(4 Sessions of HALF-DAY each on 12/13 & 19/20 December 2023)

Perspective: You don’t get what you deserve but what you negotiate. Effective Preparation for a major contract is a sine qua non (an essential condition) for a profitable sale. The professional negotiators (Procurement, Finance or the CEOs) from the client’s side are known to squeeze their vendors to the maximum with their ruthless haggling. The advanced program will enable you with a practical toolkit to claim maximum value across the negotiating table.

Objectives:
1. To internalize the qualities of a Skillful Negotiator
2. To understand how discounts have a huge and a disproportionate impact on company profitability.
3. Develop a roadmap to Handle pressure tactics from Purchase and finance managers in closing orders towards Profitable Sales.

For Whom:
The program is suitable for Senior Sales Executives, Managers, VP-Sales and CEOs who are selling high-value capital equipment's, precision products, projects etc. The target segments are Machine Tools, Engineering, Electrical and Electronics, Luxury and Premium Products (Furniture, Automobile, Realty),Project Sales (Software, Hardware, Automation & Infrastructure)

Being an Advanced and an Intensive program, it is recommended that the participants have a minimum experience of 5 years and adequate selling skills with a minimum annual target of Rs 5 Crores

For more details go through https://paradigm-info.com/training-programs

For program details, charges and registration, [email protected] ; [email protected] or call Madhura : 98802 36793
Paradigm Trainers Pvt Ltdaradigm Trainers Pvt Ltd. Bengaluru – 560 013 | INDIA https://paradigm-info.com , Blog: rajanparulekar.in
Enhancing People Effectiveness and Efficiency thro’ Training since 1995

05/10/2023

Webinar on: DNA of a Star Sales Performer

Tuesday 10th October 2023; 10 AM – 1 PM on Zoom
Main Themes:
1 Management Expectations: Your Results are measured by Numbers, Value and Profitability
2 Four Types of Sales People: Star, Work-Horse, Unutilized Talent & Dead-Wood
3 Self-Evaluation to understand your Strengths and Weaknesses
4 Balance of Old and New Clients to achieve Consistent performance
5 Work Smart to identify your Profitable Customers
6 Blueprint to Success: Hard work for Unutilized Talent & Smart Work for Work-Horse
7 Results (R)= Motivation (M) x Activity Level (A) x Direction of Efforts (D) x Effectiveness (E)
for details WA: 98450 14098, [email protected]

25/08/2023

GAMES CUSTOMERS PLAY TO EXTRACT MAXIMUM DISCOUNT

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 around 11 AM, the same man turned up and said, "Our MD says the price is too high. He wants a minimum of 20% discount."
Suresh thought for a while, talked to his boss and offered 10% discount.
The same story repeated. The man went back inside and turned up at 12.30 PM.
He said, "Our MD says still the price is high; he wants a minimum of 18% discount."
Now Suresh was in a fix. He could not say 'NO'. He had a clear mandate from his boss that he should collect the order at any cost.
Many such rounds of negotiation continued till 4.00 PM and the man was shuffling in and out of the office.
At last, Suresh was able to close the order by offering 15% discount.

Two months later, Suresh was deputed to install the machine.
At the shop-floor, while the installation was going on, Suresh saw the same man from a distance whom he had interacted with two months back.
He asked the Production manager, "By the way, who is that man? Is he the purchase officer? He was the one who was coordinating my proposal with the MD."
The production Manager said, "He is our MD."

For more such interesting stories, please refer our Sales Book, Contextual Selling (A New Sales Paradigm for 21st Century) by Rajan Parulekar from Paradigm Trainers Pvt Ltd.

We are Providing Training Programs in India, SAARC, Gulf region & Malaysia to help you Revenues & Profitability through Sales Training, Negotiation Skills, Key Account Management, Managing the Outstanding Collections, Tendering Process, Effective Value Selling of Capital Equpiments, Effective Salesmanship for Premium Reality, Consulting on Enhancing Sales Team Effectiveness.

For More Details please contact us at Paradigm Trainers Pvt Ltd https://paradigm-info.com/

25/07/2023

Develop Hunter Mindset to Acquire New Customer (Thursday, 3rd August, 10 AM to 1.30 PM on Zoom )

Perspective of the Webinar:
Salespeople in general prefer to be in their comfort zone in meeting the regular customers which is termed as a Farmer Mindset. However, when customers are spoilt for choice with a plethora of vendors (thanks to Google Search) the customer loyalty towards you gets adversely affected. The added challenge is your potential customers (prospects) are wary of meeting unknown salespeople; whether on-line or in person. However, to maintain and grow business, developing and acquiring new customers is crucial for salespeople. The practical webinar will help you develop a Hunter Mindset for a Sustainable Business Growth!!

Major Themes:
• Importance of New Customers in Business Sustenance and Growth
• Why are new prospects wary of talking to unknown salespeople?
• Trust & Rapport Building in overcoming the prospects’ inhibitions
• Role of reference and recommendations in getting new appointments
• Strong and Weak Ties and their role in expanding your professional Network
• How to reach out to Key Decision Makers (KDMs) thro’ LinkedIn

For more details go through best sales training courses | Best Sales Training Programs to Improve Selling Skills (paradigm-info.com)

For details: [email protected]; [email protected] M: 98802 36793

25/07/2023

Which is a better way to enhance your professional network, through the Strong Ties (people whom you know well and interact regularly) or Weak Ties (People who you know professionally but interact quite infrequently)

For more details please go through https://www.linkedin.com/pulse/importance-weak-ties-acquiring-new-clients-paradigmtrainers/

25/05/2023

Webinar on Skillful Negotiation

Tuesday, 13th June 2023; 10 AM to 1 PM on Zoom

Perspective: You don’t get what you deserve; but what you negotiate. The desired outcome in any negotiation depends more on the Systematic Preparation (prior to the meeting) than the ad-hoc tactics deployed at the negotiating table. Are your team members well equipped for an important negotiation? This program shows the roadmap…

Objectives

1. To understand the critical importance of appropriate preparation in negotiation.

2. Internalize the qualities of a Skillful Negotiator

3. Application of tools for a successful outcome.

Key Takeaways & Benefits

· Difference between a Skillful and an Average Negotiator

· Negotiation strategy based on Relationship and Substantive issues

· Importance of preparation in achieving the desired goals

· Identify your BATNA – Best Alternative to the Negotiated Agreement that sets the threshold

· How skillful negotiators plan their BATNA, Reservation Price and ZOPA?

· Qualities of a Skillful Negotiator



For more details please go through https://www.linkedin.com/posts/paradigm-trainers-pvt-ltd-177b3a145_you-dont-get-what-you-deserve-but-what-activity-7067526838788505600-mduN?utm_source=share&utm_medium=member_desktop
For more details: [email protected] , Madhura: 98802 36793

14/03/2023

Value-Selling for Premium Products & Solutions

FOUR Sessions on Zoom: 3-11th April 2023 on Mondays and Tuesdays 10 am to 1.30 PM



Perspective: Does your sales team face any of the below-mentioned challenges?

· Struggle hard in developing new leads?

· Undergo a longer selling cycle in Big-Ticket deals?

· Encounter a lower Order to Proposal conversion ratio?

· Deliver Compressed Margins/Lower Yield due to desperate Discounting?

The above challenges can be overcome thro’ the Value-Selling Program.



Key Takeaways & Benefits

1. Develop Trust and Rapport in accessing new prospects
2. Customer Engagement thro’ Deep Probing & Active Listening
3. Demonstrate Benefits to differentiate from competition
4. Prepare for Negotiations with Purchase and Finance Managers
5. Complexities Involved in Sale of High Value Products/Projects & Solutions
6. Decision Makers in a Complex Sale: End User, Gatekeeper, Well Wisher and the Decider.
7. Techniques in Order Closing


For detailed session-wise program flow and Participant https://www.linkedin.com/pulse/value-selling-premium-products-solutions-paradigmtrainers/

For more information and Registration: madhura; 98802 236793

Paradigm Trainers Pvt Ltd

18/01/2023

Enhancing Training Effectiveness thro’ the Law of Diffusion of Innovation

Any form of training is ultimately a change management program where the organization expects its executives to approach a problem with a different behaviour, attitude, or a skill. In a highly competitive market where customers are spoilt for choice, the main challenge for salespeople is to effectively demonstrate the value of their products and services to handle the discount issue. There are two approaches in scheduling a training program: a conventional Giving-on-a-Platter (platter) approach and a rarely practised Earning-One’s-Stripes ( Stripes) approach. The following example will compare and contrast both the approaches. read more https://www.linkedin.com/pulse/enhancing-training-effectiveness-thro-law-diffusion-innovation-

Paradigm Trainers Pvt Ltd

02/01/2023

Does your sales team face any of the problems below?

1. Struggle hard in developing new leads?

2. Undergo Longer Selling Cycles in Big-Ticket Deals?

3. Encounter Lower Conversion Rate in Proposals to Orders?

4. Report Lower reliability in order forecasting?

5. Deliver Compressed Margins to the organization due to desperate Discounting?

Please go through the below link for the above resolutions.
https://www.linkedin.com/pulse/creative-way-getting-competition-account-paradigmtrainers/?published=t

Paradigm Trainers Pvt Ltd
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21/12/2022

Corporate Training is one of the important tools in bringing about a cultural change in an organization. The blog article discusses two approaches, the conventional Giving-on-a-Platter vis-à-vis an unusual Earning-One’s-Stripes approach, the latter being adopted by Aristo India for the Value-Selling program. The relevance of the Law of Diffusion of Innovation is also discussed.

Any form of training is ultimately a change management program where the organization expects its executives to approach a problem with a different behaviour, attitude, or a skill. In a highly comp…