Event Details
Event Description

Dear Sir / Madam,

 Madras Management Association – Konrad Adenauer Stiftung

Presents One Day Workshop for


Trainers/Facilitators/Consultants/Faculty Members

"Sell your Training

(How to boost SELLING your CORE Training Programs)

19thMarch 2020

09.30 am to 5.00 pm

Dr Shankar S

Sales Acceleration Coach

Madras Management Association   
New 240, Pathari Road, (Off Anna Salai)   
Chennai – 600 006  




Trainers have always been very knowledgeable and they have been adding value to numerous Participants in different fields / domains


Almost everything has been undergoing major changes. So is the field of Training. Everything that a Trainer wants to ‘train’ is available on the internet. Overnight Trainers are being seen as not-really-required ones


Apart from the challenges on the requirements side, the supply side is also in a mess. It takes only a few minutes for anyone to jump into Training business. Many have become Trainers with no capital / no Infrastructure in fact nothing other than a business-card. All the Train-The-Trainer TTT programs that prospective Trainers undergo do not teach how to sell


It was also predicted about in 2005 that all Trainers will have to find something else to keep themselves busy since everything would be based e-learning. The good news is that this will never happen to soft-skills Trainers who are actually into high-involvement Training that requires face-to-face interactive interventions


The other good news is that Selling is a learnable skill and no one needs to be a ‘born-salesperson’




The objective of this one day workshop is to:


ü  Empower Trainers with professional selling skills

ü  Practice the entire Sales Process in the Hall for effective use in every interaction with Corporates / Colleges

ü  Make meaningful sales-conversations with decision makers

ü  Understand selling styles and leverage one’s individual strengths

ü  Negotiate effectively when the decision makers refer to various aspects such as other Trainers, In-house Trainers, No budget etc

ü  Enable more business in Training




The contents of the Program include:


ü  Switching from Traditional Selling to Professional Selling

ü  Understanding Trainer’s own Selling Style

ü  Skill-Set for Understanding Customer Needs

o   Probing, Listening, Body Language Skills

ü  Powerful Value Positioning

o   Presentation, Pitching, Influencing Skills

ü  Developing Rapport with Customers

o   NLP Techniques

ü  Handling Customer-Objections

o   YFTM Technique

ü  Negotiation Techniques

o   Cost-Value Matrix

ü  Effective Techniques for obtaining more Training Business

ü  Overall impact in every Interaction with Corporates / Colleges

ü  Specific action plan for growth based on workshop-learning



The workshop is administered through interactive sessions supported by Visual aids, Role Plays, Exercises which would enhance the ability of the participants to practice the Skills for easy implementation on a day-to-day basis.

For Whom: 

The program is designed for any Trainer / Coach / Mentor / Consultant / Counselor for effectively selling more of their Professional Services at much more than their existing professional-charges.

Key Takeaways:  

At the end of the Training-workshop, the Participants would be better prepared with the following:


ü  The entire Sales Process in the field of Training Business

ü  Prospecting better / Identifying right Decision Makers

ü  Understanding one’s own individual Selling Style

ü  Sales kit for successful sales communication

ü  Negotiating skills for increasing the fee for professional services

ü  Closing more Training Business 

Facilitator Profile: 

Mr Shankar / Doctorate in Sales Management / Sales Acceleration Coach Has more than 36years of Sales & Marketing experience / heading senior executive positions in Yokogawa, Tata Honeywell (12years exposure inclone year International Sales posted @ Japan) and Ramco(where he was Vice Pres - Sales & Marketing) Was for five years a part of Sweden-based Mercuri International at Chennai which had only a residential representative for Sales Training and he set up its Chennai Office. Only Trainer in the country who is an IITianhaving obtained degrees / certifications in Psychology & who can conduct training programs on Skills / Behaviour / Process in English / Hindi / Tamil BTech / Univof Madras || M Tech / IIT Madras PG Dip in Marketing Management / Univ of Madras MBA & Doctorate in Sales Management / IBMS Mumbai PG Dip in Guidance and Counseling / Distance EdnCertified Master Practitioner in NLP / NFNLP (USA) Certified Silva Graduate / Silva Inc. (USA) TA Practitioner, Reiki Master Practitioner Founder-President / Trainers Circle (India) Life Member / Indian Society for Training & Development Council Member for Consulting / Gerson Lehman Group Empaneled Executive Coach / Lee Hecht Harrison / Daimler Benz Has conducted numerous training-workshops on Sales / Biz Dev / Leadership skills for various corporates such as Tata Motors, Taj Group, SanmarGroup, Murugappa Group, Elgi Group, Rane Group, TVS Group, RamcoGroup, TAFE, LMW, MAN Group, Schwing Stetter, Heidelberg, Caterpillar, Toyota, Vestas, Vodafone, CrodaChemicals, Schneider, Honeywell, Yokogawa, Essae, Precia Molen, Preipolar, Daimler Benz, Ashok Leyland, MRF, Bosch, Alfa Steel, TestoIndia, Microsoft, Cognizant, Keane, Motorola, HP, Naukri, NIIT, Autodesk, KKM Soft, E-merge Global, Zebu Securities, Star Health …


Fee Details: 


Members of MMARs. 1,800/-inclusive of GST 18%

For Non-Members:  Rs. 2,950/-inclusive of GST 18%


The fee includes Workshop Kit, Lunch & 2 Time Refreshments.


The cheque/DD to be drawn in favour of "Madras Management Association” payable at Chennai and be sent to:

Madras Management Association MMA Management Center, New No.240, PathariRoad (Off Anna Salai), Chennai 600 006.


GST: 33AAATM5522B1Z7


Please Note:


It may be appreciated that a minimum number of 10 participants would be required for the programme to go through. Kindly bear with us until we receive the necessary nominations for confirmation of the programme and making the payment

Please do not use the default"reply” button to respond to this mail as this is an Automated Software; we request you to send your nomination at the earliest to this mail;


Phone: 044-2829 1133

For further details contact:


Gp Capt Dr R Venkataraman (Retd) Mobile 94447 00068

Sriram Saravanan: 9952019173


Registration starts at 9.00 am and Workshop commences at 09.30 am. Prior registration is necessary. The fee once paid will not be refunded; change in nomination from same organization will be permitted.


We would be pleased to provide any other information required by you and look forward to receiving your nominations for the workshop. 



Thanks & Regards 


Gp Capt R Vijayakumar (Retd), VSM  
Executive Director  
Madras Management Association  
MMA Management Center, New No 240  
Pathari Road (Off Anna Salai)  
Chennai – 600 006  
Tel: 044-28291133/48632711 

E-mail: training@mmachennai.org 

Facebook: facebook.com/mmachennai

Instagram: instagram.com/mmachennai

YouTube: youtube.com/c/MadrasManagementAssociationChennai  

Podcast: soundcloud.com/voiceofmma

Twitter: twitter.com/mma_4u

LinkedIn: linkedin.com/in/madras-management-association

Website: www.mmachennai.org

Date : 19-03-2020
Time : 09:30 AM - 05:00 PM

Contact Person : Sriram Saravanan

Contact No : 04448632711

E-mail : mma@mmachennai.org

--2020 09:30