MADRAS MANAGEMENT ASSOCIATION
Presents
Two-Day Workshop On
Advanced Sales Mastery
Date : 03rd July, 2026 & 04th July, 2026
Time : 10:00 AM - 05:30 PM
Venue : MMA Management Centre
Advanced Sales Mastery Program
Transform Your Sales Career
OVERVIEW
In today’s fast‑paced and competitive marketplace, success requires far more than simply closing deals — it demands a winning mindset, strategic clarity, and mastery of advanced selling techniques. Customers are smarter, decision cycles are complex, and expectations are higher than ever. To thrive, sales professionals must evolve into trusted advisors who inspire confidence, deliver measurable value, and build long‑term partnerships.
The Advanced Sales Mastery Program is crafted to meet this challenge head‑on. Over two immersive days, participants will gain access to proven frameworks, practical tools, and hands‑on simulations that sharpen both skill and mindset. From mastering consultative selling and negotiation strategies to harnessing emotional intelligence and storytelling, this program equips you to navigate every stage of the customer journey with precision and impact.
By the end of the workshop, you won’t just be selling — you’ll be leading conversations, shaping decisions, and driving sustainable business growth with conviction.
WHY THIS MATTERS
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Elevates sales performance through mindset transformation
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Builds mastery in consultative selling & negotiation
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Strengthens emotional intelligence for lasting client trust
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Provides actionable tools for pipeline management & closing
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Positions participants as strategic partners in customer success
PROGRAM OUTCOMES
By the end of the program, participants will be able to:
- Apply outcome-driven selling with conviction
- Identify and target the right buyers using ICP & personas
- Align sales approach with the customer buying cycle
- Design effective territory & account plans
- Master SPIN + E-CONNECT frameworks for discovery
- Adapt communication styles with DOPE personality insights
- Deliver impactful presentations & storytelling
- Handle objections with APAC & LACE techniques
- Negotiate using BATNA, ZOPA & value-based strategies
- Maintain CRM discipline for accurate forecasting
- Recognize buying signals and apply closing techniques
- Build long-term relationships through referrals & cross-sell
PROGRAM STRUCTURE
DAY 1
1. Sales Mindset & Performance Orientation
- Outcome-driven selling
- Big thinking and ownership mindset
- Building conviction through customer value
2. Identifying the Right Buyers (Lead Generation Strategy)
- Ideal Customer Profile (ICP)
- Buyer personas
- Lead generation engine
- Pipeline mathematics (8X rule)
3. Understanding the Customer Buying Cycle
- Need recognition to implementation
- Aligning sales approach to buying stages
4. Territory & Account Planning
- Segmentation and prioritisation
- Account penetration strategy
- Activity rhythm (Monthly/Weekly/Daily)
5. Consultative Selling Mastery (SPIN + E-CONNECT)
- Deep discovery using SPIN
- Outcome-based selling
- E-CONNECT framework
DAY 2
6. Emotional Intelligence in Sales
- Self-awareness and empathy
- Managing rejection and pressure
- DOPE personality adaptation
7. Presentation & Storytelling
- Structuring impactful presentations
- Story-driven selling
- Executive communication
8. Objection Handling Excellence
- APAC & LACE frameworks
- Handling price and trust objections
9. Negotiation Mastery
- BATNA & ZOPA
- Value-based negotiation
- Concession strategies
10. CRM Discipline & Pipeline Management
- CRM hygiene
- Forecasting and pipeline reviews
11. Closing & Commitment
- Identifying buying signals
- Closing techniques
12. Long-Term Relationship Building
- Customer success mindset
- Cross-sell and referrals
WHO SHOULD ATTEND
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Sales professionals aiming for next-level performance
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Account managers & business development executives
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Emerging leaders in sales teams
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Entrepreneurs seeking structured sales mastery
"Across Domains and Business Functionality"
Master the art of selling with purpose — lead conversations that create impact, trust, and lasting success
FACULTY PROFILE
(Click on image to view their profile)
Mr. Ramaprasad Sreenivassan
With over 30 years of experience in sales and business development, Ramaprasad Sreenivassan has helped organizations across industries achieve sales performance excellence, business growth, and enduring client relationships. As the Founder and Enabler of Saamartya, he delivers cutting-edge sales enablement solutions, training programs, and coaching interventions that empower sales leaders and teams to unlock their full potential.
A respected thought leader and professional speaker, Ramaprasad has served as President of PSAI – Professional Speakers Association India, Chennai Chapter, where he championed the growth of the speaking industry and inspired professionals to achieve excellence and impact.
His mission is to create measurable value for clients, partners, and stakeholders through expertise in sales enablement, strategic relationships, decision-making, alliances, and monetization. Leveraging advanced tools, systems, and processes, he streamlines sales operations and drives new business opportunities with precision and purpose.
Ramaprasad holds multiple certifications in leadership, emotional intelligence, and financial product sales, enhancing his credibility as a trainer, coach, and speaker. Passionate about sharing his insights, he continues to inspire individuals and organizations to sell with purpose, lead with empathy, and grow with conviction.
Fees
Rs. 5000/- + 18 % GST fee for MMA members
*Fee once paid will not be refunded.
Workshop - Advanced Sales Mastery
Date :
- 03-07-2026 (Friday)
- 04-07-2026 (Saturday)
Time : 10:00 AM - 05:30 PM.
Venue : MMA Management Centre
MMA Management Center
New No:240 Pathari Road
(Off Anna Salai) Chennai – 600006.
