Sunday, December 27, 2009

Do you want to outfox, outwit and outrun the competition with less money? Here’s

Guerrilla-ize Your Sales

Make the competition bite its nails by using the “Principle of TIE” instead of huge budgets.

One Day Workshop
See the difference a day can make in the life of a salesperson?

Karachi: Tuesday, 19th January 2010, Marriott Hotel
Lahore: Tuesday, 26th January 2010, Pearl-Continental Hotel
Timing: 9.00 am —5.30 pm

Very soon in Middle East & Far East

Workshop Overview
The term 'guerrilla' originates from the actions of small bands of Spanish soldiers who fought against Napolean's French army. The word 'guerrilla' is Spanish and means "a little war". The tactics employed by ‘guerrillas’ date back to the ideas of Sun Tzu, the Chinese military strategist who lived in 500 BC.

Guerrilla Selling is based on unconventional weapons and wisdom for making the sale. It shows how modern sales guerrillas are using the soft Principle of TIE (Time, Imagination & Energy) to tie in the customers instead of deploying pressure-cooker selling approaches. Under-manned, under-equipped and under-financed, they're taking on the arrogant corporate clouts with humongous marketing budgets and are re-writing the new rules of commercial combat. Sales Guerrillas build an “under-world” of loyal followers who feed them prospects and reconnaissance. Guerrillas don’t indulge in the hot-pursuit of every target. They qualify the prospects with surgical precision and immaculately execute them to accomplish mission while remaining cost effective.

“It's not the size of the dog in the fight;
it's the size of the fight in the dog.”
Mark Twain

Module 1: Making of Guerrilla
• Six traits of highly effective guerrillas
• Shaping the mindscape of sales guerrillas
• Transformational journey of guerrilla sales soldiers

Module 2: Guerrilla Strategies
• Guerrilla Patrolling: Prospecting
• Reconnaissance: Qualifying the prospects
• Recruiting locals: Networking with ‘people in low cadres’ for feeding vital information
• Guerrilla Combat: Presentations
• Covert Tactics: Psychological ambush techniques
• Guerrilla Resistance: Handling objections
• Mission accomplished: Getting the Purchase Order signed

Module 3: Manifesto of Guerrilla Selling Movement
• Ethical aspects of Guerrilla Selling
• Boundaries of Guerrilla Sales Squads
• Oath of the Guerrilla Sales Soldier

"The quality of decision is like the well-timed swoop of a falcon which enables it to strike and destroy its victim."
Sun Tzu, A Chinese military strategist (500 BC)

Booty of the workshop
• Raising the sales force with ‘never-say-quit’ determination.
• Learning non-conventional techniques of prospecting
• Learning the effective use of information and surprise to win more sales
• Learning the art of closing sales with less budgets
• Using Time, Imagination and Energy (T.I.E) instead of huge budgets to earn more sales.
• Equipping the ‘soldiers of fortune’----sales people----with better persuasion strategies to win hearts and minds of customers.
• Learning the art of breeding and planting of army of loyalists within customers’ organizations for feeding vital information.

Who should attend?
Heads of Sales & Marketing with primary responsibility of leading sales teams for P&L of the organizations. NSMs/RSMs/ASMs with Banks, Pharmaceutical, Insurance, Mutual Funds, FMCGs, OMCs, Telcos, Pesticides, Advertising/Media companies. Key Account Management staff of Technology companies, Airlines, Hotels, Industrial products where B2B selling is critical to achieve results. Product Managers/Brand Managers/Marketing Managers/Brand Activation Managers who work closely with sales soldiers to ensure the success of their marketing campaigns. In-house Sales Trainers of the organizations whose primary job is to up-grade skills of the sales force.

Course facilitator:
Ashraf Chaudhry started his career as an errand boy in a small village in rural Pakistan and got early schooling from traditional roofless ghost schools. Carving his way like a determined guerrilla, he did his MBA from the Institute of Business Administration (IBA), Karachi. For one and half decade, he has worked in Sales & Marketing fields for companies like Chevron, Tapal Tea, Pearl-Continental/Marriott Hotels and Worldcall Group.

He is author of international best-seller The Craft of Selling “YOURSELF” and co-author with Bob Urichuck (sales trainer ranked # 7 in the world) for their up-coming sales novel The 10 Commandments of Selling: Story of Danial, to be launched world-wide in June 2010. To know more about him, please Google Ashraf Chaudhry.

Course Investment: Rs. 8,500 per participant.
Group Discount: For every 4th participant from the same organization, the 5th participant can attend for FREE OF COST.

Free Bonus:
Every participant will get a COMPLIMENTARY COPY of Ashraf Chaudhry’s international best-seller The Craft of Selling “YOURSELF”.

For Registration & Payment:
Please email your name, designation, organization, mobile number at, or call (O) 021-3496 6252, (M) 0345 2666 178 to book your seat.

Send your cheque in the name of ‘Corporate Trainings & PR’ to Arsalaan Haleem, C - 90, Block 8, Gulshan - e - Iqbal, Karachi - 75300, Pakistan. Ph # 0092-21-3496 6252.

Ashraf Chaudhry on Social Media: