About this Presentation
This presentation describes a three-day workshop. Three to five team presentations are worked on in the workshop with at least one participant for each presentation group being knowledgeable about the client. Each participant works on an offer to a specific prospect with whom a meeting is scheduled. The content of the workshop includes 1. What is a sale (characteristics of a major sale; practical approach to major sales; and the sales cycle)? 2. Analysis of the current status (Identifying a prospect; Analyzing the prospect’s problems; Communicating the prospect’s problems; and Building the bridge from the problem to the solution). 3. Presenting the offer. 4. Obtaining commitment. Each point is outlined in detail. The sales cloud is presented: A Close the sale B Avoid objections D Not present the product and its qualities at the initial stage C Raise the prospect’s interest. D’ Present the product and its qualities at the initial stage. The solution is therefore before presenting the product an agreement must be reached about the problem and its magnitude. Each step in the process is described: Introduction, Analysis of the current situation, Present the offer; and Obtain commitment. Forms are provided for estimating the impact of the problem on the organization, building a generic cloud, etc. The procedures for each step are listed.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Instructor(s)
Rami Goldratt
Ms Alka Wadhwa
Alka Wadhwa is an experienced consultant and process improvement expert with over 24 years of expertise in the Theory of Constraints (TOC), Lean Six Sigma, and organizational performance optimization. She has successfully led projects in healthcare, financial services, and manufacturing, driving significant improvements such as a 67% boost in hospital operations and a 140% increase in outpatient visits.
Previously, Alka Wadhwa spent 17+ years at GE Global Research Center, where she led initiatives to enhance various GE businesses through advanced technologies, process redesign, and system optimization. Founder of Better Solutions Consulting, LLC, she specializes in using TOC, Six Sigma, and data analytics to streamline operations and build high-performance teams.
Her work has earned her multiple accolades, including the Empire State Award of Excellence in healthcare.
Dr Gary Wadhwa
Dr. Gary Wadhwa is a Board Certified Oral & Maxillofacial Surgeon with extensive experience in the field. He completed his Oral & Maxillofacial Surgery training at Montefiore Hospital, Albert Einstein College of Medicine in Bronx, NY, and has served as an Attending at prestigious institutions like St. Peters Hospitals, Ellis Hospital, and Beth Israel Hospital in NY. With a career spanning over two decades, he was the former CEO and President of a group specialty practice in NY from 1994 to 2015. Dr. Wadhwa holds an MBA from UT at Knoxville, TN, and has undergone additional training in System Dynamics at MIT, Health System Management at Harvard Business School, and Entrepreneurship and healthcare innovations at Columbia Business School. Committed to expanding access to Oral & Maxillofacial Surgery care, he is currently engaged in a meaningful project to provide healthcare services to underserved populations in inner city and rural areas through non-profit Community Health Centers.