Introduction

The ability to sell effectively has been a much sought-after and essential skill in the modern organisations and the commercial world. This is especially so in the context of professional organisations where it utilises its staff to reach out to prospective customers.

People-to-people interaction is thus a vital factor to fulfil the organisation’s objectives; however, difficulties may occur during communication and the sales process. Developing selling skills will give the staff much more confidence and higher productivity because they can communicate clearly and convince well, selling the respective products and services. As such, the utilization of the Neuro-Linguistic Programming (NLP) technology becomes a powerful advantage for effective selling as well as professional satisfaction.

Key Takeaways

Upon completion of this workshop, participants will be able to;

• Analyse the thinking, behavior and language patterns of the customers
  
• Understand the Sales Communication Process and communicate to sell effectively
• Utilise various Neuro-Linguistic Programming Techniques for selling
• Systematically work out dynamic sales strategies for powerful impact and appeal
• Show understanding to customers, question and speak convincingly to them
• Create instant rapport with prospects for ease of selling 
• Handle challenges and objections effectively, professionally and maintain respect
• Present a positive impression, dynamic and magnetic personality for effectiveness.
• Be convincing and make rational sales decisions in the face of pressure
• Receive greater attention and control over the selling process for overall success

Who Should Attend

• Businessman, General Managers, Marketing Managers, Sales Managers, Entrepreneurs, Customer Service Managers, Sales and Marketing Executives, Retailers.
• Suitable for participants who are committed to improving their sales results.
  

Programme Outline

• The Power Principles of Selling 
  
• Selling in the context of Features and Benefits
• How to Organise Sales Information in Ways that Engage Customers
• Knowing the Sales Communication Buyers and Sellers Process
• Designing the Anatomy of Selling: The Vital Framework of Sales
• Sensory Systems and Sensory Acuity Development
• Identifying Suitable Customers and Their Internal Process Systems
• Understanding Customers and their Communication Patterns for Sales
• Power Attention grabbers that Give You the Great Sales Advantage
• Sales Language Patterns: Secrets to Instantly Sell Faster and Sell More
• Subliminal Selling: Why It Truly Makes The HUGE Difference in Your Sales
• Utilising Words, Voice and Body Language to Improve Buying Impressively
• Handling Objections and How To Smartly Turn Them into Opportunities
• Asking Rights Questions and Managing Tough Questions 
• Rapport Building for Enhanced Results
• Developing Powerful Sales Closing Techniques

Methodologies

The course will:

• Employ powerful and dynamic speech techniques that will increase knowledge, enhance learning, heighten motivation and awareness.
• Include role play sessions and other experiential activities to make learning more effective and real.
• Include interactive tools to “probe the comfort zone”.
• Include group discussions and feedback to maximise the participants’ learning abilities.

Programme Trainer

Wekie is an established regional Trainer, a sough-after Speaker, a published author as well as a Professional Excellence Consultant. He takes immense interest in the various aspects of human development and the dynamism of its interaction process. He also brings with him more than 21 years of experience in conducting numerous talks, training workshops and keynote speeches for hundreds of multi-national corporations, government agencies,organisations, and schools on a myriad of professional development and life skills. He has trained and spoken to hundreds of organisations and over 100,000 individuals in his seminars, workshops and coaching throughout Singapore, USA, Indonesia, Thailand, Brunei, Hong Kong, Macau, Vietnam and other regions.

He is a Bilingual Neuro-Linguistic Programming Trainer, Master Practitioner and Design Human Engineer. Wekie is also a Graduate and Practitioner in Mind Mastery and an American Management Association Certified Trainer. He is a Distinguished Toastmaster, Public Speaking Contests winner and has served as Division Governor in addition to receiving various awards. Wekie is also regularly featured and interviewed by the media such as The New Paper, LianHe ZaoBao, The Straits Times, LianHe WanBao, Radio 95.8FM and 97.2FM and is fluent in Mandarin.

Introduction

All successful organisations and businesses require people who can negotiate well. The art of effective negotiation forms the foundational basis for the expansion of a business as well as consolidation of its position.

Effective Negotiation Skills is thus aimed at allowing the participants to effectively resolve issues and implement solutions through the understanding of how people make decisions as well as the enhancement of their ability to gain distinct advantages during the negotiation process.

Incorporating Neuro-Linguistic Programming principles and techniques, the participants will definitely find this intensive and dynamic course a refreshing and empowering experience.

Key Takeaways

Upon completion of this workshop, participants will be able to;

• Use of a proven framework to manage negotiation events
  
• Apply techniques to uncover needs versus wants and interests versus positions
• Apply specific influencing skills to move the negotiation towards a win-win direction
• Establish a Best Alternative to a Negotiated Agreement (BATNA)
• Practice and integrate skills to arrive at a win-win outcome
• Effectively structure the negotiation process for individual and team
• Display dynamic negotiation and psychology for the win-win outcome
• Create an image persona in presenting offers
• Use various elicitation techniques to derive alternative and solutions
• Utilise various NLP techniques throughout the training

Who Should Attend

All corporate professionals and individuals who need to negotiate with business associates, vendors, customers and colleagues in any setting.

Programme Outline

• The Mind-Set, Behavioural Traits and Skills-Set of an Effective Negotiator
  
• Knowing and Understanding Your Negotiation Abilities and Qualities
• Negotiation Process Versus Content
• Preparatory Tactics Management: Timing and Setting
• Diagnose Explicit and Hidden Needs Versus Wants: At Organisational and Individual Level
• Control The Time, Place, Person Negotiation Climate
• Questions and Statements to Reinforce Common Ground, Needs and Interest
• How to Communicate in Negotiation?
• Body Language During Negotiation for Greater Advantage
• Listening Skills to Improve on Negotiated Results
• Managing Critical Questioning and Answering Techniques
• Internal Team Control Signals for Team Negotiation
• Understanding What is BATNA
• How to Apply Opening Tactics n a Negotiation
• How to Choose from The General Tactics to Move Your Negotiation Toward the Desired Direction
• How to Apply Counter Tactics in Different Settings
• Steps for Concession-Making and Gaining
• Positive Signals to Close the Negotiation
• How to Handle Difficult Negotiators

Methodologies

• Employ powerful and dynamic presentations techniques that will increase knowledge, enhance learning, heighten motivation and awareness
• Include role play sessions and other experiential activities to make learning more effective and real
• Include interactive tools to “probe the comfort zone”
• Include group discussions and feedback to maximise the participants’ learning abilities

Programme Trainer

Wekie is an established regional Trainer, a sought-after Speaker, a published author as well as a Professional Excellence Consultant. In training, Wekie provides realistic cases to enhance participants' learning and application of the different skills.

He is a Bilingual Neuro-Linguistic Programming Trainer, Master Practitioner and Design Human Engineer. Wekie is also a Graduate and Practitioner in Mind Mastery and an American Management Association Certified Trainer. He is a Distinguished Toastmaster, Public Speaking Contests winner and has served as Division Governor in addition to receiving various awards. 

Introduction

The face of any organisation is the sales force. How the sales force thrived in the competitive market can determine the success or demise of the business. It is not unusual that companies spend a significant amount of time and money on recruiting and managing an efficient sales force. Despite the effort, it is not always so easy to ensure that the sales force can consistently deliver results and overcome challenging situation in the sales environment.

This program is structured to ensure participants learn the techniques and proven methodologies to manage a sales force effectively. It will also empower the participants to confidently lead a sales team to optimise results in the long term.

Key Takeaways

Upon completion of this workshop, participants will be able to;

• Have an fundamental overview of managing a sales force effectively
  
• Acquire proven techniques, tools and tactics to apply in the sales team management strategy
• Able to confidently lead an effective sales team using the knowledge obtain from this course
• Able to structure a concise framework to efficiently communicate, control and measure sales performance to deliver positive results

Who Should Attend

This workshop will benefit Senior Executives and Managers who primary goal is to manage the sales force effectively to achieve sales results. It is also suited for those that aspire to manage a sales force in their future career. 

Programme Outline

• The role of a sales leader
  
• What does sales force management really mean?
• What do sales people want from their leaders?
• Defining roles and territories
• Sales territory management and alignment
• Determining the size of the sales force
• How to structure a sales force to be efficient
• Designing a sales force for strategic advantage
• How to recruit the right sales team
• Evaluating the appropriate training techniques to train the sales force 
• Conducting a training needs analysis
• How to be an effective sales coach
• GROW model for coaching
• Sales management vs sales leadership
• Effective team sales leadership
• Devising the right sale compensation plan
• Creative ways to reward the sales force
• Developing an incentive scheme for the sales force
• How to equip the sales team in customer understanding
• Sales targeting tactics
• Leveraging on data and sales tools
• Utilising CRM tools 
• Sales forecasting
• Goal setting using SMART on customers
• Setting KPIs for the sales team 
• Performance measurement and tracking for the sale team 
• Coordination and control of workflow within the sales force
• Managing channel of internal and external communication
• Stakeholders mapping and understanding 
• Managing virtual sales team
• Managing difficult personalities within the team
• Handling culture considerations and diversity
• How to motivate the sales force to achieve consistently
• Managing expectations to excel

Methodologies

This is an interactive workshop with trainer facilitation, video, group discussions, Q&A, mini presentation and practical activities. 

Programme Trainer

Clement Ng is an experienced “think out of the box” commercial trainer specialising in sales, marketing, strategy and entrepreneurship. His wealth of experience was garnered from over 20 years of corporate leadership positions within major listed companies and multinationals. He has trained and mentored hundreds of executives and professionals in companies such as Mars/Masterfoods. Swarovski, Indesit Co, Hong Leong Asia, Groupe Seb. These companies owned global brands that shape the lives of many.

Clement was privileged to have worked across the Asia Pacific Region and spent a significant amount of time managing businesses across multicultural structures. He championed many initiatives and led numerous million dollar projects that resulted in “Best Practice” recognition.

He left his last role as a Regional Director of a global multinational to explore and fulfil his passion for training. He has a keen desire to share his broad commercial knowledge and practical know-how to impact learners and transform their work performances to achieve greater heights.

Clement graduated from Queensland University of Technology with a Bachelor of Business (Double Majors: Marketing & International Business) and achieved his MBA (Double Majors: International Marketing & Financial Management) from University of Western Australia. He was awarded the Advanced Certificate in Training and Assessment (ACTA) by the Workforce Development Authority, Singapore and is also a certified Ministry of Education trainer. Throughout the course of his corporate career, he has also attained numerous certifications in Leadership, Category Management, Project Management, Pricing Strategy etc…

Introduction

When conducting sales presentations we are often faced with the challenge of how to transfer our value proposition to an audience that is impatient, easily distracted or overwhelmed with too much information or options.

In order to persuade and convince our audience, we need to gain their attention, simplify our proposition and ignite their emotions in a way that makes them move towards our goal. The impact of storytelling and how it helps to gain interest, attention and ignite the emotions that influence buying behaviour will be covered in this workshop

Key Takeaways

Upon completion of this workshop, participants will be able to;

• Appreciate the fundamentals of preparation and delivery
  
• Apply the five-step approach to persuasive presentations
• Learn the power of storytelling in persuading the audience
• Apply storytelling in order to engage and influence the audience

Who Should Attend

Sales, advertising executives, managers and anyone who promotes a product or service

Programme Outline

• Fundamentals of Effective Sales Presentations
  
• How to structure your presentation
• The five-step approach to making a great presentation
• The art of storytelling and its impact on the audience
• Stories for introducing a product or company
• How to present an introductory story
• Product story- talking about the attributes and testimonials
• Presenting product stories to convince customers

Methodologies

• Talk supported by the powerpoint presentation
• Case studies of successful people and how they employ storytelling
• Practice sessions involving the application of storytelling
• Group discussion and evaluation by the trainer

Programme Trainer

James is a trainer, PR consultant and author. The co-creator of Singapore’s comic icon ‘Mr. Kiasu’, He has co-written a series of comic books as well as authored books on his military experience. He develops comic strips for magazines and writes scripts for various media. His recent book entitled ‘On a Street in Singapore’ was featured in the Sunday Times’ best seller list and was awarded the Reader’s choice award 2011.

James is also a certified EQ trainer and enjoys working with corporations, charity organizations, schools, youth groups and helping individuals to achieve their personal potential.

Quotes from Clients/Participants
“James is able to relate to the audience at a personal level, he employs real-life case studies to teach, inspire and motivate each individual to explore his personal creativity”
Eric Mak, Director, Atlas Associates S Pte Ltd

Introduction

Effective Tele-Marketing is an intensive workshop that will enable the participants to be aware of having the right attitude and telephone techniques in getting deals, sales or orders as well as improving customer relationships. They will also gain much greater perspectives into the importance of building the right corporate image by having the service mindset, the type of customers they are interacting with as well as how they can further powerfully enhance their telemarketing skills for long lasting and satisfying impact on their customers.

Key Takeaways

Upon completion of this workshop, participants will be able to;

• Apply telephone strategies to close deals and improve sales results
  
• Employ effective telephone marketing techniques with confidence to build rapport
• Display the right attitude and service mindset in servicing customers
• Utilize various NLP techniques for better quality customer relationship
• Learn how to manage conflict and objections of customers through phones
• Experience increased competency in handling difficult types of customers
• Provide distinctive deals and sales service to customers from the heart using telemarketing methods
• Enhance the positive value and professional image of the organisation
• Create a delightful phone experience for the customers to boost their satisfaction
• Increase professional productivity through positive customers interaction via the telephone

Who Should Attend

Businessmen, general managers, marketing managers, sales managers, entrepreneurs, customer service managers, sales and marketing executives, retailers. Suitable for participants from any segment of the consumer, business, industrial or service industry who utilise the phone for their marketing and sales

Programme Outline

• How to Prepare Yourself for Effective Tele-marketing?
  
• The Professional and Positive Attributes of a Telephone Marketer and Salesperson
• Understanding the Psychology of Your Customers during the phone call
• The Essentials and Fundamentals for Great Telephone Marketing, Selling and Deals Closing
• Common Telephone Selling Mistakes and How to Avoid Them
• Your Voice: Why does it matter So Much and How can it help?
• Working on the Way You Speak: Making Impressions Favourable
• Winning the Customers’ Hearts and Minds By Adding Value
• Rapport Building with Customers through the Telephone
• Dealing with Conflict and Objections over the Telephone
• Telephone Marketing Strategies for Handling Difficult Customers
• Phone Deals Closing Techniques, Strategies and Scripts
• Persuasive and Linguistic Patterns for Selling and Getting Deals
• Strategies for Quick Thinking Over the Phone
• Projecting a Professional Corporate Image to the Customers and the Public
• Resources to give Customers Even More Positive Satisfying Marketing Experience

Methodologies

Employ powerful and dynamic presentations techniques that will increase knowledge, enhance learning, heighten motivation and awareness.

- Include role play sessions and other experiential activities to make learning more effective and real
- Include interactive tools to “probe the comfort zone”
- Include group discussions and feedback to maximize the participants’ learning abilities

Programme Trainer

Wekie is an established regional Trainer, a sough-after Speaker, a published author as well as a Professional Excellence Consultant. He takes immense interest in the various aspects of human development and the dynamism of its interaction process. He also brings with him more than 21 years of experience in conducting numerous talks, training workshops and keynote speeches for hundreds of multi-national corporations, government agencies, organisations, and schools on a myriad of professional development and life skills. He has trained and spoken to hundreds of organisations and over 100,000 individuals in his seminars, workshops and coaching throughout Singapore, USA, Indonesia, Thailand, Brunei, Hong Kong, Macau, Vietnam and other regions.

He is a Bilingual Neuro-Linguistic Programming Trainer, Master Practitioner and Design Human Engineer. Wekie is also a Graduate and Practitioner in Mind Mastery and an American Management Association Certified Trainer. He is a Distinguished Toastmaster, Public Speaking Contests winner and has served as Division Governor in addition to receiving various awards. Wekie is also regularly featured and interviewed by the media such as The New Paper, LianHe ZaoBao, The Straits Times, LianHe WanBao, Radio 95.8FM and 97.2FM and is fluent in Mandarin.

Introduction

In the modern society where deals making and closing skills are necessary for business and corporate success, professionals are required to equip themselves with the abilities to effectively handle different interacting situations and attend to possible conflicts. Powerful closing skills become vital towards deals that will provide the much needed revenues and funds for their organisations which in turn translates to greater earnings for these professionals.

As such, this intensive course seeks to bring forth the importance of having a set of well-trained deal closing capability and deals winning ability to handle resistance in sales that, when coupled with proper guidance and practice, can both be beneficial to others and enriching for themselves. 

Key Takeaways

Upon completion of this workshop, participants will be able to;

• Understand the fundamental process of deals winning and deals making
  
• Analyze the thinking and communication patterns of others
• Possess greater personal appeal in their communication with others
• Speak convincingly to partners, associates and customers
• Create instant rapport with others for mutual benefits in winning deals
• Be dynamic and effectively respond in the face of pressure
• Assert greater control over the dealing process
• Close deals much faster and with greater purpose
• Be able to better handle the resistance in sales
• Use the various deals closing strategies effectively to win
• Relate personally and build trust in others 
• Handle objections effectively with respect and integrity
• Utilise the various Neuro-Linguistic Programming Techniques in deals

Who Should Attend

Directors, managers and executives with marketing and sales function; staffs and any individuals who want to close more deals in their profession

Programme Outline

• Closing Deals and Building your Success 
  
• How can You Artfully Be Customer-oriented and Customer Conscious in Creating and Opening Deals?
• Confident Deal Making, Winning and Closing
• How to Make Your Customers Communicate to Your Advantage?
• Rapport Building with Your Customers
• How to Add Value to Impress Your Customers?
• Deals Closing Techniques for Mutual Understanding and Winning Benefits
• How to Create Powerful Set-ups to Win Deals Much More Easily?
• Building and Strengthening Relationships with Your Customers
• Proven Objections Handling Techniques and Strategies to Get You Even More Deals
• How to Apply Persuasive and Command Language Patterns?
• How can You Easily Move from Listening to Winning and Closing Deals?
• Ways of Closing Different Types of Deals
• The Winning Secrets of Successful Deal Closers

Methodologies

Employ powerful and dynamic presentations techniques that will increase knowledge, enhance learning,  heighten motivation and awareness.

- Include role play sessions and other experiential activities to make learning more effective and real
- Include interactive tools to “probe the comfort zone”
- Include group discussions and feedback to maximize the participants’ learning abilities

Programme Trainer

Wekie is an established regional Trainer, a sough-after Speaker, a published author as well as a Professional Excellence Consultant. He takes immense interest in the various aspects of human development and the dynamism of its interaction process. He also brings with him more than 21 years of experience in conducting numerous talks, training workshops and keynote speeches for hundreds of multi-national corporations, government agencies, organisations, and schools on a myriad of professional development and life skills. He has trained and spoken to hundreds of organisations and over 100,000 individuals in his seminars, workshops and coaching throughout Singapore, USA, Indonesia, Thailand, Brunei, Hong Kong, Macau, Vietnam and other regions.

He is a Bilingual Neuro-Linguistic Programming Trainer, Master Practitioner and Design Human Engineer. Wekie is also a Graduate and Practitioner in Mind Mastery and an American Management Association Certified Trainer. He is a Distinguished Toastmaster, Public Speaking Contests winner and has served as Division Governor in addition to receiving various awards. Wekie is also regularly featured and interviewed by the media such as The New Paper, LianHe ZaoBao, The Straits Times, LianHe WanBao, Radio 95.8FM and 97.2FM and is fluent in Mandarin.

Introduction

Managing key account the right way is a critical function of any customer-oriented business. Selling to these existing customers is one of the biggest untapped opportunities for revenue growth. In fact, top performers in key account management experience significant revenue growth, higher profitability and greater year on year customer satisfaction.

This course is structured to enable participants to acquire the critical knowledge and skills needed to turn customer growth opportunities into growth realities. Participants will learn proven methodology and techniques in key account management that will allow them to systematically break new grounds.

Key Takeaways

Upon completion of this workshop, participants will be able to;

• Understand how to develop key account management framework
  
• Understand what it takes to manage key accounts
• Learn innovative techniques to acquire deep customer understanding
• Learn critical tools to drive growth with key accounts
• Learn goal setting and segmentation methodology on key accounts
• Learn to develop a customer business plan
• Learn performance review techniques and refinement on the business plan
• Increase rate of success to achieve desired results with key customers

Who Should Attend

Executives, Managers, Supervisors, Team Leaders, Frontline and Support Staff from diverse industries

Programme Outline

• Introduction
  • Training objectives
  • Learning outcomes
  
  
• Definition and Model
  • The rationale behind KAM: Why is it essential? How does it contribute?
  • Learn the difference between traditional selling
  • How to create/understand the vision, objectives, benefits?
  • Learn about KAM model
  
  
• Roles & Competencies
  • What are the attributes that a key account person should have?
  • Mindset: understand the key account mentality
  • What are the accountabilities & competencies
  
  
• Customer Understanding
  • Understanding customer’s organisation
  • Learn how to identify needs & objectives
  • Understand the buying process of the customers
  • Understand why decision making is important
  • Leveraging on SWOT
  How do we use the Empathy Map to understand our customers?
  
  
• Customer Understanding part 2
  • Techniques to create Rapport building
  • Learn questioning techniques
  • Understand how active listening works
  • Reflection on the 1st-day workshop
  
  
• Selection & Prioritization
  • How to optimize the selection process?
  • Learn segmentation methodology
  • What are the Growth Strategies to use?
  
  
• Defining Goals
  • Learn techniques for setting goals
  • How to maximize success with these goals?
  
  
• Business Planning
  • Understand the importance of a customer business plan.
  • What to include? Ability to create one.
  
  
• Alignment & Value Creation
  • Learn how to communicate the value
  • Understand the steps to create value
  
  
• Execution
  • Learn techniques on effective execution
  • Enforce key account managers as leaders. How?
  
  
• Performance Review
  • Learn new ways of effective performance measurement
  • Making adjustment. How? What?

Methodologies

Lecture, Group discussion, Questionnaires/ Self-evaluation, Videos, the Hands-on exercise.

Programme Trainer

Clement Ng is an experienced “think out of the box” commercial trainer specializing in sales, marketing, strategy and entrepreneurship. His wealth of experience was garnered from over 20 years of corporate leadership positions within major listed companies and multinationals. He has trained and mentored hundreds of executives and professionals in companies such as Mars/Masterfoods. Swarovski, Indesit Co, Hong Leong Asia, Groupe Seb. These companies owned global brands that shape the lives of many.

Clement was privileged to have worked across the Asia Pacific Region and spent a significant amount of time managing businesses across multicultural structures. He championed many initiatives and led numerous million dollar projects that resulted in “Best Practice” recognition.

He left his last role as a Regional Director of a global multinational to explore and fulfil his passion for training. He has a keen desire to share his broad commercial knowledge and practical know-how to impact learners and transform their work performances to achieve greater heights.

Clement graduated from Queensland University of Technology with a Bachelor of Business (Double Majors: Marketing & International Business) and achieved his MBA (Double Majors: International Marketing & Financial Management) from University of Western Australia. He was awarded the Advanced Certificate in Training and Assessment (ACTA) by the Workforce Development Authority, Singapore and is also a certified Ministry of Education trainer. Throughout the course of his corporate career, he has also attained numerous certifications in Leadership, Category Management, Project Management, Pricing Strategy etc…

Introduction

Most sales models are based on a paradigm that no longer exists. The marketplace is becoming increasingly competitive with both new market entrants and established competitors undercutting prices. Clients are also information-rich which means they are constantly trying to turn salespeople into commodity suppliers.

This training is aimed at showing how to confidently deal with these pressures allowing them to successfully sell in this market environment. It allows them to fast-track trust building to put themselves in a position of influence with the prospect. They also learn the latest research on the science of persuasion to confidently move toward confirmation of the sale.

Key Takeaways

Upon completion of this workshop, participants will be able to;

• The ability to create greater trust in a business relationship. Participants will learn how to quickly build trust with new prospects.
  
• How to confidently sell in a market driven by competitor undercutting.
• How selling has changed from a problem-solving focus to a problem-identification focus.
• How to re-position themselves in the customers’ eyes from ‘salesperson’ to trusted buying adviser – not just a product expert, but an industry expert.
• The ability to create and apply leverage so that they can influence the customer’s buying criteria, priorities and process.
• How to use higher-level communication skills to better understand your customer; allowing them to create and promote packages that clients will perceive as uniquely suited to them.
• Using sales stories to articulate your USPs and pro-actively deal with objections. 
• The ability to build a client’s confidence in their buying decision. How to assist a client to buy – without resorting to traditional ‘closing’ techniques which usually just heighten customer resistance.

Who Should Attend

Salespeople – both novice and experienced – will learn new strategies and techniques in this program.  It is particularly useful for professionals in high-tech sales (medical, scientific, computer, etc) who do not come from a sales background.

Programme Outline

• Module 1: The skill-set of a successful salesperson in today’s market
  - The skills a salesperson must have to succeed long-term
  - Selling to post-internet buyers
  - Becoming an industry expert – making you the unique perceived benefit
  
  
• Module 2: The consultative sales process
  - The new role you need to fill for your clients
  - Building trust
  - Ways to build trust faster with clients
  - Identifying your connections with clients
  
  
• Module 3: Mastering the sales conversation 
  - Use of non-verbal communication to build rapport, draw & hold the attention
  - Moving from information transfer to sharing insights
  - Moving from problem-solving to problem identification
  
  
• Module 4: Pro-Active Sales Skills
  - Applying active listening skills
  - Identifying insightful questions
  - The 4 rules for using questions in a sales process
  
  
• Module 5: Articulating your Point of Difference
  - Identifying Century Link’s USPs
  - Using power phrases to articulate these effectively
  
  
• Module 6: Putting yourself in a position of influence
  - Facilitating the buying – and selling – decision
  - Altering or re-prioritising the buying criteria
  - Influencing the client’s buying process to better suit you
  
  
• Module 7: The science of influence
  - The 18 influencing tools and how you can use them 
  
  
• Module 8: Creating and using leverage
  - Understanding your value to the client & how to improve it
  - Becoming ‘indispensable’ to your clients
  - Understanding – and utilising – your client’s systems
  
  
• Module 9: Maximising the objection opportunity
  - Appreciating objections as a sign of buyer interest & reshaping your approach to suit
  
  
• Module 10: Emotional intelligence
  - Understanding and working with your client’s emotions
  - Understanding and using your emotions
  
  
• Module 11: Decision facilitation
  - Why it’s harder for people to make a decision in today’s world – and what you can do to give them the confidence to say yes to you
  
  
• Module 12: Action Plan
  - Action Plan Moving Forward
  

Programme Trainer

Kevin Ryan is an experienced conference speaker, workshop leader, facilitator and MC. He has twenty-five years of experience as a corporate trainer and fifteen years experience as a professional speaker.

He speaks at conferences and seminars across Australia, New Zealand, Asia and in the UK specialising in the areas of sales negotiations, customer service, humour in business and communication skills. His clients include large corporations, government departments, and small to medium size enterprises.

He has co-authored nine books on business communication skills and humour in business that are used extensively throughout Australia, New Zealand, Asia, the UK and South Africa. He writes regular columns on communication skills, sales & customer service and humour in business for a number of industry magazines. He is the creator of the TILT! Selling program.

Introduction

The course is customised to provide participants with comprehensive knowledge of the required skills needed for negotiation. Negotiation is an essential skill, which we use, in both our professional and personal lives. The activities planned for the workshop are designed to provide the participants with the added advantage of being better prepared for any negotiation and be poised for success.

In order to fully reap the benefits of this workshop, participants intending to sign up for this course should be acquainted with the basics of negotiation.

Key Takeaways

Upon completion of this workshop, participants will be able to;

• Recognise the importance of preparing for the negotiation process, regardless of the circumstances
  
• Master the core ‘people skills’ needed for a successful negotiator
• Identify the various negotiation styles
• Develop strategies for dealing with tough or unfair tactics
• Gain awareness in developing alternatives and recognizing options when negotiating

Who Should Attend

Professionals, managers, leaders, those in supervisory roles and individuals who are keen to enhance their negotiation skills.

Programme Outline

• Types of negotiation styles
  
• Co-operative vs. aggressive styles
• Applying positional bargaining
• Setting the stage for success
• Principled negotiation
• 4 phases of negotiation
• Overview of the negotiation formula
• Understanding the difference between negotiating and bargaining
• Key attributes of a successful negotiator
• Applying communication skills, creative thinking and problem solving concepts
• Preparing for negotiation like a professional
• Stages of preparation
• Understanding the right techniques
• Team vs. Individual preparation
• Communicating the right way
• Active listening
• Asking questions
• Probing techniques
• Displaying the right body language
• Bringing together posture, eye-contact and mirroring
• NLP strategies for use in negotiation
• Developing rapport
• Matching and mirroring
• Establishing an inner map
• Managing oneself
• Managing your fear
• Researching your side
• Researching the other side
• Negotiation details that cannot be missed
• Preparing documentation
• Setting the time and place
• Environmental factors
• Getting off to a good start at the negotiation table
• Connecting with the other side
• Finding common ground
• The bargaining stage
• 4 techniques for negotiation success
• Moving beyond ‘No’
• Breaking the impasse
• Getting to ‘Yes’
• Moving from bargaining to closing
• Techniques for the experienced negotiator
• Formal vs. informal agreements
• Types of negotiation solutions
• Awareness of possible solutions
• Building a sustainable agreement
• Getting consensus
• Practical Application
• Bringing together the concepts and techniques shared

Methodologies

• Trainer-led discussion
• Group brainstorming and presentation
• Individual and pair activities
• Case studies
• Role play

Programme Trainer

Kevin Ryan is an experienced conference speaker, workshop leader, facilitator and MC. He has twenty-five years of experience as a corporate trainer and fifteen years of experience as a professional speaker.

He speaks at conferences and seminars across Australia, New Zealand, Asia and in the UK specialising in the areas of sales negotiations, customer service, humour in business and communication skills. His clients include large corporations, government departments, and small to medium-size enterprises.

He has co-authored nine books on business communication skills and humour in business that are used extensively throughout Australia, New Zealand, Asia, the UK and South Africa. He writes regular columns on communication skills, sales & customer service and humour in business for a number of industry magazines. He is the creator of the TILT! Selling programme.