Training Courses

Different customers have different personal needs that require different sales approaches. Successful salespeople are able to identify such differences and adopt the right sales strategies that best serve the needs of different customers.

This program provides useful information and tips to help participants recognize the four different types of customers. The participants also learn the likes and dislikes of each type of customers so that they can tailor sales presentation that best addressed the personal needs of the customers.

More and more firms and other organizations have come to the realization that one of the most valuable assets is the brand names associated with their products or services.  In an increasingly complex world, individuals and businesses are faced with more and more choices but seemingly have less and less time to make those choices.  The ability of a strong brand to simplify consumer decision making, reduce risk and set expectations is thus invaluable.  Creating strong brands that deliver on that promise, and maintaining and enhancing the strength of those brands over time, is thus a manageme

What Is Unique About This Programme:

  • Unique P.E.A.N.U.T selling process Easy to work with, Fun to work for
  • Simple Simple messages that can be learned easily and registered instantly
  • Practical Developed based on 26 years of Asian regional experience that is highly applicable in Asian business practice.

Here is a sales orientated program that is blended with lecture and case studies. It uses a Darwin process to rid fear, phobias and limiting beliefs and sciences of Hypnosis, NLP, Manifestation Science and Scientific Meditative Techniques. It includes simulations, breakout sessions, sales games and group discussion. Participants will formulate their 90 days mind-set goals and milestones via mind programming techniques.

There is a saying, “It costs five times more to look for a new customer than to retain one” has always proven to be true when companies ended up in improving their customer base the wrong way. With the costs of selling on the ever increase, it is more prudent for organisations to look inward to a sound customer retention plan, one that looks into looking into the interests of the existing customers with the ultimate aim of increasing sales through repeats or referrals.

A business deal should not be considered a “done deal” until payment for goods and services is collected. However, customers for their own reasons sometimes miss their payment obligations. It is the role of a professional debt collector to persist and to use the best possible technique and strategy to get the payment due settled. 

In this 1day workshop you will learn techniques and strategies that will improve your performance in the profession of collections.

Recent studies on employees have shown that the quality of their engagement can determine their business performance and be translated into shareholder value

This programme is designed to help senior executives and managers identify the drivers of engagement in their staff and work with them to build a culture of engagement in their organisation.

Information plays a vital role in the business world. An individual’s ability to capture information and report it accurately is a very valuable asset. This information is usually reported in a business report. A well-prepared business report will provide complete and accurate information about an aspect of a company’s operation. The format of a business report may vary from a brief informal report intended for an in-house use to a voluminous formal report intended for public distribution.

Getting referrals is a great way to grow your business. Salespeople who generate at least 25% of their business from referrals make on average more than 4 times the amount of salespeople who don’t.
 

There is a saying: “It costs five times more to get a new account than to keep one.” This maxim holds true especially when we are operating in a very competitive environment; and where companies are finding ways to reduce selling costs. It is with this purpose in mind that this program has been designed to help companies to manage their “key accounts” effectively before it is lost to the competition. It is without doubt that competition is fast becoming fierce everyday – just ask any sales personnel.

Sales management is a particularly difficult job as it is one of the few relationships in business where the Manager rarely sees the staff. It is usually management at a distance. This often creates motivation and morale problems in the sales team.

At the same time, competition is increasing in all markets as supply outpaces demand and products and services can be quickly copied. Supply is increasingly international so Sales Managers cannot just worry about domestic competition.

What would you do when competition heats up? The importance of specialized selling skills in a fast-paced industry demands that sales personnel not only possess the ability to just sell, but also have the attitude, knowledge and skills to communicate and influence their clients and prospects on a behavioral level. This means that you need to have sufficient exposure to the intricacies of human psychology to effectively communicate with the subconscious mind of your clients.

“Why prospects object? Are objections real?

Objections raised by prospects have always been the bane for many sales professionals. Sales have been lost not due to lack of trying but in many cases, lack of planning and preparation. Once an objection is raised and the sales personnel is unable to respond convincingly, the sales is lost and he/she becomes demoralised.

The power of thought is that whether you think you are a winner or whether you think you are a loser you are right either way. People who achieve more in life and attain more success have one significant thing in common – they have a very strong positive mental attitude about themselves and things that are happening around them. 

Positive thinking is a mental and emotional attitude that focuses on the bright side of life and expects positive results.

Prospecting is like breathing. If we stop prospecting, we will soon be out of business. On the other hand, generating new sales leads is perhaps one of the most challenging aspects in selling. There is increased competition for the attention of prospects. Special skills are required to improve our chances of success. Gaining access to high level prospects is difficult and requires a special approach.

It has often been said in the sales fraternity, "You may have a very good product, but when you cannot present, you have lost the sales." Sales professionals today must equip themselves on what to say and what not to say. Buyers want to hear benefits, but more than often, we hear sales personnel selling features.

Beyond the “Ho-Ha” and feel good sessions, it is time to get back to serious selling. Selling is not just a feel good reactive business but a proactive one that requires a lot of preparation. It is about good planning, visionary strategy and precise approach to problem solving of clients’ needs. Selling is not about price or merely promoting the superiority of a product. It is about selling value that helps clients in their business.

Effective negotiation skills are indisputably essential in the arsenal of every top-notch corporate sales performer. Without this ability to connect with others, work at the office is stagnant, cooperation is sluggish and projects / sales deals can be scrapped. This workshop involves the best-kept sales secrets from the field of human behavior pertaining to one-on-one communication and the subtle art of psychological influence.

  • Know your internal & external factors that will affect your selling activity.
  •  The business definition of your company
  •  Why should the customers do business with you?
  •  How do you start selling? It’s in the attitude
  •  What the customer would like to know. (role-play)
  •  Your credo in selling in tough times.

To grow your business, you need a marketing plan. The right marketing plan identifies everything from 1) who your target customers are to 2) how you will reach them, to 3) how you will retain your customers so they repeatedly buy from you.

You may have the best product in the market but when your presentation lacks colour, you have lost the sales.

Did you know that most companies lose 10%-40% of their customers each year? Or a complaining customer can be much more valuable than a non complainer. Or recovered customers can be worth as much as 10 times more than new customers. It is alarming that most companies don’t know how to identify the high percentages of their customers who are at risk and may defect. Despite the headline, complaints management is serious business.

In this developed world where information is easily available, the days of hard and aggressive selling techniques are over. Buyers will only buy something that will benefit them. Sales consultants therefore have to be seen as a solution solver rather than a mere salesman in order to win business.

This programme is designed to help those who are sales professionals to hone their skills so that they will become problem solvers that customers will trust and do business with.