Overview
In today's highly competitive market, it's imperative that the sales team is equipped with the skills to handle objections, identify buyer needs and effectively articulate the benefits of their product/service. Salespeople must be equipped with the essential skills needed to effectively COMMUNICATE, PERSUADE and INFLUENCE clients.
Learn how to keep your pitch simple and concise while retaining maximum impact. Listen emphatically to your prospects in order to ask the right questions and provide them with the answers they never knew they needed – strategically inspire a want for your business.
Most importantly, learn the practical knowledge needed to handle inevitable objections during the cou
rse of sales. Gain the ability to listen, adapt and flip the script on irate prospects in order to make them your clients.
This course focuses on these critical sales techniques and strategies to achieve massive success, including the ability to seize new opportunities and close deals. The program emphasizes the importance of simplifying the sales story, asking the right questions, and selling the product/service based on how it will satisfy the identified needs of the prospect. By mastering these key techniques, your sales team can experience exponential growth and surpass the competition.
Learning Outcomes
By the end of this training course, participants will be able to:
- Develop the great sales person within you to sell with purpose
- Recognize a buying cycle connecting fully to your prospect's desire/ want while understanding the nuts and bolts of a typical sale process
- Be able to assess a sales opportunity, create an appropriate sales cycle, develop a sales strategy and navigate the competition
- Be aware of professional sales body language, building rapport and engagement
- Acquire super probing power where asking better questions can get a sales person to YES!
- Mesmerize with a Unique Selling Proposition, mega credibility and creating massive value
- Tackle and overcome common sales objections
- Deliver presentations that convince, persuade and influence
- Discover the secrets of Emotional Buying Curve and engage in emotional selling to hasten closure and make buyers feel good about their buying decisions
- Produce higher closing ratios using Sales Warrior Hidden Closing Tactics
- Master the Mind to build empowering sales mindsets and to get rid of unsupportive attitude that sabotage sales success
- Develop an action plan to gain loyal repeat customers, find referral opportunities and grow the business with professionalism
Who Must Attend
All professionals who are involved directly or indirectly in sales, marketing, customer service and customer/sales support. It is also aimed at new salespeople or those who have had little or no formal sales development training. This course will enable participants to develop a proactive, dynamic approach to enhance sales performance and achieve sales success.
Course Details
“Selling is a skill & therefore you can learn how to do it if you want to. The most important part of the sale process is getting your brain set up to attract sales rather than drive sales away” - Rachel Khor
Day 1 and 2:
Time: 9 AM - 5 PM
Module 1: 1st STEP - BUILD RAPPORT, CONNECT AND ENGAGE
• Learn about professional sales body language, appearance, grooming, personal hygiene and business meeting etiquette
• Maintain professionalism - how do you position yourself?
• Use powerful Neuro Linguistics Programming techniques to build instant rapport, trust and connection
• Obtain the secret to get attention, engage to gain commitment and create impact in sales pitch
• How to get the customers to listen to you and why should the customer do business with you? Be a solution provider especially in challenging times
Module 2: PROBE - KNOW WHAT THE PROSPECT REALLY NEEDS OR WANTS
• Acquire super probing power - ask the right questions to discover prospects’ needs and wants
• Eliminate the common mistakes made during the question phase
• Get our effective and easy to use questioning toolkit and checklist
• Master the ability to uncover buyer problems that will ultimately determine your sale direction
• The burning question that every customer wants answered
Module 3: APPLY WHAT YOU KNOW TO INCREASE YOUR CHANCES OF SUCCESS
• Give a solution that addresses your prospect’s greatest need or want - define the Real Benefits that sets you part from the rest of your competitors
• Discover Emotional Buying Curve and hot buttons - sell with heart and passion
• Create a compelling and mesmerizing Unique Selling Proposition to allow prospects to experience the truth of your claims why they should buy from your company
• Translate product features into buyer’s benefits and advantages - benefits matched to buyers’ needs and wants
• Breaking through to the real decision maker (how to get past the gatekeepers) by building “Bridges of Influence”
MODULE 4: TACKLE AND OVERCOME ALL COMMON SALES OBJECTIONS
• Interrupt patterns of thinking - use C15A Objection Handling Tactic to convert all objections/disagreements into a deal
• Analyze what’s behind prospect’s words and how to get to the real truth - clarify the real needs and problems
• Handle the objection of price and quality effectively
• Put out the ‘fire’ and melt away all negative emotions
• Develop personalized responses and easy-to-follow strategy to work with a prospect in reaching a commitment to buy
Module 5: DELIVER PRESENTATIONS THAT SELL, CONVINCE, PERSUADE AND INFLUENCE
• Start with 6-step Elevator Pitch and creative openings (social proofs, testimonials and referrals)
• Utilize the top subliminal words for sales and persuade with embedded commands and hypnotic language
• Maximize solid proof, build mega credibility, create massive value, differentiate and create a spin about your products/services
• Improve skills of communication and active listening - restating and paraphrasing to gain commitment
Module 6: PRACTICE THE EFFECTIVE STRATEGIES AND TACTICS TO CONVINCE, PERSUADE AND INFLUENCE
• Use clear, concise and evocative language when communicating to enhance your persuasion skills.
• Practice effective listening, questioning, and responding skills to overcome objections and resistance.
• Establish credibility to build rapport with clients in order to influence their critical decision-making.
• Evaluate relevant arguments and counter-arguments to reinforce your pitch.
Module 7: TIE IT UP - ABC ALWAYS BE CLOSING!
• Why buyers don’t buy and why sales people don’t close?
• Proven ways to end fear of closing and how to move to the close during tough times
• Master some of the most powerful closing tactics to give agility and speed to clinch the sale
• Vendor’s buying signals - how to battle for the prospects’ jobs and get to YES!
• Ensure solid follow up to receive buyers’ referrals, testimonials and repeat business
Module 8: #1 SALES SECRET: YOUR INNER WORLD CREATES YOUR OUTER WORLD
• Learn hot tips to change your state from down to awesome within minutes!!
• Receive our Sales Warrior Belief Crusher that will allow you to recognize your personal blocks and shift you to opportunities
• Learn essential Clearing Techniques to effortlessly eliminate any negativity or unsupportive attitude/behaviour towards sales
• Visualize your sales - master powerful Abundance Affirmations to tap into the enormous capability within you and reprogram your mind for sales success
• Anchor all your wins and celebrate all sales successes as success breeds success
END OF WORKSHOP
Methodology
The following ways and evaluations can be considered to ensure participants obtain maximum result from the workshop:
1. End of Each Day - pair up with a selected partner where each will take turn to summarize and teach partner the day’s main learning points (what they get out of the workshop)
2. Highlight the key benefits of the workshop to each other
3. Explain how they are going to apply and use the knowledge back at work
4. After the Workshop - this partner will become his/her work buddy to remind each other of the learning lessons they can utilize to solve their problems
Course Leader
RACHEL KHOR
• Certified Master Performance Coach (ICF Approved - International
Coaching Federation)
• From DC Psychology International & American Institute of Business Psychology
- Certification in Colored Brain Communication
- Certification in Human Drivers & Motivation
- Certification in Dynamic Speaking
- Certification in Curriculum Development
• Certification in Neuro Linguistic Programming (NLP)
• Certification in Hypnotherapy from London College of Clinical Hypnosis (LCCH)
• Practitioner in Emotional Intelligence and Emotional Quotient
• Professional Facilitator
• Practitioner in Gamification and Experiential Learning
• Attended courses on Clinton Swaine’s Experiential Training “Play To Win”, Sliva Mind Method, Mind Mastery, Laws Of Attraction, Napoleon Hill’s Principles Of Success, Emotion Through Sound & Movement, Breakthrough Program, Money & You, Creativity, Problem Solving, Grooming & Etiquette, Accelerated Learning Techniques, Sales & Marketing, Digital Marketing, etc
Rachel Khor is currently a Master Trainer and Transformation Expert with more than 18 years of training experience in teaching Creativity, Thinking Outside The Box, Analytical Thinking, Problem Solving, Risk Assessment and Decision Making. Her Unique Selling Point is her dynamic and practical approach to training with excellent communication and rapport skills. Due to this she always receives rave reviews and excellent ratings. She trains with her personal brand of positivity, charisma and creativity which greatly motivates her participants to achieve greater heights of accomplishment.
Driven by a passion for delivering awesomeness, she utilizes cutting edge, blended methodology, shares relevant knowledge, and conducts interactive sessions with powerful story telling - all are formulated to achieve results like never before.
Her determination and speed in producing training solutions is one of the key reasons her clients and customers keep coming back to her.
Her research, knowledge and experience made Rachel Khor in the front line within her profession. She utilizes experiential blended training methodologies with gamification to inspire change and bring out the best in every participant.
Participants have described her sessions as inspiring, energetic, interactive yet mind set changing and thought provoking. Her ability to be non-judgmental while supporting the group and upholding its wisdom has allowed her to effectively extract participation in a magical way. Based on the belief that every individual has a core genius and the ability to soar given the right opportunities; Rachel's training breaks limiting beliefs, eliminates unsupportive behavior, overcomes obstacles and cultivates trust across cultures.
She received her training in USA, UK, Australia, Singapore and Malaysia. She has international exposure having worked for both public organizations as well as private companies in Australia, UK, Singapore, Indonesia, Thailand, Malaysia and Qatar.
She has trained under the world famous Millionaire Mindset trainer, Harv Eker where she trained in Master Your Mind and Guerilla Business Intensive. She has also trained under America’s leading management trainer, Blair Singer for Sales Dog Training, Powerful Sales Presentations and Train the Trainer. She has attended courses in Leadership and Change Management from world renown Leadership and Change Management guru, John Maxwell. She is a keen practitioner of Mind Mapping and Mind Power. She has attended the training of some of the best world class trainers, business gurus and leading coaches including Anthony Robbins, Robert Kiyosaki, Blair Singer, Harv Eker, John Maxwell, Dr Eldron Taylor, Jack Canfield (Chicken Soup For The Soul), Jay Abraham, Joel Roberts, Dr Joe Vitale, Arthur Carmazzi among many others.
She mixes no nonsense pragmatic knowledge with years of tested proven strategies and techniques from many disciplines including Neuro Linguistics Programming, Mind Mastery, Positive Thinking/Attitude, Mental Toughness, Coaching, Counseling, Stress Management, Breathing Techniques, Creativity/ Thinking Outside The Box, Emotional Intelligence, Psychology, Cognitive Science, Clearing And Mindset Changing Strategies to make her training courses relevant, result oriented with new ideas and inspiring perspectives.
Testimonies
Investment
| Normal fee |
| Sign up 1 pax |
| Pay before course starts |
| MYR 2,990.00 per pax |
| USD 890.00 |
| Early Bird |
| Sign up 1 person |
| Pay 14 days before course starts |
| MYR 2,600.00 per pax |
| USD 760.00 |
| Group Fee |
| Sign up 3 pax or more |
| Pay 14 days before course starts |
| MYR 2,500.00 per pax |
| USD 730.00 |
Certificate
Upon successful completion of this program, you will receive an Certificate of Achievement.
Payment mode:
1. Online Payment by Credit card: You can opt to register and pay online with our latest payment integration system through our website.
2. Bank Transfer- You can also opt to use GIRO or telegraphic transfer of payment via international banks.
3. HRD Corp Claimable Courses Skim Bantuan Latihan Khas - Applicable to Malaysian Employer Only
Contact us: ITRAININGEXPERT GLOBAL PLT
Tel:+603 8074 9056 | +603 8082 3707
Mobile: +6012 6869 628 | +6018 2175 123