Sales and Marketing

62%OFF
Winning Strategies For Key Accounts ,
 Winning-Strategies-For-Key-Accounts-HRDF-Trainings

Introduction

Acquiring – and keeping – major accounts has to be one of the most pressing priorities for any forward thinking business. Most companies are operating in an increasingly crowded market space. For most reducing prices to compete is simply not an option as survival in today’s market place is dependent on many more elements than price alone.

The difference between simply supplying goods and service as a vendor and working with the customers as partner and problem solver is what separates highly successful salespersons from their peers. Selling environments are becoming increasingly complex and, in particular, the difficult trading conditions in recent years has meant that there are now more people involved in making the decision than ever before. Where numerous people are influencing the outcome of a sale, identifying and gaining access to these decision makers is an essential part of a successful strategy. Existing customers and long-term contracts are the most important revenue stream for most organisations

“Be prepared, luck is where preparation meets opportunity.”~Randy Pausch

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Learn what really counts in the sales process
  • Identify the multiple key decision makers in the account and how to engage with them
  • Understand how Key Account decision makers are motivated to make their decisions
  • Identify all key factors working for and against you
  • Develop strategies to move forward the business with key account

Benefits of winning account strategies for key accounts:

1) Your salespeople:

  • Become more efficient at generating higher revenues more quickly
  • Learn critical strategies and tactics for acquiring-and keeping-new business
  • Increase their effectiveness by becoming strategic, knowledgeable, trusted business advisors
  • Leverage their colleagues’ experience with real account situations, contributing to sales success

2) Your customers:

  • Develop lasting relationships with salespeople who understand their business realities and challenges
  • Are provided with solutions that address their specific organizational and personal needs
  • Get their business issues addressed because of the salesperson’s focus on aligned solutions

3) Your organization:

  • Increases its success in winning new business and maintaining customer loyalty
  • Decreases costs through efficient, effective, strategic use of selling time
  • Reinforces organizational goals through its sales strategies

Who Should Attend

This program is suitable for sales personnel and sales managers

Methodology

This stimulating program will maximizes the understanding and learning through lecture, discussion, role plays and practical activities

Module

  • INTRODUCTION & OVERVIEW
  • UNDERSTANDING THE CLIENT’S ENVIRONMENT
  • IDENTIFYING AND ENGAGING EACH KEY PLAYERS
  • INSIGHT ANALYSIS AND DECISION FOR NEXT STEP FOR DIFFERENTIATION
  • DEVELOPING PARTNERSHIP AND POSITIONING FOR LONG-TERM TRUSTED ADVISOR
  • OVERCOMING KEY CHALLENGES: PLAN TO HANDLE SETBACK
Learn More

RM2,600.00 RM1,000.00

  • Availability: in stock
35%OFF
Using Psychological Selling Techniques ,
 Using-Psychological-Selling-Techniques-HRDF-Trainings

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Gain insights into 3 ways people buy
  • Gain Motivation to strengthen your mind set with positive thinking and attitude on the job
  • Master non-verbal aspect positive influences in Selling
  • Understand how people receive information and their thought preferences
  • Handle objections rationally reinforced with emotional and psychological appeal
  • Confirm sales with lesser resistance

Who Should Attend

  • Everyone who is involved with sales, Sales Executives and Managers and aspiring sales people
  • Level for Sales Executives and above

Methodology

This course will be presented using dynamic & highly engaging presentations Fun & Objective-Oriented Simulations, highly interactive facilitation, application discussion to develop strategies, car park for objections soliciting and NLP Installation Strategies

Module

  • FUNDAMENTALS OF SALES PROFESSIONALS
  • FOUNDATIONS FOR SUCCESS
  • PSYCHOLOGICAL TECHNIQUES IN RAPPORT BUILDING
  • HANDLING OBJECTIONS
  • CLOSING THE SALE
Learn More

RM1,300.00 RM850.00

  • Availability: in stock
62%OFF
Think Big, Act Big – You Are The Master Of Your Destiny ,
 Think-Big-Act-Big-You-Are-The-Master-Of-Your-Destiny-HRDF-Trainings

Introduction

When we consider the harsh global business environment it looks like a battle field where the fittest survive and those ill equipped will face the axe. Corporations worldwide are looking for staff who can bring to their corporations not only their expertise but to add dimension to their existing business ventures and towards the next level of growth and expansion. For this scenario to happen, one key group of players, that is, the sales personnel and marketers, occupy a distinct place in the organization. Without their input there would not be production crews and supporting staff at all. In short, it means no sale no production.

Therefore, sales personnel and marketers ought to be aware of their importance and their perception of themselves. Who you think you are and what you can do or cannot do will have serious bearing on the organization. Whether you succeed or fail as a sale personnel or marketer depends very much on whether you have vision of success and excellence, and how motivated or charged you are to take the bull by its horn in this brutal business environment. This highly powered training (which is not for the faint hearted) is specially geared toward developing your mind set for the challenge in the market place, nothing short of empowering you to perform exceptionally and distinctively well. This seminar will help you undergo a major mind-shift that enables you to accept tall orders from your organization for reason you had attended this seminar.

This course is also suitable for people from all walks of life who desire to maximize their life’s potential and at the same time impacting others. A highly charged motivating seminar that will propel individuals from different vocation and background to be high achievers and prepare them to challenge the status quo.

“Think Big, Act Big: You are the master of our destiny” is an impactful, stimulating and motivating seminar which sales personnel and marketers should not miss. The highly charged speaker is going to impart practical ideas, techniques, and principles that will enable you to excel and perform beyond your status quo to another level of excellence. In short, this training is geared toward unlocking your potential and generate unlimited capacity for success and achievement.

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Develop a mentality that will propel to greater height.
  • Fight negativity and build your belief system to take on difficult situation.
  • Develop right attitudes to win and not to fail.
  • Build a dynamic purpose and goal to reach the peak.
  • Cultivate the passion and creative thinking needed to move forward.
  • Perceive difficult situation in the right perspective.
  • Stop worrying and build faith to take the bull by its horns.
  • Harness the power of belief in oneself to achieve his goal.

Who Should Attend

It is highly recommended for those in the sales and marketing where self-motivation is the order of the day. This training is also suitable for line leaders, supervisors, executives, managers, etc. Those from other vocations or self-employed will greatly benefit from this training as well. In short, this program is suitable for people from all walks of life who want to make a difference in their life and their world at large.

Methodology

A highly charged interactive program whereby the trainer will be engaging with participants to gain a better insight into the subject matter.

Module

  • DEVELOP A WINNING MENTALITY
  • DEFEAT NEGATIVITY AND DISBELIEF IN YOU
  • CULTIVATE POSITIVE ATTITUDES FOR SUCCESS
  • ESTABLISH YOUR PURPOSE AND GOAL
  • THE POWER OF BELIEF IN YOURSELF
  • RIGHT PERCEPTIONS OF DIFFICULT SITUATIONS
  • FIGHT WORRY AND FEAR
  • PASSION AND CREATIVE THINKING TO AIM HIGH
Learn More

RM2,600.00 RM1,000.00

  • Availability: in stock
62%OFF
The Trusted Advisor – Strategic Key Account Management In Action ,
 The-Trusted-Advisor-Strategic-Key-Account-Management-In-Action-HRDF-Trainings

Introduction

“We want every single dollar of the client’s budget,” that’s the CEO’s battle-cry. To achieve that objective, romancing the customer by solving their problems is the best strategy. Selling solutions to their problems is now a better alternative to selling products. This program goes straight into managing key customers — the nuts and bolts, the how-to’s, the processes, the standard operating procedures — so that every sales efforts ends in confirmed orders by customers, and no sale slips through the fingers

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Understand the differences between being product centric and solution centric
  • Understand why people buy only what they want to buy, and when they are ready to buy
  • Learn how to make prospects call you and say they want to buy from you
  • Discover the various “pull” prospecting strategies
  • Understand the power of industry associations
  • Learn how to tap on the power of Centers of Influence
  • Discover how to create credibility in prospects’ minds
  • Learn the various tactics of benefit selling
  • Put on your customer’s hat and experience what they go thru in a buying process
  • Be introduced to Strategic Selling — basis of executive level professional selling
  • Learn how to turn business-to-business selling into a science and a project
  • Learn the Strategic Sales Process
  • Identify key players in a complex buying situation
  • Learn the S.U.S.U. model
  • Learn how to gain access to the key decision maker
  • Know how to diagnose a prospect’s problem or pain
  • Learn how to help prospects see (and admit that they have) problems
  • Learn how to tactically diagnose prospects’ problems that your products / services can solve
  • Develop the problem cycle within the organization
  • Learn what to do if the prospect favors your competitor
  • Learn how to handle (and change) prospects’ specification lists that were developed by your competitor
  • Be introduced to the Tactical Sales Process — the Pain-Pleasure Tactical Selling Model
  • Understand the psychology of objections
  • Learn how to analyze the John Hammond objection busting strategy
  • Know how to deal with “price” objections
  • Learn how to manage the sales process as a project
  • Know how to help customer reach final decision

Who Should Attend

This course is designed for Sales persons, sales managers, marketing managers. In short, your entire sales and marketing team

Methodology

This course is essentially participative and practical, emphasizing learning through experience, both from structured activities on the program eg. Individual exercises, group exercises / discussions, peer-teaching activities, case studies, role plays, role modeling, humor, kinesthetic exercises, super learning inducement / stress release exercises, subconscious mind conditioning activities and video clips

Module

  • SMALL GROUP DISCUSSION: CHALLENGES & PROBLEMS I FACE WHEN I SELL TO CORPORATE CUSTOMERS
  • STRATEGIC SELLING — BASIS OF EXECUTIVE LEVEL PROFESSIONAL SELLING
  • INTRODUCING CUSTOMER-CENTRIC PROBLEM-SOLVING SOLUTION SELLING
  • THE F2F (FACE-TO-FACE) TACTICAL SALES PROCESS
  • EFFECTIVE COMMUNICATION SKILLS FOR KEY ACCOUNT MANAGEMENT
  • THE PSYCHOLOGY OF OBJECTIONS
  • HELPING CUSTOMER REACH THE DECISION
  • “WE WANT EVERY SINGLE DOLLAR OF CLIENT’S BUDGET”
  • MOMENTS OF TRUTH IN KEY ACCOUNT MANAGEMENT
  • THE CUSTOMER ENGAGEMENT PROCESS
  • COMPLAINTS, COMPLAINTS, COMPLAINTS
  • HOW TO MAKE PEOPLE CALL YOU AND SAY THEY WANT TO BUY FROM YOU –PULL PROSPECTING
  • SETTING UP A SYSTEM TO HARNESS THE POWER OF PULL PROSPECTING
Learn More

RM2,600.00 RM1,000.00

  • Availability: in stock
35%OFF
The Psychology of Winning

RM1,300.00 RM850.00

The Psychology of Winning ,
 The-Psychology-of-Winning-HRDF-Trainings

Introduction

The Psychology Of Winning ( POW ) is a motivational and attitudinal change training programme . This programme will cause the participants to be uncomfortable with their present state of accomplishment and dissatisfied with resting on their past success

The purpose of this programme is to turn failure into motivation and mediocrity into excellence

The basic belief of this programme is that we are responsible to awaken and utilise the potential stored within us. Our past success becomes our enemy if we settle for what we have . Do not let what you cannot do interfere with what you can do. In essence , we must refuse to be satisfied with our last accomplishment or discouraged by our present failure or obstacles because potential never has a retirement plan . It is always there . We must awaken the giant within

Participants will begin to set goal and achieve them when they know how to use the power of their mind to achieve whatever they want in life

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Discover the untapped wealth of your potential
  • Explore the principle keys to realising and maximising your true capacity
  • Learn the principles of peak performance
  • Understand and apply the dynamics of goal setting
  • Activate a permanent change in attitude for better career advancement
  • Erase mediocre thinking and install an excellent positive behaviour
  • Work with everyone as a team in a win-win working relationship

Who Should Attend

This programme would be of great benefit to managers and executives who are in Sales & Marketing, Purchasing, Finance & Accounting, Operations, Business Development, New Product Development and those who are charged with developing and managing the risk management system

Methodology

  • NLP or Neuro Linguistic Programming techniques & processes
  • Individual and small group discussions on case studies and scenario exercises;
  • Experiential learning activities and energizers; and
  • Role-playing & lots of practice sessions

Module

  • AWAKEN THE GIANT WITHIN
  • THE POWER OF GOAL SETTING
  • HOW TO TURN CRISIS INTO OPPORTUNITY
  • POSITIVE SELF MOTIVATION- HOW TO USE THE POWER OF SUB-CONSCIOUS FOR MAXIMUM ACHIEVEMENT
  • THE POWER OF SELF EXPECTANCY
  • THE POWER OF SELF IMAGE
Learn More

RM1,300.00 RM850.00

  • Availability: in stock
56%OFF
The Path To Successful Sales Fundamentals ,
 The-Path-To-Successful-Sales-Fundamentals-HRDF-Trainings

Introduction

Success can only be achieved if one has the right kind of mindset, skills and knowledge to work towards it. This course equips the participants with the necessary fundamental sales techniques required in their dealings with their customers.

How Will You Benefit

Upon completion of this program, participants will be able to:

  • Apply their fundamental sales techniques to boost their sales success rates
  • Adopt approaching customers as a trusted advisor, not just as a seller
  • Better prepare for the sales engagements and follow-up
  • Provide professional first impressions thus creating a better customer experience

Who Should Attend

  • This course is suitable for tenured (less than 3 months) Mid/Junior Sales Managers and Sales Executives, both inside and outside sales.
  • Level for Sales Executive and above

Methodology

This is a highly interactive training program, whereby participants are to gain from the learning points through role-plays, group and pairing activities.

Module

  • WHAT’S IN IT FOR ME? (WIIFM)
  • BE IN CUSTOMER’S SHOES
  • VALUE PROPOSITIONS
  • ELEVATOR PITCH!
  • SPIN SELLING
  • NEGOTIATION & OBJECTION HANDLING
  • CUSTOMER BUYING SIGNALS
  • CLOSING THE SALE
  • PROJECT PRESENTATION AND FEEDBACK
Learn More

RM2,600.00 RM1,150.00

  • Availability: in stock
62%OFF
The NLP Psychological Selling Skills ,
 The-NLP-Psychological-Selling-Skills-HRDF-Trainings

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Develop profitable, long term business relationship with customers
  • Sell more competitively
  • Increase long term profitability
  • Build rapport more effectively
  • Apply NLP psychological selling and marketing skills
  • Be more self-motivated and proactive
  • Learn to read customer’s behaviors

Who Should Attend

  • This course is specially designed for Sales & Marketing Executives, Officers, Representatives, Assistant Managers and Managers
  • Level for Officers and above

Methodology

This stimulating program will maximizes the understanding and learning through lecture, discussion, case studies and practical activities

Module

  • INTRODUCTION TO NLP PROFESSIONAL SELLING AND MARKETING
  • APPLYING WIN-WIN PRINCIPLES TO ACHIEVE SELF-MOTIVATION
  • THE BUILDING TRUST SKILLS
  • DISCOVER CUSTOMER NEEDS – USE POWERFUL FEEDBACK
  • PRESENTATION SKILLS – LEARN THE PSYCHOLOGY SKILLS
  • THE NLP CLOSING STRATEGIES
Learn More

RM2,600.00 RM1,000.00

  • Availability: in stock
62%OFF
The NLP Consultative Selling Training ,
 The-NLP-Consultative-Selling-Training-HRDF-Trainings

Introduction

This program is specially designed for professional in medical sales ,marketing and promotion to improve their selling and presentation skills.

You will learn powerful Win-Win selling and impactful presentation skills to build relationship and close the sales more powerfully with their clients especially doctors.

This program is aimed to bring out the best in every participants through the art and science of NLP selling and presentation . It will make the participants hungry for sales and eager to meet their sales target.

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Develop profitable ,long term business relationship with clients
  • Apply consultative selling
  • Increase long term profitability
  • Build rapport more effectively

Who Should Attend

This program is suitable for All Sales Personnel

Methodology

This stimulating program will maximizes the understanding and learning through lecture, role-play, case studies and NLP experience learning

Module

  • INTRODUCTION TO CONSULTATIVE SELLING
  • IDENTIFY THE PERSONALITY OF YOUR CUSTOMERS
  • THE NLP BUILDING TRUST SKILLS
Learn More

RM2,600.00 RM1,000.00

  • Availability: in stock
62%OFF
The Grid Principles Towards Thinking Out Of The Box ,
 The-Grid-Principles-Towards-Thinking-Out-Of-The-Box-HRDF-Trainings

Introduction

As the old saying goes, ‘….Entrepreneurs find needs and fill it. Innovators anticipate or create needs and fill it’. Innovation is defined as a new way of doing something or a new stuff that is made useful. It may refer to revolutionary changes in thinking, services, products and processes in particular, plus organization development as a whole. Besides, innovation is also the main route towards differentiation in a service organisation, where it can uphold competitive advantage by creating uniqueness in its services, which is valuable to consumers. This training workshop (through its application of the GRIP Principle) serves to provide your workforces with the tools-set, skills-set and/ or behavioural-sets to sustain organisational competitiveness via competent workforce who are able to think out of the box.
It sets a platform for your workforce to practice the ‘Rear-View Mirror’ method to generate innovative ideas towards attaining excellent service/ product and to implement the right innovation at the right place

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Describe the ‘soul’ of the new consumer
  • Transform market feedback (and feedback from co-workers) into improvement initiatives,
  • Establish effective differentiation strategies by thinking out of the box to build uniqueness in the organisation’s service/ product,
  • Create uncontested market space to make business competition relevant

Who Should Attend

This course is suitable for staff of all levels.

Methodology

This course is essentially participative and practical, emphasizing learning through experience, both from structured activities on the program eg. Role plays, group work, video screening, case studies and discussion from individual experience

Module

  • FIRST SEE, THEN THINK: “UNDERSTAND THE MARKETPLACE – THE ‘SOUL’ OF NEW CONSUMER
  • PARADIGM SHIFT: THERE IS NO FAILURE IN OUR SERVICES, BUT ONLY CUSTOMER’S FEEDBACK
  • THINKING OUT OF THE BOX TO SUSTAIN COMPETITIVENESS
  • MAKE OTHER MARKET COMPETITION IRRELEVANT – INNOVATE THROUGH THE ‘BLUE OCEAN’ STRATEGY
Learn More

RM2,600.00 RM1,000.00

  • Availability: in stock
62%OFF
The GRID Principle Towards Excellent Service / Product ,
 The-GRID-Principle-Towards-Excellent-Service-Product-HRDF-Trainings

Introduction

As the old saying goes, ‘….Entrepreneurs find needs and fill it. Innovators anticipate or create needs and fill it’. Innovation is defined as a new way of doing something or a new stuff that is made useful. It may refer to revolutionary changes in thinking, services, products and processes in particular, plus organization development as a whole. Besides, innovation is also the main route towards differentiation in a service organisation, where it can uphold competitive advantage by creating uniqueness in its services, which is valuable to consumers. This training workshop (through its application of the GRID Principle) serves to provide your workforces with the tools-set, skills-set and/ or behavioural-sets to sustain organisational competitiveness via excellent service/ product.

It sets a platform for your workforce to practice the ‘Rear-View Mirror’ method to generate innovative ideas towards attaining excellent service/ product and to implement the right innovation at the right place

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Describe the ‘soul’ of the new consumer
  • Transform market feedback into improvement initiatives,
  • Establish effective differentiation strategies to build uniqueness in service/ product,
  • Create uncontested market space to make business competition relevant

Who Should Attend

Any crew member who has direct involvement in service/ product development

Methodology

This course is essentially participative and practical, emphasizing learning through experience, both from structured activities on the program eg. Role plays, group work, video screening, case studies and discussion from individual experience

Module

  • UNDERSTAND THE MARKETPLACE – THE ‘SOUL’ OF NEW CONSUMERS
  • THERE IS NO FAILURE IN OUR SERVICES, BUT ONLY CUSTOMER’S FEEDBACK
  • APPLICATION OF DIFFERENTIATION STRATEGY TO SUSTAIN COMPETITIVENESS
  • MAKE OTHER MARKET COMPETITION IRRELEVANT – INNOVATE THROUGH THE ‘BLUE OCEAN’ STRATEGY
Learn More

RM2,600.00 RM1,000.00

  • Availability: in stock
62%OFF
The Customer Mindset Journey

RM2,600.00 RM1,000.00

The Customer Mindset Journey ,
Corporate-Public-Relations-HRDF-Trainings

Introduction

Success can only be achieved if one has the right kind of mindset, skills and knowledge to work towards it. This course empowers the participants to directly improve the customer engagement experience and to create a brand loyalty. This applies to both ‘internal customers’ (colleagues) and external customers.-

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • Position themselves from the point-of-view of customer
  • Realise how important it is to provide solutions to fulfill customer’s needs
  • Present solutions from customer’s perspective
  • Work hand in hand with customer to achieve a win-win situation

Who Should Attend

This course is suitable for Mid/Junior Sales/Customer Service/Sales Ops Managers and Sales Executives, both inside and outside sales

Methodology

This is a highly interactive training program, whereby participants are to gain from the learning points through experiential activities.

Module

  • THE CUSTOMER MINDSET CHALLENGE
  • RING OF COMMUNICATION
  • BEING A PART OF CUSTOMER’S JOURNEY
  • LEND ME AN EAR
  • DISC BEHAVIOURAL STYLES
  • ACTIVE LISTENING
  • ASKING THE RIGHT QUESTIONS
  • THE APPRENTICE PROJECT (BASED ON THE APPRENTICE REALITY SHOW)
Learn More

RM2,600.00 RM1,000.00

  • Availability: in stock
50%OFF
The Customer Mindset Journey

RM2,600.00 RM1,300.00

The Customer Mindset Journey

Introduction

Success can only be achieved if one has the right kind of mindset, skills and knowledge to work towards it. This program empowers participants to directly improve the customer engagement experience and to create a brand loyalty. This program crucially applies to both ‘internal customers’ (colleagues) and external customers.

How Will You Benefit

Upon completion of this program, the participants will be able to:

  • Position themselves from the point-of-view of customer (internal or external)
  • Realize how important it is to provide solutions to fulfill customer’s needs
  • Present solutions from customer’s perspective
  • Work hand in hand with customer to achieve a win-win situation

Who Should Attend

This program is suitable for Mid/Junior Sales/Customer Service/Sales Ops Managers, Team Leaders and Executives

Methodology

This is a highly interactive training program, whereby participants are to gain the learning points through role-plays, group and pairing activities

Module

THE CUSTOMER MINDSET CHALLENGE

  • Participants Are Put Into Customer’s Shoes Via Puzzle Activities
  • Experiencing The Frustrations And Difficulties Of Customers
  • De-Brief On The Activities

RING OF COMMUNICATION

  • Delving Into The 5 Terms In Customer Mindset – Apathy, Sympathy, Empathy, Relationship-Building & Customer Focused

BEING A PART OF CUSTOMER’S JOURNEY

  • Video Of A Customer’s Journey Towards Success
  • Discussion Points On The Video

LEND ME AN EAR

  • Listen And Comment On Audio Recordings Of Sales Conversations With Customers

DISC BEHAVIOURAL STYLES

  • Understanding Customer Communication Styles And How We Can Fit Into Their Styles To Effectively Communicate

ACTIVE LISTENING

  • Using Verbal And Non-Verbal Use Of Language For Active Listening
  • Identify The Key Buying Pain Points And The Potential Unique Selling Point Of Your Product/Solution Can Offer Via Active Listening

ASKING THE RIGHT QUESTIONS

  • Knowing What Makes The Customer Tick. What’s In It For Them?
  • Use The 5Ws And 1H Leading Questioning Technique

THE APPRENTICE PROJECT (BASED ON THE APPRENTICE REALITY SHOW)

  • Group Presentation & Role-Play To The ‘Customer’ On Their Sales Proposal
  • Instant Feedback Given
  • Sealing The Day With Post-Training Action Items
Learn More

RM2,600.00 RM1,300.00

  • Availability: in stock

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