high impact 2-day workshop consultative selling · pdf file · 2017-08-291-2 nov...

1-2Nov2017

60PayaLebarRoad,PayaLebarSquare#10-43,Singapore409051

SINGAPOREKUALALUMPURJAKARTAHONGKONGMANILATOKYONEWDELHIHANOIBEIJING

4 Key Takeaways

2-DAY WORKSHOP

Consultative Selling The art and science of strategic selling

High Impact

1.  Psychology of buying Understandthepsychologyof“buying”decisionsandleveragingthe“buyingprocess”

2.  Articulate your UVP Discoverwhatclientstrulyvalueandar:culateyouruniquevalueproposi:on

3.  Increase wallet size Discoverwhatclientstrulyvalueandar:culateyouruniquevalueproposi:on

4.  High performance habits Develop“bestprac:ce“saleshabits

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High Impact Consultative Selling Theartandscienceofstrategicselling

About the Workshop

Whatdothetop20%ofsalesprofessionalsdothatmakesthemsuccessful?

Theydon’tsell.TheyhelpclientsBUY.Usingthisfundamentalstrategicshi^insellinghasproventobringimmediatesuccessforsalesprofessionalsfrommanyleadingorganiza_onssuchasUBS,CreditSuisse,BASF,KarlStorz,Bayer,WackerChemicalsamongothers.momenta’sHighImpactConsulta<veSellingisdesignedtoguideyoursalesteamtoeffec_velyassistclientsinthebuyingprocess.Byunderstandingthepowerofpersuasivelanguage,thepar_cipantsgoontodevelopstructuredsalesconversa_ons.Developedbytopsalesperformersinavarietyofindustrieswithglobalbestprac_cestoensurethetoolsandcapabili_esareapplicabletoB2B,B2B2Candhigh-valueB2Csalesenvironment.

Learning Objectives >  Understandthepsychologyof“buying”decisions

andleveragingthe“buyingprocess”>  Discoverwhatclientstrulyvalueandar_culate

youruniquevalueproposi_on>  Uncoverbiggersellingopportuni_es>  Develop“bestprac_ce“saleshabits

Who Should Attend? Allsalesprofessionalsofvariousindustries,includingbutnotlimitedto:>  SalesTeamLeaders>  SeniorSalesManagers>  SalesDirectors>  AccountManagers>  Rela_onshipManagers>  Marke_ngProfessionals>  BusinessDevelopmentManagers

A(Goodtogreat)1.  Whatdothetop20%ofsalesprofessionalsalwaysdo?2.  HowdidIsellafootballclub?3.  Howentrepreneurssell?

B(Notgoodneedtobebejer)1.  Theartandscienceofstrategicselling2.  Transformingthewayyousell

Course Outline

Day1

ThePsychologyofBuying>  Deepdiveinunderstandinghowpeopleand

organiza_onsbuyhighvalueproducts/services.>  Logicvsemo_ons–howtoleveragethescience

behindbuying

LeveragingtheBuyingProcess>  Synchronizeyourapproachtothebuyingprocess>  MappingtheBuyerMatrix–forcomplexB2B,

B2B2Candhigh-valueB2Csellingenvironments>  PowerMapping–InfluencevsAuthority>  Iden_fyingandinfluencingdifferentdecision

makers,par_cularlyinacomplexbuyingprocessororganiza_on.

BuildingTrust-TrustFormula>  Transformfromasalespersonintoatrusted

“advisor”>  Instantlycreateanenvironmentofcollabora_on

withtheclient>  Nurturetrustbybuildingcredibility,maintaining

reliabilityandbeingclient-focused

AgileSelling–mDISC>  Understandingdifferentpersonali_es&behaviors>  Everyonehasdifferentbuyingpreferences>  Adap_ngyourapproachtosuiteveryclient

personality

Conduc<ngSuccessfulMee<ngs-ROADMAP>  StructuringEVERYclientengagementfora

successfulsale>  Securingthe“permissiontoproceed”

D IC S

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business strategy leadership team sales professional cer<fica<on

Day2StrategicQues<oning–qLoop>  Understandwhatarethebestprac_cesthetop20%

salesprofessionalsuse>  Trulyqualifyingandunderstandingtheopportuni_es>  UncoveringHiddenWants&Needs>  PowerQUESTIONStoshi^from“selling”to“helping

clientsbuy”>  ThePowerofReflec_veQues_oning

TheForgoPenArtofListening–Clues&Cues>  Howdoesthisreallywork?>  “ProductDumping”vs“Solu_onBuilding”>  Parro_ng&Paraphrasing

StructuringYourProposi<on–TheStrategicCanvas>  Drawandar_culateyourUNIQUEvalueproposi_on>  Highligh_ngkeydifferencestocompe__veofferings>  Formula_ngyourpitching“gameplan”

GeSngthePriceYouWant–Tradables>  SelltheSizzle(nottheSteak)–Emphasizingbenefits>  Demys_fythechallengesofpricehagglingandiden_fy

thedynamicsofnego_a_ngonawin-winbasis>  Strengtheningyourproposi_on>  ThePricingSandwich

HandlingObjec<ons–4Es>  Closingthedeal–ABC(AlwaysBeClosing)>  Whentoclosethedeal>  Gesngtoa“yes”>  Powerofsummarizing

About The Trainer

Star_nghiscareeratGeorgeCohenFarEastSingapore,Markdevelopedthesalesandmarke_ngprogramfordistribu_onofvehiclesandmachineryintoSingapore,MalaysiaandIndonesia.Movingontomediaproduc_onCapitalCitySingaporeafewyearslater,hedirectlymanagedandoversawasalesteamof50.MarkmovedtoIndiatoheadupHaworthPteLtdastheCountryManager.There,hedevelopedgreen-fieldmarketintroduc_onandpresencethroughoutIndia.Heestablishedbrandawarenessandproductconfidencethroughrela_onshipswithendusersandselectedthirdpar_es.Mark’slastcorporaterolewasinSingaporeastheManagingDirectorofSteelcaseOfficeSolu_ons.AsoneoftheyoungestCEOselectedforaFortune500company,hisroleincludedoverseeinganddrivingallsalesandmarke_ngefforts.Coupledwithhispassiontoleadandmo_vate,Markisamuchsought-a^ertrainerintheareasofLeadershipandSales.

Organizations Mark Has Trained

Mark Zagrodnik Partner,momenta

MarkZagrodnikisastrategy,leadershipandsalesexpertwithmorethan25yearsofinterna_onalbusinessmanagementexperience.Hehasheldvariouskeydirectorroleswithextensiveinvolvementinconsulta_vesalesdevelopmentandfinalsalesclosings.MarkhasresidedinAsiafor50years.

>  ExxonMobil>  ConocoPhillips>  TowerWatson>  HSBC>  SCB>  CocaCola>  Kra^>  Procter&Gamble>  Microso^>  GEMoney>  HankookTyres>  HDB

>  Boeing>  Shell>  HP>  Novar_s>  Apple>  CreditSuisse>  Toyota>  Bri_shTelecom>  BarclaysCapital>  ABB>  Singapore

TourismBoard>  Emmerson

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Date:1-2Nov2017Venue:60PayaLebarRoad,PayaLebarSquare#10-43,Singapore409051

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