| Event Profile | |
| Class/ Online | Classroom |
| Date | February 26, 2019 |
| Time | 9:00am to 5:00pm |
| Venue | Holiday Inn Singapore Orchard City Centre 11 Cavenagh Road Singapore 229616 |
| Fee | SGD 390.00 For Member SGD 370.5 |
| Note | Two tea breaks and buffet lunch will be served. Limited complimentary car parking coupons are available upon request. |
| Trainer | |
| Activity | |
Selling is the bloodline of all businesses and every aspect of it has to be hone to perfection to make sales predictable. The Ultimate Dealmaker aims to delivery just that.
The challenge often is to acquire a bigger market share through fine-tuning each process, from prospecting and proposing to potential customers, to engaging and retaining existing ones.
By improving how prospecting and proposing are done, conversion will be significantly improved. And to have the knowledge of engaging and retaining existing customers, the dropout rate will be lowered.
The challenge often is to acquire a bigger market share through fine-tuning each process, from prospecting and proposing to potential customers, to engaging and retaining existing ones.
By improving how prospecting and proposing are done, conversion will be significantly improved. And to have the knowledge of engaging and retaining existing customers, the dropout rate will be lowered.
Objective
- Master and apply cold-reading at every stage of the sales process.
- The ability to quickly profile prospects and clients to determine the best approach to influence them is crucial in sales. - Learn objection handling strategies to turn every objection into an opportunity.
- Objection arises when there are concerns, and these concerns are then opportunity to turn objections around to inch closer towards closing the deal. - Discover frameworks to make sales a breeze.
- There are 2 frameworks that can be used at every stage of the sales process to greatly enhance the odds of winning the deal in all circumstances.
Outline
Morning Session (before break) 60 minutes
1. Welcome, program introduction - 10 minutes
2. Understand the sales process in full - 50 minutes
Participants will be introduced to sales process and sales funnel.
Morning Session (before lunch) 105 minutes
1. Pure Interpersonal Style - 105 minutes
Participants will be introduced to a simple but highly effective profiling tool that can help them cold-read anyone in just minutes.
Noon Session (before break) 120 minutes
1. Objection handling strategies - 30 minutes
Participants will learn 4 objection handling strategies to counter every objection that comes their way.
2. Acquire Coaching Tools - 90 minutes
Participants will practise how to apply these strategies in their line of work through role-playing and group discussions.
Noon Session (after break) 105 minutes
1. The DVP Framework - 45 minutes
Participants will learn about the DVP Framework and how to use it effectively.
2. The M/M Framework - 40 minutes
Participants will learn about the M/M Framework which consists of 6 areas of sales psychology and how they are interconnected.
3. Recap on Learning - 10 minutes
Participants will recap their learning for the day.
4. Closing - 10 minutes
A powerful closing to drive home the message to use self-coaching skills and tools for personal empowerment.
1. Welcome, program introduction - 10 minutes
2. Understand the sales process in full - 50 minutes
Participants will be introduced to sales process and sales funnel.
Morning Session (before lunch) 105 minutes
1. Pure Interpersonal Style - 105 minutes
Participants will be introduced to a simple but highly effective profiling tool that can help them cold-read anyone in just minutes.
Noon Session (before break) 120 minutes
1. Objection handling strategies - 30 minutes
Participants will learn 4 objection handling strategies to counter every objection that comes their way.
2. Acquire Coaching Tools - 90 minutes
Participants will practise how to apply these strategies in their line of work through role-playing and group discussions.
Noon Session (after break) 105 minutes
1. The DVP Framework - 45 minutes
Participants will learn about the DVP Framework and how to use it effectively.
2. The M/M Framework - 40 minutes
Participants will learn about the M/M Framework which consists of 6 areas of sales psychology and how they are interconnected.
3. Recap on Learning - 10 minutes
Participants will recap their learning for the day.
4. Closing - 10 minutes
A powerful closing to drive home the message to use self-coaching skills and tools for personal empowerment.
Who should attend
Salespeople, Sales support staffs, Sales team leaders, and anyone who has partial role doing sales
Methodology
Participants will engage in individual exercises, group discussion, role play as well as other activities to enhance learning.
trainer will provide each participant with his one of e-books FOC
trainer will provide each participant with his one of e-books FOC
Jacky Chua's Profile
Accredited as an Associate Certified Coach by International Coach Federation (ICF) of Singapore, he has spent over a thousand hours coaching and training organizations for the last decade. Jacky is sought after as a voice of expertise on sales, building sales team and entrepreneurship. His methods are localized and highly relevant for today’s sales climate. Jacky’s training incorporates application, engagement and relevancy through an assortment of activities include individual work, group discussion and presentations, role-plays, case studies.
Application: To ensure that participants can immediately apply the next day at work
Engagement: To inject humor, positive vibes involving participants to increase retention of learning
Relevancy: To illustrate industry-specific case studies and examples throughout
Credentials
Accredited as an Associate Certified Coach by ICF Singapore.
Author of 5 books on leadership, coaching, sales and entrepreneurship, with over 10,000 combined copies sold to date
Nominee for JCI Singapore (TOYP 2014)
List of Clients
MNCs: Starhub, Citibank, Great Eastern, Prudential, AIA, AXA
SMEs: Aflex Ships Equipment, Lee Motor, iZeem, Air Connection
Schools & Institutes: Temasek Polytechnic, Singapore Polytechnic, Nanyang Polytechnic, SIM, MDIS, SCCCI, StJobs, SIRS.
Media features
938NOW, Her World, The Straits Times, BFM89.9 (Malaysia)
Application: To ensure that participants can immediately apply the next day at work
Engagement: To inject humor, positive vibes involving participants to increase retention of learning
Relevancy: To illustrate industry-specific case studies and examples throughout
Credentials
Accredited as an Associate Certified Coach by ICF Singapore.
Author of 5 books on leadership, coaching, sales and entrepreneurship, with over 10,000 combined copies sold to date
Nominee for JCI Singapore (TOYP 2014)
List of Clients
MNCs: Starhub, Citibank, Great Eastern, Prudential, AIA, AXA
SMEs: Aflex Ships Equipment, Lee Motor, iZeem, Air Connection
Schools & Institutes: Temasek Polytechnic, Singapore Polytechnic, Nanyang Polytechnic, SIM, MDIS, SCCCI, StJobs, SIRS.
Media features
938NOW, Her World, The Straits Times, BFM89.9 (Malaysia)
