Human Resource Services
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PREAMBLE
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Selling needn't be a series of lucky coincidences -- it can be an exact science. Thanks to up-to-date, tested, refined, evaluated, proven, validated, highly-praised and widely-taught sales technologies, any sales person can consistently bring in repeat sales from the same customer.
This program presents the best of both worlds -- aggressive, results-oriented, free-wheeling American sales formula processes and strategies, repackaged to suit the Asian psyche and to meet the current challenging Asian sales environment.
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OBJECTIVE
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To help participants acquire and internalize tested, proven and widely-used selling techniques using engineering and project management approaches, so that each sale is accomplished professionally, and the participants achieve high repeat sales results.
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POWERFUL BENEFITS PARTICIPANTS WILL RECEIVE
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You will …….
Learn what works for Fortune 500 companies
Learn how to make prospects come to you and ask to buy from you
Learn how to promote your company and yourself through positioning strategies
Learn how to make happy customers sell for you
Manage the sales process as a project, using engineering approaches
Know how to use the C.U.T.E. model
Know why building relationship with one person in a client company is not enough
Take luck out of selling, ensure high probability of repeat sales success
Eliminate sabotage by affected parties in the client organization
Increase productivity and profitability exponentially by knowing who the ideal customers are
Develop repeat customers and not one-time sales
Understand strategic, tactical, retail, direct, consultative and relationship selling processes
Learn how people make major purchasing decisions
Know how to identify the decision makers in a complex sale situation
Understand why each decision maker has a different need and degree of influence to your sales effort
Learn what to say or ask when in front of a prospect
Learn the professional and powerful tactical selling process
Learn powerful questioning strategies
Learn how to use the P.R.O.S.P.E.C.T. and S.P.I.N. tactical selling models
Learn how to move the sale forward in a complex sale
Identify, and capitalize on, powerful buying attitudes
Find out how to tell whether a prospect is ready to buy
Understand why people give objections
Learn how to turn an objection into a reason for buying
Respond to vague objections
Analyze the John Hammond objection busting strategy
Identify non-verbal communications from prospects
Know what to do when buying signals appear
Learn how to trial-close
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WHO SHOULD ATTEND?
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For maximum impact, you should bring your entire sales/marketing team comprising sales / marketing people, executives, managers, and supervisors who sell -- or manage others who sell -- to corporate end-users, manufacturers, contractors, business owners, retailers, franchisees, dealers, distributors, etc.
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PROGRAM TOPICS
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Powerful prospecting strategies
It’s not what you know, it’s how you market yourself
Using The Law of 250 to attract prospects
The power of networking
The Law of Compound Interest
The power of self-introduction
The Principle of Specialization
The power of industry associations
The power of Centers of Influence
Prospecting through writing and speaking
Lead generation through seminars
Strategic selling -- basis of executive level professional selling
The irrefutably logical sales process
Turning business-to-business selling into a science
Turning average sales persons into consistent above-average producers.
What is Strategy and what is Tactic?
Two major components of a sales process
What each accomplishes
Why each is important to the success of a sales effort
First, experience the buying process
How do you make a major personal purchasing decision?
How does your company make major buying decisions?
The concept of a sales goal
The sales quadrant -- direct, consultative, relationship, retail
The difference between a sales call and a business visit
The characteristics of a sales goal
Buying influences involved in a complex sale
What a buying influence is
The C.U.T.E. model
Characteristics of the four buying influences
Needs of each buying influence
Degree of influence
Introducing tactical selling
What tactical selling is
Role play -- You are now in front of a prospect / customer
Video-based case study -- What sales people can learn from a doctor
The tactical sales process in action
Diagnosing prospect’s problem areas that your product can solve
Identifying / quantifying symptoms, implications, effects and consequences of prospect’s problems
Creatively moving the sales process along
Managing the sales process as a project
Introducing the C.U.T.E. instrument
Understanding psychological buying attitudes
Strategic selling case study
Each participant identifies one customer / prospect
Mapping strategies that turn a sales goal into a confirmed sale.
How to tell whether a prospect is ready to buy
The four response modes
Identifying the buying modes.
The psychology of objections
In the first place, why do people give objections?
The various methods of responding to objections
Turning an objection into a reason for buying
Responding to vague objections
Analyzing the John Hammond objection busting strategy
Dealing with “price” objections
Buying signals -- spoken, unspoken
Identifying non-verbal communications from prospects
How to elicit such gestures from them
What to do when such buying signals appear
Closing the sale
How to trial-close
Discussing the many closing techniques commonly used
Selecting the best closing techniques for your product / service
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CUTTING-EDGE FORMULAE AND MODELS THAT PARTICIPANTS WILL ACQUIRE
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The Neil Rackham SPIN Selling model
The DeGroot P.R.OS.P.E.C.T. model
The John Hammond Objection Busting strategy
The Benjamin Franklin T-close strategy
The John Hammond Trial Close strategy
The C. U. T. E Model
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HOW PARTICIPANTS LEARN
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G. K. Lim uses a combination of expert input, practice, and small group sessions, offering the best opportunities for skills transfer into the work/marketplace. Learning tools include case studies, role modeling, practical exercises, humor, kinesthetic exercises, superlearning inducement / stress release exercises, music, and video clips. For maximum learning impact and retention, he uses certain techniques from the following adult learning processes, Neuro-Linguistic Programming, Accelerated Learning, Competency-based training and development, and Herrmann Brain Dominance Principle.
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SOMETHING TO TAKE BACK
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Once the skills are transferred, participants bring them back to your company to practise on-the-job. G. K. Lim issues each participant with a workshop-manual-cum-resource-book, which includes key ideas from the training session, and which they can refer to in the months and years to come.
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TWO-YEAR POST-TRAINING FOLLOW-UPS VIA EMAIL
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G K Lim offers a free two-year post-training follow-up in the form of an ezine called “Partners,” emailed to participants twice a month. “Partners” is a continuing training and education tool PMEE’s -- professionals, managers, executives, and entrepreneurs. Each issue features articles on personal and business development, useful Internet links to other articles of interest to PMEE’s, humor and inspirational quotations.
(To view past issues of “Partners,” please visit: http://groups.yahoo.com/group/partners88/messages
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G. K. LIM’S CODE OF ETHICS
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The fundamental principles of ethical conduct that sales training specialist G. K. Lim upholds are …… to serve his clients with fairness and integrity, striving always to provide client satisfaction throughout the training delivery process ……. to strictly maintain client confidentiality at all times ……. and to use the most effective adult training methods currently available to the training profession.
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ABOUT G. K. LIM
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G K Lim < gk@gklim.com > helps organizations increase sales, enhance profitability, improve productivity, out-distance competition, and expand market share, by training their human resource on persuasion psychology, which includes strategic / tactical selling skills, key account management, negotiation skills, customer service excellence, effective presentation skills, Emotional Intelligence enhancement, personal development, motivation, stress management, and mind/intuition enhancement.
He has had consulting and training assignments in Thailand, Indonesia, Malaysia, Singapore, and China.
G. K. Lim is a Fellow of the Institute of Sales and Marketing Management; Immediate Past President, China HRM; an Approved CMSI Sales Personnel Certification Advisor & Instructor; ISO Certified In Marketing & Sales (ISO CMS 991182); Certified e-Business Associate (EC-Council); Certified EC-Council Instructor; Certified Herrmann Brain Dominance Instructor; Certified Competency-Based Training & Education Instructor; Accredited Facilitator, Accelerated Entrepreneurs Development Program; Silva Mind Control facilitator; Affiliate, Jim Rohn International; Member, Ecumenical Society of Psychorientology; Member, Intuition Network; Affiliate, Internet News Bureau; NLP practitioner; Vice President for Publications/PR, HRD Gateway; Principal Consultant, Human Resources Services, certified facilitator for a number of proprietary training programs, such as "Psychology of Winning," "It's A Deal," "Adventures in Attitudes," and "You Were Born Rich Video Program;" and publisher of “Partners,” an ezine for professionals, managers, executives, and entrepreneurs.
A partial list of in-house training clients include: ABB, Aesculap, Acer, Bristol-Myers Squibb, Canon, Citibank, Cycle & Carriage Bintang, Datacard Group, Dell, Euromedical, GE Toshiba Silicones, HAVI Food, Intel, Komag, Maersk Medical, MBf, Maxis, Microsoft Thailand, Mitsui-O.S.K. Lines, New Zealand Milk, Nordberg China, O'Connor's, Pelangi Beach Resort, Penang Mutiara Beach Resort, Permodalan BSN, PWTC, Reliance, Roche, Sindora, SIRIM, Solectron, Supermix Concrete, Tara Prima Megah Bandung, Texchem, Wearne Brothers, Yeo Hiap Seng, and Yves Rocher
G. K. Lim is currently conducting research for, and writing, a definitive doctoral thesis on persuasion psychology.
Because he has been there "fighting in the trenches," G. K. Lim brings to his seminars / workshops street-smart no-nonsense ideas for survival and success in the highly competitive, fast moving and ever changing marketplace.
