A two-day hard-hitting, no-nonsense, aggressive prospecting skills development program on  powerful “attracting” techniques used by sales people in Fortune 500 companies, adapted to suit Malaysian business environment.



A module of the Approved Training Program for the “ISO Certified In Marketing & Sales” certification, accredited by the Dutch Council for Accreditation
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GK Lim

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Course Content
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    W H Y  A T T E N D

    With so many sales people out there selling the same types of products you are selling, what are the chances of your getting a bigger share of the market? Very slim. Potential customers have many choices of suppliers. Fortunately there are powerful “attracting” strategies you can use to ensure potential customers seek you out and tell you they want you to help them make buying decisions.

    These strategies have been used by the very best in the sales profession, and have been tested, refined, evaluated, proven, validated, highly praised, widely written about in the United States and Europe. Sales people from Fortune 500 companies use them.  Now you can use them to help you become the best sales person in your industry.

    By the end of the session, you would acquire and internalize tested, proven and widely-used “attracting” techniques that you can apply to rise above the competition and make prospective customers seek you out to make purchases.

    Strategies You'll Learn

    • How to use competition to help you get new customers
    • How to obtain free publicity from current customers
    • How to develop repeat customers and not one-time sales
    • How to turn raging, unhappy customers into “raving fans”
    • Using Emotional Intelligence as a prospecting strategy
    • How to network effectively
    • How to attract customers like bees to honey
    • How to make people notice you
    • How to turn hobbies into prospecting opportunities
    • What to do to make people sell for you
    • What happens when your product becomes a commodity?
    • How to make your association work for you
    • How to get rid of barriers that stop people from buying from you and more...
    Workshop Methodology
    G. K. Lim offers the best opportunities for skills transfer into the work/marketplace by using a combination of
    • expert input
    • practice, and
    • small group sessions 
    For maximum learning impact and retention, learning tools include
    • case studies
    • role modeling
    • practical exercises
    • on-going review and
    • techniques from the following adult learning processes
      • Neuro-Linguistic Programming
      • Integrative Learning
      • Accelerated Learning
      • Competency-based training and development

      • Whole-brain Alpha-theta Inducing.
    Something to Take Back
    Once the skills are transferred, participants bring them back to the marketplace to practise on-the-job. Each participant will have a workshop-manual-cum-resource-book, includes key ideas from the train-ing session, which they can refer to in the months and years to come.

    In addition to that, GK 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 — profession-als, 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.

    ISO Sales Personnel Certification
    This workshop is a module of “The Results Oriented Strategic & Tactical Sales Process” program, the flagship program of the ISO CMS Approved Training Center, CSCMS Sdn Bhd.  Candidates working for the prestigious ISO CMS (Certified In Marketing & Sales), accredited by the Dutch Council for Accreditation, a country member of ISO (International Organization for Standardization), need to attend this program as one of the requirements for the ISO award.

    Book your seats now! Tel: (03) 7044 666 / 777 / 888, fax: 03-7044 484 or e-mail: seminars@rayma.com.my .

    W H O  S H O U L D  A T T E N D
    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.

    This is to facilitate successful implementation of the theory learned and establish a common framework to practice in real-life environment.

    Certificate of Participation will be awarded.

    P R O G R A M   C O N T E N T

    Competition -- A Double Edged Sword
    Competition is good for you. Competition confuses potential clients. People don’t like to make decisions; they ask their friends, associates.  How to use competition to help you get new clients.

    It’s Not What You Know, It’s How You Market Yourself
    Being the most knowledgeable sales person in your company or industry is not a passport to success in the business.  How you market yourself is more important.

    It all begins with you
    Understanding yourself.  What type of a person are you?  When you understand yourself, you know how to serve your customers better.

    How to earn other people’s S.T.A.R. (Support, Trust, Admiration and Respect)
    Emotional Intelligence as an attracting strategy.  What is Emotional Intelligence and how it can help you attract prospects to you.  The various ways of raising your Emotional Intelligence level

    Being a customer yourself
    Group work: Describe a pleasant experience you had as a customer; then describe an unpleasant experience, and then discuss how you felt.  What do you learn from this exercise? Why quality after sales service is important.  Discussing why the world is truly a global village, and what happens in one industry will definitely affect another industry.  Why today’s customers are smarter, better informed, and more vocal.

    Using The Law of 250 To Attract Prospects
    People usually make buying decisions after consulting others.  What happens if you make one customer happy or unhappy.

    Capitalizing on complains from customers
    Murphy’s Law: anything that can go wrong, will go wrong!  We want customers to complain.  If customers complain, that’s good news!  Why complains exist.  What to do when a complaint arises.  Positive results of working with complaints and difficult customers.  The cost of a lost customer.  The Ron Zemke service disaster recovery process.  How to recover from a mistake.  Case study.  Discussing the famous Ron Zemke formula.

    The Power of Networking
    It’s not what you know, but whom you know that matters, how to network effectively.

    The Power Self-introduction
    How to introduce yourself so that people will say “Really?  How do you do that?”

    Create an Image of Difference
    You attract people when you are different, the concept of difference, and how you can be different.  Using Monikers.  What monikers are, how they help people think of you, and how to use them effectively.  The Power of Anchoring.

    The Law of Compound Interest
    Why prospecting is like a fixed deposit account, how the principle works, and how to work it to your benefit

    The Principle of Specialization
    Being a jack-of-all-trades will dilute your power to attract customers, being an expert is the key to attraction

    Don’t Quit The Industry
    Why staying long in your company and / or industry is itself a prospecting strategy, how the principle works, and how you can apply it.

    Keeping In Touch
    Why you need to keep in touch, what happens when you forget your clients, prospects, what to do to keep in touch.  Group exercise: Various ways of keeping in touch.

    Apply Lifestyle Marketing
    How you can turn hobbies and other leisure activities into prospecting opportunities.

    The Power of Industry Associations
    All industries or trades have their own associations, how you can work with such organizations to increase your prospect base.  Being an inactive member doesn’t help at all.  The power and the benefits of getting involved.  How do you get involved?  Group discussion: The things you can do to get involved.

    The Power of Centers of Influence
    How centers of influence can promote you, how to identify them, how to maintain an on-going relationship with them

    Prospecting Through Writing
    How to let your reputation precede you by writing and getting your name in print.  How to write; what to write about, and how to ensure what you have written is printed.

    Prospecting Through Speaking
    When you speak in public, you are considered an expert.  How to get rid of the fears of public speaking.  Powerful tips you can use to market yourself through speaking.

    Lead Generation From Seminars
    Using seminars to increase your prospect base, the mechanics of organizing such a seminar

    Making it easier to buy from your company and you
    How to sell more by not trying to be the best sales person, but be the least worst.  Why people buy from "the least worst," and not from "the best."  Why there is no such thing as the "best sales person."  How you can benefit from this situation.  How to eliminate barriers that chase customers away  Customers stop buying from you because your company or you are creating obstacles or barriers that make it difficult for them to keep on buying from you.  How to identify such barriers and get rid of them.

    R E G I S T R A T I O N   D E T A I L S
    Find out more about these highly recommended programs:
    Sign up for all and take 10% off the total investment
    July 23-24, 2001
    9.00am - 5.00pm
    Crystal Crown Hotel
    Jalan Utara, Petaling Jaya, Selangor
    Web Registration Form
    RM980.00 per person, inclusive of course materials, lunches, refreshments
    Take 10% OFF for 3 or more from the same organisation
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    Reservation can be made by telephone, telefax or by e-mail.  Registration is confirmed on receipt of registration form and payment must be cleared before program date.  If unable to do so due to government policy or company procedure, please advise late payment in writing.
    Cancellations are valid only in writing. Full refunds applicable if written notice is received at least 2 weeks before each program. A 25% cancellation fee will be levied for cancellations received less than 2 weeks before the program. No refunds after commencement of seminar. Substitutions are allowed.
    RAYMA is an Approved Training Provider with HRDC whereby approved training programs can qualify for 75% rebate of the fee. Please apply through your HR Department at least 30 days in advance of the program.
    A full refund to you if we do not deliver what we promised. 
    Just turn in your workbook at the end of the day!
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    RAYMA Management Consultants (M'sia) Sdn Bhd
    2B Jalan SS24/13, Taman Megah, 47301 Petaling Jaya 
    Selangor Darul Ehsan, Malaysia 
    Tel: +60 3 7044 666 
    Fax: +60 3 7044 484 
    E-mail: seminars@rayma.com.my
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