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 American 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 formulae, processes and strategies, repackaged to suit the Asian psyche and to meet the current challenging Asian sales environment.

Objective
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.

Powerful Benefits You will Receive

• Learn what works for Fortune 500 companies
• Use OPE (other people's experience) to avoid making expensive mistakes
• Manage the selling function like a project, using engineering approaches
• Take luck out of selling, ensure high probability of repeat sales success
• Know the difference between "tactics" and "strategies" in selling
• Develop repeat customers and not one-time sales
• Identify, and capitalize on, powerful buying attitudes
• Learn how to move the sale forward in a complex sale
• Close by not closing; sell by not selling -- by making prospects want to buy
• Create customer loyalty by knowing when not to sell

• expert input
• practice, and
• small group sessions 

• 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

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

TEAM ATTENDANCE HIGHLY RECOMMENDED
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.

What is Strategy and what is Tactic
Discussing two of the major components of a sales process, what each accomplishes, and why each is important to the success of a sales effort.

Creating relationships with one person in a client company is not enough
Why it's necessary to talk to more than one buying influence in a client company.  Identifying, and getting help from a coach (your prime source of prospect and competitor information) in a client company.

Buying influences -- characteristics
Who the buying influences are.  The characteristics, needs and problems of each buying influence.  How to identify, get across to, and handle the three major buying influences.

The process of strategic selling in action
How to romance a long-term customer by concentrating on each sale.  Psychological buying attitudes: WIIFM, value power, implied / explicit needs, response modes, the importance win-win, high / low-risk situation questions.

Partnering: strategies for consultative or relationship selling
Why, from a marketing standpoint, selling more to an existing corporate client is much cheaper than selling to a first-time customer.  Ways of making customers want to buy more from you.  Why follow-through is important.  The client as a partner.  How to help the client make more money.

Strategic selling case study
Each program participant identifies one customer (potential customer) and maps the strategies needed to turn one single selling objective into a successful one.
 

People don't buy products -- they buy benefits
People have their own needs.  Why company executives buy.  Needs and wants.

Differences between features and benefits
People buy benefits or end results.  All products have features and benefits.  A discussion of features and benefits of various products, and how to present them to prospects.

What sales people can learn from a doctor
A video-based case study on how a doctor convinces a very busy patient to come back for check-up.  This case study features specific tactical selling skills you can use when people are saying No to you.

The tactical sales process in action
Diagnosing, and zeroing in on, prospects' problem areas that your product can solve, and highlighting the symptoms.  Identifying and quantifying the implications, effects and consequences of prospects' problems on the prospects' productivity if not solved.  Creatively using action plans to move the sales process along and get your prospects to block out your competition on your behalf.

The difference between implied needs and explicit needs
All prospects have needs.  Some needs are not powerful enough to motivate a prospect to make a buying decision.  How to know when a prospect’s needs become explicit.

Differences between conditions, objections and stalls
Corporate prospects don't make decisions as fast as you want them to.  How to detect whether a response is a condition, objection or stall.

Tips on handling objections
The various methods of responding to objections.  Turning an objection into a reason for buying.  Analyzing an objection busting strategy.

Buying signals -- spoken, unspoken
Identifying non-verbal communications from prospects indicating that they are ready to buy.  How to elicit such gestures from them.  What to do when such buying signals appear.

Closing the sale
Discussing the many closing techniques commonly used.  Selecting the best closing techniques for a particular product or service.

GK Lim is a training evangelist and writer, specializing in the core area of persuasion skills, which includes professional selling skills, negotiation skills, emotional intelligence enhancement, influencing skills, personal and inner strength development, mind enhancement, and other persuasion skills related areas.

His expertise is drawn from his more than 28 years' hands-on experience -- in Thailand, Indonesia, Malaysia, Singapore, and China -- as sales manager, sales consultant, marketing manager, training manager, training consultant, and writer.

G. K. Lim is an Approved ISO EN45013 (RvA-CMSI) Sales Personnel Certification Advisor & Instructor, accredited by the Dutch Council for Accreditation, a country member of International Organization for Standardization (IS0).

He is also manager of his family business, managing director of Scope Consultancy Services Sdn Bhd (Pte Ltd), managing director of CSCMS Sdn Bhd (Pte Ltd), director of Diversified Quantum (M) Sdn Bhd (Pte Ltd), and director of Aurora Creative Concepts.

He is publisher / managing editor of “Partners,” an ezine for PMEE’s -- professionals, managers, executives, and entrepreneurs.  His articles on marketing, sales, influencing skills, and mind development are archived at
http://www.myweb.com.my/partners/personal.html,
http://www.myweb.com.my/partners/business.html, and
http://www.jobpolitan.com/myprofession/salespro/index.html

He is a Fellow of the Institute of Sales and Marketing Management, UK; ISO Certified In Marketing & Sales (ISO CMS 991182); Certified Competency-Based Training & Education Instructor, TAFE South Australian Department of Education; Silva Mind Control facilitator; Affiliate, Jim Rohn International; Member, Ecumenical Society of Psychorientology, USA; Member, Intuition Network, USA; Asian Coordinator, INREACHING Study Group; Competent Toastmaster; Past President of ITC Bintang Toastmasters Club; Principal Consultant, SNC Network; Member, Reporters Network, USA; Affiliate, Internet News Bureau, USA; and 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."

A partial list of in-house training clients include: ABB Limited Bangkok, Acer Technologies, ACP Metal Finishing Singapore, Aesculap Surgical Industries, Artwright, Berjaya Group, CIC, Citibank, Community Services of Bangkok, Cycle & Carriage Bintang, Datacard Group USA, HAVI Food Services Bangkok, Hong Leong Assurance, International ITD Bangkok, Integrated Information Singapore, Komag USA, Mayban Securities, MBf Unit Trust Management, various other MBf subsidiaries, Metro Systems Corporation Public Co Ltd, Mitsui-O.S.K. Lines, Microsoft Thailand, Nordberg China Beijing, O'Connor's, Permodalan BSN, PT Tara Prima Megah Bandung, Sika Group Bangkok, Singapore Computer Systems, Sumiputeh Steel Center, PT Takashima Family Club Jakarta, Training Associates of Bangkok, Union Paper Industries, Wearne Brothers, and Yeo Hiap Seng

G. K. Lim is currently researching and writing a definitive Master’s thesis on the realities, challenges, and opportunities of selling to a diverse Asian marketplace.

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.

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