Questions That Sell @ Kuala Lumpur

Paul’s methodology is simple, engaging and thought-provoking. His training is fun and invigorating. Whether you are a 30 year sales veteran or new to sales, this workshop will quickly and dramatically jump-start your selling skills. Throughout the action-packed two days, Paul will be sharing his extraordinary experience with participants. You’ll leave this workshop with a wealth of powerful ideas that you can put into action the very next day.

Program Agenda

DAY 1

This workshop begins with participant introductions, an overview of the program’s content and methodology, and setting expectations. We’ll discuss your goals and what you want to take away so that the instructor is attentive to the unique challenges you face.

Module 1: Sales Bridge Model - Your Roadmap To Sales Success

In Module 1 we will introduce the Sales Bridge Model - a proven process to help you manage the sales process. We’ll discuss the purpose of planning, building rapport, discovering needs, presenting a tailored solution, and securing a close or a commitment to the next step in the sales cycle. The Sales Bridge Model is the foundation & roadmap for our time spent together.

• Why we need to expand our customer’s comfort zone & get them to embrace change.
• Customers typically divulge 20% of what we need to know & how to uncover the remaining 80%
• The #1 reason why sales people struggle on how to sell value and you’ll learn how to make it happen.
• Understanding why so many sales are lost on price or go to your competition.

Module 2: The Right Outcome Begins with Great Questions

In Module 2 we dive deep into how to ask the right questions, with the right people, and qualify the right opportunities.

• Learn how to ask thought provoking questions that build instant credibility and rapport.
• Understand why up to 50% of your questions can end up shutting down a conversation.
• How to craft powerful engaging questions that position you as an expert & trusted advisor.
• Get to know your customers’ decision making process, buying criteria and motives.

Module 3: Power of Listening

In Module 3 we learn the power of listening. When you ask power probing questions, you will uncover a lot of important information. But you better listen and know what to listen for so that you can get to the heart of the issue to win the sale.

• How to listen for what’s being said, not said, and the hidden motives that can negate the sale.
• Listen to understand instead of listening to give a response.
• Learn the power of asking the lock on question to dive deeper into the sales conversation.
• Small group exercise.

Module 4: How to Justify Your Premium Solution & Overcome Objections

In Module 4 we learn how to get the customer to focus on value and not price. We’ll spend time on how to overcome price objections, stalls and put-offs.

• How to create a sense of urgency, uncover pain points, and motivate your customers to take action.
• How to eliminate stalls, put os and customers who procrastinate.
• How to quantify and dollarize your customers’ problem so you can easily justify your value and protect your hard earned margins.
• Small group exercise.

DAY 2

We begin Day 2 with a review of lessons from Day 1. After summarizing Day 2’s agenda and objectives, we move on to effective prospecting strategies, how to hire, manage, and motivate a high performing millennial sales force.

Module 5: Prospect with Confidence & Purpose

When it comes to keeping a healthy pipeline of opportunities, prospecting is a must. We’ll look at how to prospect for new opportunities, how to leverage existing relationships to prospect for new ones and how to ask for referrals, the most eective and easiest way of prospecting.

• Overcoming call reluctance.
• Making a powerful impression in the rst 30 seconds so you can quickly turn that cold call into a warm call.
• How to use IWURCS as a prospecting tool whether you are face to face, on the phone, through email.
• Creating powerful voicemails that prompt call backs.

Module 6: Close with Confidence

Every sales person must know how to close. In this Module, we’ll look at how and when to close as well as subtle and rm closing techniques. Close too soon and you can create a stall. Too late, and you might lose the sale. We’ll look at buying signals and best of all how to motivate the prospect to close themselves.

• How to leverage the rule of commitment and consistency to shorten your sales cycle and have a commitment during each step of your sales process.
• How to close with condence.
• Know when to use a subtle close verses a rm call to action close.
• How to motivate customers to close themselves with little to no effort on your part.

Module 7: Managing & Motivating a High Performing Millennial Sales Force

Millennials are the largest generation in the workforce. Many people question how to engage and motivate them. We’ll explore what drives them, what they want, and how they want to be managed and motivated so you can win their loyalty.

• Foster a sales environment that brings out the best in your Millennials and the rest of your team.
• Zero in on what really motivates the Millennial sales force, the answer might surprise you.
• Capitalize on your Millennials to shake up the status quo and get the boomer salespeople to up their sales game.
• Create a succession plan as boomers begin to leave in mass exodus.

Module 8: Putting the Concepts into Action

Wow, we made it towards the end of Day 2 and that means putting the concepts together. We’ll go back to the Sales Bridge Model, and with all great concepts we covered over two days, we will implement the five steps of the Sales Bridge including 1. Planning. 2. Building Rapport, 3. Asking Great Questions & Listening for the wealth of great information, 3. Presenting a viable solution and 5. Closing. As a result you’ll walk away with a great roadmap to close more sales at higher margins.

• Small group exercise using the Sales Bridge Model.
• Practice & reinforcement.
• Debrief our take-aways from our two days together.
• Participants share their observations and commitments on what they will do and do differently to ensure their success.

Who Should Attend?

This intensive seminar is designed for anyone who is responsible for overseeing a team and/or is involved in business-to-business selling.

It is particularly well-suited for:

• Presidents
• Owners
• CEOs
• Senior Executives
• Vice Presidents
• Directors
• Managers
• Supervisors
• Account Managers
• Sales Professionals
• Marketing
• Customer Service or Technical Products Specialists 

and anyone who needs to sell value and premium solutions in a competitive and commoditized B2B selling environment.

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*******For more details, kindly download the brochure*******