“This event is good, even for people who have been doing sales for a long time. It reminds me of what is important to ensure I reach my aim at the end of the day. Ian Segail knows what he is talking about; he is a

really good coach as he has shown.”

Roslin Ooi – Sales & Business Development Director, Volvo Cars Malaysia

 

“Ian is a great guy, he know his students and he has industry experience. This is a good event.”

Baharul Nizam Said Daliman – General Manager, Telekom Malaysia

 

“Focused & highly experienced speaker who used very practical & usable steps. Well executed presentation especially in transferring his knowledge to participants.” 

Linnet Yew Ai Ling - Area Sales Manager, BMW Malaysia

 

“The training was good with lots of great contents for knowledge purposes. A well-organized event facilitated by a great sales coach, Ian Segail. I’ve learned a lot of new knowledge. Denitely recommend it.”

Benjamin Sim Chaw Zen - Sales Area Manager (Sarawak), Continental Tyre Malaysia

 

“The trainer provided a very interesting session with plenty of real life examples. The models and methods presented are applicable in our work.”

Richard Yeo Lip Chee – Head of Sales, Maxis Mobile Services

Day 1

Session 1: Overview 

• The sales mindset that creates real value for the customer and margin for you.
• Moving from a "buy from me" mindset to a "win with me" positioning.
• Understanding the 3 primary sales roadblocks your organization faces when selling in today's highly competitive and cut-throat market.
• Developing a systemic understanding of your greatest competitor.
• Learn the tools and what to do to get a jump on your competitors.
• Understanding your contribution and how to use it to enter your real customers world as their partner.
• Changing "the way we do things around here" customer mindset.

Session 2: The New Language of Selling

• In this session you'll discover why 85% of sales people are attempting to solve customer problems that: They can't articulate in the financial terms and... They can't or don't know how to substantiate. 
• You'll learn the value of your solution must ties directly into the business outcome your customer is looking for.
• Learn what it really takes to win by selling value not price.

Session 3: Cost Substantiation

• Changing up the selling conversations from product dominant and transactional focused to being financially centric.
• Learn the 5 "Show me the money" decision drivers.
• 5 key cost justification questions your proposals must answer to achieve the margins you need.
• Convert any one of your products/services/features/benefits/applications to one of 3 key numbers.

Session 4: The real meaning of value as perceived by your customer

• Learn how to translate value into dollar terms.
• Discover what ROI really means for your customers.
• Understand TCO (Total cost of ownership)?
• What do your customers mean by payback period?
• Learn the value of life-cycle cost analysis.
• Understanding the metrics your customers are looking to charge.
• The 6 repositionable impacts achieved by selling the economic applications of your solution.

 

Day 2

Session 5: The 16 numbers that move the sales dial forward 

• Learn the 16 numbers that excite the C-Suite to take action.
• The "Art of War" methodology for selecting the numbers that apply to the value of your products and services.
• 16 numbers defination discovery workshop.
• Understanding the principle of Risk mitigation.

Session 6: "Show me the money" case study workshop

• Workshop- Developing an applications and a "show me the money" model.
• Understanding decision criterion and justification measures.
• Determine the financial and operational metrics that matter most to your customer's senior management?
• Understand the gap between the current contribution of a product or service and the line managers' objective to increase or decrease it if it is a cost center? Can you help them close the gap enough to make you a compelling partner?
• Benchmark the customer's financial performance against the customer's industry, then determine how to use those results to create demand and urgency.
• Articulating their product/services value in the numerical terms that really matter to their prospective customers for achieving their business outcomes. 
• Being able to describe the fiscal impact of the purchase decision on the business in terms relevant to the prospective customer.

Session 7: Changing The Sales Conversation Presentations

• Presenting your "show me the money" business case solution.
• How have you reduced the risk for your customer.
• Demonstrate how you have aligned to your metrics to help executive decision making.
• Show how your solution will help your executive achieve their personal KPI's.

Session 8: Wrap Up

• Sell with the economic objective in mind.
• Understanding your "norms" (your value metrics) according to two primary criteria to create "door opening advantage".
• Creating an urgency selling model.
• The easiest way of selling up the customer seniority ladder.
• Wrap up.

Sales leaders, team leaders and managers from all industries who handle sales and want to:

• Develop their sales skills.

• Improve the performance of their team.

• Sell high margin sales at top tier levels