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Ekvin Chia, Division Manager - Henkel, Malaysia

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Applying Empathy to Attract, Convert & Retain New Business @ Middle East (MENA)

Event 

Applying Empathy to Attract, Convert & Retain New Business @ Middle East (MENA)
Title:
Applying Empathy to Attract, Convert & Retain New Business @ Middle East (MENA)
When:
15 June 2021
Where:
Virtual Instructor-Led Training (VILT) -
Categories:
In House Training , Management , Sales and Marketing , Corporate Training
        

Description

The 4 Step Sales Process:

Shrink Your Costs and Grow Revenue with
Award Winning Sales Strategist & Amazon's Bestselling Author

Sales Expert, Ian Segail

Ian Segail

Author of “Bulletproof Your Sales Team” (Amazon 5 Stars)
Winner of the Tom Hopkins International Sales Person of Year
Winner of the AHRI (Australian HR Institute) Internet Training Strategy Award

Ian is a highly experienced sales coach with over 20 years of experience. Having worked as a sales strategist with numerous international sales organisations, he is skilled at setting up and implementing proven sales processes, as well as robust selling systems ensuring salespeople sell more whilst at the same time cutting the cost of sale. Some of his clients include AstraZeneca, Microsoft, British American Tobacco, DKSH & Reebok.

Throughout his career, Ian has successfully helped numerous sales managers to generate millions of dollars’ worth of sales with sales coaching in his systematic sales management courses, sales turn around “sales boost system” that motivates sales teams to achieve more sales at higher margins in 180 days or less.

On top of that, he is the author of “Bullet Proof Your Sales Team” which received a whopping 5-star rating on Amazon. This bestselling book is regarded as Australia’s number one book written to enable sales management to get more sales, faster and with higher margins.

 

Publication

  

Testimonials from Past Clients

Ian is an engaging speaker. His one to one session has really broadened my horizons to look at solutions from a different angle within my industry. The subject matters that were taught and discussed during the course were the main strengths of the event.
Amil Fadhil Khan - Regional Manager Trade Marketing, British American Tobacco

The trainer is professional and has an extensive experience in sales. He has taught us relevant critical points on sales tactics that applies to all of the participants across industries.
Waleed Lazgani - Director, Savola Foods

“The speaker is very inspiring, he provides applicable stories and examples for professional and personal situations. The main strengths of this event is the demonstration related to applicability of methods and systems.”
Rama Thireshin - General Manager, Nissan Middle East

“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

“Ian is an excellent speaker. I find the theories in the workbook and real life examples useful. Excellent coordination. I would recommend this to people as Ian is a great speaker with great experience. I learnt from the examples given as there are a lot of real world examples across all fields. I have a lot of praise for Ian Segail, hats off to Kexxel.” 
Rustin Ramendra Appiah Nahulandran - Sales Manager, AIROD

Previous Clients

  • Microsoft
  • Reebok
  • AstraZeneca
  • Abbott Laboratories
  • Maxis
  • Altel Communications
  • Volvo Cars
  • Abbott Laboratories
  • St George Bank
  • Medi-Life
  • DKSH
  • Nissan Middle East
  • British American Tobacco
  • Philip Morris International
  • edotco Group
  • Astra Tech
  • Sunway Business Systems
  • Etihad Airways
  • Savola Foods

Why Choose Kexxel's VILT Courses

NOT a Webinar!
Join our live, virtual courses enriched with a diverse range of interactive activities, such as action plans, group discussions, breakout sessions, exercises, case studies, and more.

Course Materials
An advantageous combination of presentation slides and downloadable workbooks are provided to participants prior to classes for a more holistic learning experience.

Pre-Course Questionnaires
Our instructors will understand the specific needs and requirements of each individual participant, by allowing attendees to review and highlight topics of importance prior to the course.

Private, In-house Sessions
Upon request for organizations seeking a more customised learning for their employees.

Secure Online Platform
Cisco Webex is the online training platform of choice for our VILT courses. Cisco Webex respects your data privacy, is highly secure by default, and has governance and transparency

Course Outline

Empathy - The Core Driver Behind Revenue Creation & Retention in a Digital World

Today's customers don’t want to be viewed as just another sale. The internet has created highly sceptical and untrusting customers across all verticals.

Empathy humanises the digital sales and marketing experience for the customer and is fast becoming a critical component in landing, growing and retaining customers. When empathy is applied from the very first connection with a customer all the way throughout the customer’s buying journey, quality lead generation numbers increase, sales performance and results improve substantially.

Empathy, a core component of Human Centred Design, UX and UI, is critical when building trust and rapport with a sceptical audience and as a result, empathic sales and marketing systems are fast becoming a key market differentiators and an essential ingredient for getting, growing and retaining customers.

You will learn:

This course not only explains WHY business needs to go beyond rational logic-based sales and marketing to understanding how our customers feel. It’s about their experience across wherever they engage with your company and its products and services. This course focuses on the application of empathic systems into your sales and marketing efforts, both on and offline. Learn the "how to's" of applying empathy at every touch point along the customers buying process.


Module 1: What is Empathy and How Does Empathy Increase Revenue?

  • Discover the single most important question you need to ask to grow new business and define new markets.
  • Understand empathy in sales and marketing
  • The 6 main reasons why empathy increases sales and customer engagement and what to do about it
  • Why moving away from business-centric thinking to customer-centric thinking across all customer touch points is essential to driving sales

Module 2: Applying Empathy to the Marketing & Sales Process

  • Apply empathy as an engagement tool from the first to the last touch point
  • 5 Ways to improve empathy and EQ in sales & marketing
  • The core skills required for empathetic selling & marketing

Module 3: Empathy Selling Prac-Lab

  • Group Activity: Incorporate empathy into your current Customer Journey Map for increased traction and conversion. 

Click here to view the full list of events under The 4 Step Sales Process


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

Venue

Venue:
Virtual Instructor-Led Training (VILT)