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Profitable Negotiating
2 days | Non-residential | RM1,650 per pax
Win the deal and keep your profit
Ever won the deal but lost the profit? Effective negotiation demands a unique combination of skills aside from your existing sales or buying skills. This practical 'hands on' course focuses on the best negotiation techniques - allowing you to cooperate rather than compete to achieve a good result for both parties in the negotiation. You'll experience the challenges from both sides of the negotiating table, learning how to plan and implement your strategy without giving away your profit.
You will learn how to…
- Apply the structure of effective negotiations - pre-plan so you know when to move to the next stage.
- Manage the negotiation sequence - understand how to take up the right 'initial stance' and remain in control throughout.
- Strengthen your position through intelligent questioning - obtain and use information to best effect.
- Recognise the strategies and tactics used by professional buyers - use effective psychological and logical counter measures.
- Assess the impact of concessions - will the end result still be commercially viable?
- Analyse your 'strength of position' - recognise sources of power and leverage and how they are used.
- Implement the skills and qualities of a successful negotiator - assess your strengths and weaknesses through role-plays and self-analysis to improve your negotiating style.
High Spots
- You'll participate in a complex contract renewal negotiation - variables of price, volume, credit terms, discounts and expansion plans must all be negotiated and agreed to!
Who will benefit?
Designed for salespeople, buyers, sales managers, key account manager and relationship managers, it is also suitable for executives who are involved in commercial negotiating e.g. accountants, purchasing officers, etc.
Date: 10 & 11 June 2008
Venue: Kuala Lumpur
Profitable Sales Management
2 days | Non-residential | RM1,650 per pax
Direct a winning team
With strategic sales management responsibilities, you must be a strong leader, responsive motivator, efficient organiser, accurate forecaster, numerical budgeter, inspired speaker and coach whilst being a successful salesperson! This challenging course will help you develop exceptional all round business skills.
You will learn how to…
- Analyse the performance of your salespeople – along with your management response to individual development needs.
- Analyse your sales channels and market strategy – optimise your resources by utilising the correct channel from lead generation to strategic account management.
- Analyse the market and increase your share – by using the concepts of Total Market Opportunity and the Customer Portfolio Matrix.
- Develop your sales managers and sales team – through performance management and coaching.
- Recruit high quality salespeople – and keep them!
- Improve your team’s success – by motivating every member.
- Devise your strategy and tactics to address the complex issues surrounding remote management.
- Assess the impact of your strategic price and budget decisions on the overall corporate budget – the affect on cash flow, profit and ROI.
High Spots
- The Business Project – this enjoyable and challenging exercise combines competition, fun and the practical application of financial and marketing principles learnt during the programme.
- The TACK Leadership Profile – during this enlightening exercise you’ll find out how you are perceived by others and how you can change that perception if you want to succeed.
Who will benefit?
Experienced, newly appointed and potential sales managers and other executives requiring in-depth application of sales management.
Date: 15 & 16 July 2008
Venue: Kuala Lumpur
PRO-PAYBACK® Selling
2 days | Non-residential | RM1,650 per pax (Special price for 2008 : RM990 per pax)
Deliver exceptional sales results with TACK’s internationally proven PRO-PAYBACK® Sales Model
To be effective in these demanding times requires true sales professionals. New salespeople will gain vital confidence and the inner drive needed to be successful. Working with easy to use worksheets, delegates will be able to personalise all aspects of their offer around their own products and services using a clear and coherent structure for their sales calls.
You will learn how to…
- Assess your own selling style and adapt it to meet the needs of your customers - gain a unique insight into what buyers like and dislike in salespeople, you may be surprised!
- Reduce wasted travelling time and maximise face to face selling time - by adopting TACK's Selling by Objectives process which helps you to become more proactive and focused.
- Gain and retain your customers' attention every time - learn the importance of a Purpose Statement to win your customers' attention and focus the call.
- Obtain relevant information - ask effective open, closed, probing and linking questions and observe body language to establish your customers' true priorities, opinions, concerns and motivators. Then tailor your offer to meet the needs you have identified.
- Respond professionally to customer objections - understand the psychology and leave the workshop with a formula to help you respond to major objections.
- Deal with difficult buyers - learn why some customers are particularly challenging to deal with and plan your approach to silent, over-talkative, inattentive or indecisive buyers.
- Gain commitment and close the business profitably - the decision point can be extremely difficult but we'll help you to identify Buying Signals and apply the logical Agreement Staircase so you know when and how to close on your objectives.
- Maximise your telephone appointment making techniques and your cold calling approach - leave the course with an invaluable toolkit of ideas to be successful in this tough area.
High Spots
- The TACK PRO-PAYBACK® Selling Model – a powerful formula to plan and run effective, face to face customer meetings.
- The practical worksheets - that follow the steps of the sale which can be used immediately on the first call following he workshop.
- The TACK Selling Styles – you will learn about the different selling roles and analyse your personal selling style.
- Offer analysis – will help you prepare a solution-focused features/benefits/”You Appeal” of your products or service to motivate and persuade clients.
- The Customer Motivation Model - build your own confidence and communicate the all important “You Appeal” of your product/service to motivate and persuade your customers.
- Call planning template and TACK three phase Personal Action Plan is a springboard to self-development. You assess where you are now and what action you need to take to achieve your sales and career goals.
Who will benefit?
New and experienced salespeople from different industries and selling background. Also useful for management and non-sales personnel requiring greater sales awareness.
To ensure consolidation and full development of selling skills, participants to complete their start-up sales training by attending the TACK Sales Training 2 within four months. This workshop is recognised by the Institute of Sales & Marketing Management (ISMM), the professional body that represents salespeople in the UK.
NOTE: Product Managers to provide new salesperson with their product features/benefits/”You Appeal” and competitor comparison to accelerate their learning.
Date: 6 & 7 November 2008
Venue: Kuala Lumpur
Assertiveness and Self-Confidence
2 days | Non-residential | RM1,650 per pax (Special price for 2008 : RM990 per pax)
First be a winner, then help others to be winners too
Assertiveness, confidence and self-esteem are interlinked and have a strong correlation in determining successes in your career and whole-life balance. Becoming a victim to your self and to others is not an option anymore. With greater self awareness and personal development, this behaviour can be groomed for greater sales and personal successes.
You will learn how to…
- Understand the importance of Emotional Intelligence – and the correlation with career successes.
- Build confidence – through thinking, speaking, appearing, acting and being confident.
- Understand the self-concept – covering self-ideal, self-image and self-esteem to unlock your potential.
- Build the seven ingredients for success – to build your own confidence level.
- Safeguard and defend your basic human rights – practice the philosophy of assertion.
- Use the golden rules of negotiation – to build your self-confidence and achieve a fair outcome for both.
- Manage the boss and deal with office politics – comes about only if you are confident of your ability and you understand your boss’ and colleague’s motivation.
High Spots
- The psychology of success – personal goals exercise towards self discovery and a reality check.
- Questionnaire on Assertion Rights – a TACK tool to help you understand your capacity to be assertive.
- Behaviour style self-assessment – to better understanding your assertiveness profile.
- Practice session – using the skills to achieve a desired outcome and self insights.
Who will benefit?
Anyone who wants to be successful in sales, professional career and building positive relationships.
Date: 25 & 26 November 2008
Venue: Kuala Lumpur
Sales for Non-Salespeople
1 day | Non-residential | RM780 per pax
Maximise customer loyalty and uncover sales opportunities through your support teams
Your customer support people can make money for your organisation. This workshop will show them how. Your support teams have far more contact with your customers than your sales people. Participants will increase their confidence to spot revenue generating opportunities through TACK’s unique KAYAK model. You will multiply the number of sales people in your organisation!
You will learn how to…
- Establish the customer’s needs and match your products/services to those identified.
- Recognise loyalty and buying opportunities when they occur and act on them.
- Gain and hold the customer’s attention.
- Be comfortable discussing commercial opportunities with customers.
- Be more effective in gathering information – understanding needs and wants.
- Ask open questions and engage in active listening – summarise discussions and take effective notes.
- Deal with customer resistance – build an objection bank and develop persuasive responses.
- Keep the right people informed – who needs to know what?
- Create a winning customer experience with every customer contact.
High spots
- Moments of opportunity – identify conversations and situations to add value or identify a need.
- KAYAK - a simple process designed for non-salesperson that can be implemented immediately.
- TACK Videos – enables the participants to appreciate and observe the wrong and recommended approaches to recognise the “You Appeal” and a selling opportunity.
Who will benefit?
Anybody who is in a service or support function who interacts with clients and the public.
Date: 3 November 2008 (Not available)
Venue: Kuala Lumpur
Influencing Skills
2 days | Non-residential | RM1,650 per pax
Core skills for success
Influencing requires you to see yourself as others see you and to adapt to the style of others. It creates charisma, enhances presenting, persuasion and negotiating. The result is the ability to “market” your ideas, products and services over a sustainable time frame and build on your network and reputation.
You will learn how to…
- How to make a great first impression - you will never get a second chance to make a first impression and be able to influence positively.
- Build your personal brand - using the five attributes for successful influencers.
- Understand and identify the influencing styles – to improve your influencing skills and understand those you wish to influence.
- Motivate others - influencing is all about motivating others to move or shift their thinking towards an alternative course of action.
- Sell your ideas and your credibility – once you fully understand the situation and is sincerely thinking of others.
- Use effective questioning skills – listening and asking the appropriate questions can reveal what motivates others what they are open to.
- Create a change value proposition – by allowing others to own the solution thus creating commitment.
- Avoid barriers to communication and handling objections – by understanding verbal and non-verbal signals and your own patterns of communicating.
- Develop win-win outcomes – when dealing with a more powerful person who disagrees or objects.
High Spots
- Role plays – many opportunities to practice what has been learnt in a safe environment to build confidence in the skills.
- Geometric psychology – skill of exploring options and creative thinking using shapes and number patterns.
Who will benefit?
Everyone, especially sales people who are required to be skilled in influencing to attract, sell to and maintain productive long term relationships.
Date: 10 & 11 November 2008 (Not available)
Venu: Kuala Lumpur
Winning Sales Presentations
2 days | Non-residential | RM1,650 per pax
Become a powerful, persuasive and confident presenter
Communicating, either to win new business or to influence an internal audience has never been so dependent upon outstanding presentations. Few courses offer such total involvement with an absolute guarantee of individual performance improvement. Through video feedback, delegates witness dramatic performance improvement.
You will learn how to…
- Set the right objectives – what do you want to achieve and what does your audience want to hear?
- Clearly structure your presentation – motivate and persuade your audience.
- Open and close your presentation – for maximum impact.
- Use confidence cards effectively – ensure you don’t ‘dry up’, whilst retaining spontaneity.
- Create Interest Peaks – avoid the light of interest fading from your audience’s eyes!
- Avoid ‘death by PowerPoint’ – retain your audience’s attention with the right screens and right content.
- Use your voice to its full potential – make maximum use of your natural asset.
- Handle questions during your presentation – obtain audience involvement and commitment.
High spots
- Interest peaks – how they can be used to hold the attention of the audience.
- One-to-one coaching – enables participants to push themselves beyond what they may otherwise do.
- Performance improvement guaranteed – with more opportunities to practice your technique, we guarantee, whatever your level, you’ll leave a more powerful and confident presenter.
- Look forward to your next presentation!
Who will benefit?
Anybody who is involved in the sales process and is required to present to clients or management. Limited to 12 participants for maximum learning impact.
Date: 15 & 16 December 2008 (Not available)
Venue: Kuala Lumpur
