The game has changed. The market we once knew so well is steadily becoming unrecognizable. A newer and more informed type of client has emerged and we recognize that our current way of selling just won’t cut it anymore. To make matters worse, we realize that, despite the enormous change in the market, sales training in the Philippines hasn’t changed much at all. It hasn’t risen to address this new market. Well, it’s time we changed the dynamics of selling! “The New Dynamics of Selling” addresses several critical issues (like planning, assertive communication, branding, influence and relationship-building) that most generic sales trainings have taken for granted, while, at the same time, takes into account the changes in today’s market. It will teach participants the importance of being client-centric in today’s dynamic market. This break-through course is also about getting the client to want to buy from you because you’re you. It answers the age-old question: "Why buy from me?" It is a powerful method that makes the client feel empowered in their decision yet compelled to buy from you. It may not be magic; but, it certainly feels that way. COURSE OBJECTIVES: At the end of the seminar, the participants will be able to: 1. Identify their personality traits and learning styles and utilize this knowledge to better themselves at their jobs 2. Explain how emotions work and effectively manage their emotions as well as the emotions of those around them 3. Utilize their understanding of personalities, learning styles and emotions to become customer-centric 4. Recognize their reasons for doing their jobs and connect their personal goals with the company’s goals 5. Set SMART goals and make accurate sales forecasts 6. Translate their plans into effective prospecting activities 7. Select and categorize their key accounts and create strategies for each of them 8. Utilize the concepts of proactive thinking to prepare for meeting the client 9. Create their own personal brand and utilize this to attract more clients 10. Employ the concepts of effective assertive communication to create win-win scenarios; especially in negotiations 11. Explain the process of asking proper questions and apply this knowledge when dealing with the client

1. the new
dynamics
of selling
copyright © 2014
by: boom san agustin

2. here are our course objectives…

3. identify your personality traits and learning styles
effectively manage your emotions as well as the emotions of those around you
practice customer-centric concepts when dealing with clients' needs
recognize your reasons for doing your job
connect your personal goals with the company’s goals
set SMART goals and make accurate sales forecasts
translate your plans into effective prospecting activities

4. select and categorize your key accounts and create strategies for each of them
utilize the concepts of proactive thinking to prepare for meeting the client
create your personal brand to attract more clients
employ assertive communication to create win-win scenarios
ask proper questions to deal with your clients effectively

5. let’s start with an icebreaker…

6. activity
getting
unbound
info@ourknowledge.asia

7. understanding yourself and others

8. in this module we’ll discuss:
MBTI Personality Types
Individual Learning Styles
The Triune Brain Thinking Process
Activity: EQ Test
Understanding and Managing Emotions
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9. being customer-centric

10. in this module we’ll discuss:
Customer-Centric versus Product-Centric
The Customer Centric Mindset
Sales Forecasting
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11. making a sales plan

12. in this module we’ll discuss:
Activity: Write Your Own Eulogy
Your Reason for Selling
Your Personal Mission, Vision and Values
SMART Goals
Assignment: Set Your SMART Goals for Sales
Turning Plans into Prospecting Activities
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13. preparing to meet your client

14. in this module we’ll discuss:
Proactive Thinking
Activity: Solving Traffic
The 5 Ps of Proactive Thinking
Proactive versus Reactive Behavior
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15. creating a personal brand

16. in this module we’ll discuss:
Creating an Effective Personal Brand
Activity: Brand Yourself
Elements of Personal Branding
The Power of Influential Branding
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17. communicating effectively

18. info@ourknowledge.asia
in this module we’ll discuss:
Activity: Getting It Right
The Active Communication Cycle
Assertive versus Aggressive Communication
Open and Close Ended Questions
Sales Related Questions
Activity: I Don’t Want to Go to School Anymore
The NEADS Analysis
The WIP Analysis

19. espousing a win-win mindset

20. in this module we’ll discuss:
Activity: Breaking the Trend
The Win-Win Mentality
Win-Win Negotiations
Activity: Negotiate This
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21. managing your key accounts

22. in this module we’ll discuss:
Understanding Key Account Management
Activity: Assemble the Avengers
Selecting and Categorizing Key Accounts
Activity: Select Your Key Accounts
Activity: The Case of the Zombified Actors
Key Account Strategies

23. moving forward

24. in this module we’ll discuss:
Activity: Speedball Special
A Time to GROW

25. that was just a teaser
for our course on
the new dynamics of selling

26. to find out more
about this workshop
contact us here…

27. +63-917-593-1494
info@ourknowledge.asia
+63-2-213-8944

28. or connect with us on…

29. www.OurKnowledge.Asia
www.Linkedin.com/Company/Our-Knowledge-Consulting-Asia-
www.Facebook.com/OurKnowledgeAsia
www.twitter.com/OurKnowledgePH