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1-2Nov2017
60PayaLebarRoad,PayaLebarSquare#10-43,Singapore409051
SINGAPOREKUALALUMPURJAKARTAHONGKONGMANILATOKYONEWDELHIHANOIBEIJING
4 Key Takeaways
2-DAY WORKSHOP
Consultative Selling The art and science of strategic selling
High Impact
1. Psychology of buying Understandthepsychologyof“buying”decisionsandleveragingthe“buyingprocess”
2. Articulate your UVP Discoverwhatclientstrulyvalueandar:culateyouruniquevalueproposi:on
3. Increase wallet size Discoverwhatclientstrulyvalueandar:culateyouruniquevalueproposi:on
4. High performance habits Develop“bestprac:ce“saleshabits
www.momenta.biz
Page2of4 ©2017momentagroup.Allrightsreserved
High Impact Consultative Selling Theartandscienceofstrategicselling
About the Workshop
Whatdothetop20%ofsalesprofessionalsdothatmakesthemsuccessful?
Theydon’tsell.TheyhelpclientsBUY.Usingthisfundamentalstrategicshi^insellinghasproventobringimmediatesuccessforsalesprofessionalsfrommanyleadingorganiza_onssuchasUBS,CreditSuisse,BASF,KarlStorz,Bayer,WackerChemicalsamongothers.momenta’sHighImpactConsulta<veSellingisdesignedtoguideyoursalesteamtoeffec_velyassistclientsinthebuyingprocess.Byunderstandingthepowerofpersuasivelanguage,thepar_cipantsgoontodevelopstructuredsalesconversa_ons.Developedbytopsalesperformersinavarietyofindustrieswithglobalbestprac_cestoensurethetoolsandcapabili_esareapplicabletoB2B,B2B2Candhigh-valueB2Csalesenvironment.
Learning Objectives > Understandthepsychologyof“buying”decisions
andleveragingthe“buyingprocess”> Discoverwhatclientstrulyvalueandar_culate
youruniquevalueproposi_on> Uncoverbiggersellingopportuni_es> Develop“bestprac_ce“saleshabits
Who Should Attend? Allsalesprofessionalsofvariousindustries,includingbutnotlimitedto:> SalesTeamLeaders> SeniorSalesManagers> SalesDirectors> AccountManagers> Rela_onshipManagers> Marke_ngProfessionals> BusinessDevelopmentManagers
A(Goodtogreat)1. Whatdothetop20%ofsalesprofessionalsalwaysdo?2. HowdidIsellafootballclub?3. Howentrepreneurssell?
B(Notgoodneedtobebejer)1. Theartandscienceofstrategicselling2. Transformingthewayyousell
Course Outline
Day1
ThePsychologyofBuying> Deepdiveinunderstandinghowpeopleand
organiza_onsbuyhighvalueproducts/services.> Logicvsemo_ons–howtoleveragethescience
behindbuying
LeveragingtheBuyingProcess> Synchronizeyourapproachtothebuyingprocess> MappingtheBuyerMatrix–forcomplexB2B,
B2B2Candhigh-valueB2Csellingenvironments> PowerMapping–InfluencevsAuthority> Iden_fyingandinfluencingdifferentdecision
makers,par_cularlyinacomplexbuyingprocessororganiza_on.
BuildingTrust-TrustFormula> Transformfromasalespersonintoatrusted
“advisor”> Instantlycreateanenvironmentofcollabora_on
withtheclient> Nurturetrustbybuildingcredibility,maintaining
reliabilityandbeingclient-focused
AgileSelling–mDISC> Understandingdifferentpersonali_es&behaviors> Everyonehasdifferentbuyingpreferences> Adap_ngyourapproachtosuiteveryclient
personality
Conduc<ngSuccessfulMee<ngs-ROADMAP> StructuringEVERYclientengagementfora
successfulsale> Securingthe“permissiontoproceed”
D IC S
Page3of4www.momenta.biz
business strategy leadership team sales professional cer<fica<on
Day2StrategicQues<oning–qLoop> Understandwhatarethebestprac_cesthetop20%
salesprofessionalsuse> Trulyqualifyingandunderstandingtheopportuni_es> UncoveringHiddenWants&Needs> PowerQUESTIONStoshi^from“selling”to“helping
clientsbuy”> ThePowerofReflec_veQues_oning
TheForgoPenArtofListening–Clues&Cues> Howdoesthisreallywork?> “ProductDumping”vs“Solu_onBuilding”> Parro_ng&Paraphrasing
StructuringYourProposi<on–TheStrategicCanvas> Drawandar_culateyourUNIQUEvalueproposi_on> Highligh_ngkeydifferencestocompe__veofferings> Formula_ngyourpitching“gameplan”
GeSngthePriceYouWant–Tradables> SelltheSizzle(nottheSteak)–Emphasizingbenefits> Demys_fythechallengesofpricehagglingandiden_fy
thedynamicsofnego_a_ngonawin-winbasis> Strengtheningyourproposi_on> ThePricingSandwich
HandlingObjec<ons–4Es> Closingthedeal–ABC(AlwaysBeClosing)> Whentoclosethedeal> Gesngtoa“yes”> Powerofsummarizing
About The Trainer
Star_nghiscareeratGeorgeCohenFarEastSingapore,Markdevelopedthesalesandmarke_ngprogramfordistribu_onofvehiclesandmachineryintoSingapore,MalaysiaandIndonesia.Movingontomediaproduc_onCapitalCitySingaporeafewyearslater,hedirectlymanagedandoversawasalesteamof50.MarkmovedtoIndiatoheadupHaworthPteLtdastheCountryManager.There,hedevelopedgreen-fieldmarketintroduc_onandpresencethroughoutIndia.Heestablishedbrandawarenessandproductconfidencethroughrela_onshipswithendusersandselectedthirdpar_es.Mark’slastcorporaterolewasinSingaporeastheManagingDirectorofSteelcaseOfficeSolu_ons.AsoneoftheyoungestCEOselectedforaFortune500company,hisroleincludedoverseeinganddrivingallsalesandmarke_ngefforts.Coupledwithhispassiontoleadandmo_vate,Markisamuchsought-a^ertrainerintheareasofLeadershipandSales.
Organizations Mark Has Trained
Mark Zagrodnik Partner,momenta
MarkZagrodnikisastrategy,leadershipandsalesexpertwithmorethan25yearsofinterna_onalbusinessmanagementexperience.Hehasheldvariouskeydirectorroleswithextensiveinvolvementinconsulta_vesalesdevelopmentandfinalsalesclosings.MarkhasresidedinAsiafor50years.
> ExxonMobil> ConocoPhillips> TowerWatson> HSBC> SCB> CocaCola> Kra^> Procter&Gamble> Microso^> GEMoney> HankookTyres> HDB
> Boeing> Shell> HP> Novar_s> Apple> CreditSuisse> Toyota> Bri_shTelecom> BarclaysCapital> ABB> Singapore
TourismBoard> Emmerson
Controls
Date:1-2Nov2017Venue:60PayaLebarRoad,PayaLebarSquare#10-43,Singapore409051
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