Maximizing Sales Team Performance with Forensic Sales Techniques - Profiling, Investigating, Discovering & Servicing Sales

Maximizing Sales Team Performance with Forensic Sales Techniques - Profiling, Investigating, Discovering & Servicing Sales

Introduction

This 2 Days Training is delivered in Byte size sessions over 3 hours, focusing on fundamental sales skills that you can put into action right away. Here's a sneak peek into what you'll learn in each module:

Module 1 – SALES DNA™ You will discover your sales profile and your sales strength.
Module 2 – SALES CSI™ You will find out why your sales are not closed, or you failed.
Module 3 – SALES SDS™ You will learn how to drive sales through customer service.
Module 4 – SALES SSM™ You will learn to work using a sales system to achieve sales.

This is program is 100% practical with easy to use sales tools which can be used immediately after the session.

Who Should Attend

All Sales Staff Beginner To Advance Level

Methodology

Icebreaker & Salesbreaker Session, Real-Time Case Studies (Examples not Samples)
Experiential Learning & Role Plays, Videos & Games
Participative Discussion & Exercises
Energizers & Actions Activities with Q&A

The Trainer - MASTER TRAINER DR BRIAN THIAGARAJAN LACHEMAN

With more than 3 decades of training, coaching and educational experience, both in academic and skills training fields. He is a PSMB/HRDF Certified Trainer (By Exemption) & Master Trainer for PSMB TTT Certification. Spending 23 years with PSMB/HRDF Trainings, out of his 35 years of training, managing, consulting and coaching experience. Actively involved in Business Coaching (Personal & Group), Soft Skills Training, Team Building, Leadership Training, Financial Services & Planning (Insurance & Unit Trust Investment), Debt Collection since 1988. Now With Cybersecurity 2023.

Master Trainer-Lead Trainer For PSMB-HRDF Train The Trainer Certification, Have Certified 300+ PSMB TTT Certified Trainers for 3 Years Till 31 st December 2019, A Team Building Specialist with over 600+ Team Buildings sessions conducted and counting, Business Coach, Sales & Persuasive Communications Guru, with Signature Sales. Communication & Leadership Modules. His training modules are created from scratch. Having more than 34 years of teaching and management experience in (Schools, Colleges, Universities (local & foreign), private institutions, Government Ministries, Ministry of Human Resources (PSMB-WITS & SLG Yr. 2000), Ministry of Finance (KhazanahGEMS Program Yr. 2009), Ministry of Education (Teaching of Math’s & Science in English Project Yr. 2001, Teachers Training Colleges BPG), And with 300+ corporate companies, SME, MNC & GLC’s in Malaysia.

Achievements

Executive DBA Linton University College MBA SEGI University
Certified Ethical Hacker (CEI) ECCOUNCIL USA
Certificate In Business Continuity Planning Professional BCP – Cybersecurity Malaysia Certificate In Cyber Security Essentials – Cybersecurity Malaysia Professional Certificate In Teaching & Training – Asia E University Certificate In Teaching English As A Foreign Language (TEFL) The London Teacher Training College Certified Trainer STAR Training for New Insurance Recruits – Etiqa Insurance Academy Certificate In eUsahawanTM Level 1 – Go Digital – MDEC Certified Training & Development Professional CTDP – MIHRM Trainer Certification – Category 2 Employability Skills- SQC Singapore Certificate In Leadership & Strategic Planning – University of Ballarat - Australia Certified TTT PSMB/HRDF Trainer By Exemption Certified Master Trainer – PSMB/HRDF TTT Certification LIFO® Behavioural Profile Certified Trainer – South East Asia Diploma in Computer Studies – NCC UK Certificate In Programming & System Analysis C&G UK Certified Master Trainer – Intel Teach To The Future – MOE-BPG Certified EC-Council Trainer / Instructor – EC-Council USA Certified Learning Instructor / Trainer - CLI Futurekids USA Certified Trainer – PLKN (Program Latihan Khidmat Negara) PegawaiPenilai - PegawaiPengesahanDalaman (PP-PPD) MLVK(JPK) SKM Pegawai Penilai – PengiktirafanPencapaianTerdahulu (PP-PPT) MLVK(JPK) SKM Certificate In Life Insurance, General Insurance, Takaful Insurance – MII & MTA Certificate Examination In Investment Linked Life Insurance – CEILI-MII Certificate In Unit Trust Investment – CUTE-FIMM

Outcome

By the end of this program, participants will be able to:

- Discover & Understand their sales profile and use it more effectively in Sales.
- Understand ways to examine why a sale is not successful and overcome it easily plus increase the next closing ratio.
- Will be able to plan and work with the system to achieve beyond the set sales targets or quotas.
- Understand & Apply Service Driven Sales techniques.

Select to design your own content and request for a customized quotation

No	Topic	Topic Description
1	MODULE 1 : SALES DNA™	SALES DNA™ is all about discovering your sales profile and your selling strengths. In this byte size version, you will be doing 3 practical sales activities which is determine your sales profile and we will also look at your sales selling strengths which will be shared to you personally during this Byte Size Session in the area of Sales. What Will You Learn? You will learn the difference, benefits and value of Sales by having the right profile and selling strengths by applying Sales DNA™. You will be tasked with 3 Sales Activities, each with a specific sales value and result. Here you will learn & discover that sale is a science and if mastered will give you the ability to close every sale and increase your sales revenue by 100%. By the 3 Activities Results you will be shown your selling strengths, learn to go beyond your current level or situation in sales, by meeting and exceeding your sales targets all the time.
2	MODULE 2 : SALES CSI™	SALES CSI™ is all about analyzing why you were not able to close a sale or failed at convincing or converting the customer or client with your product or service. Often just ignored or not taken seriously this discovery will help you increase your closing ratio and aided with SALES DNA™ will make every sale a success. You will learn 2 ways to analyze unsuccessful or failed sales attempts, that’s with CSR & CSC both are role play activities that will be addressed and practiced during this Byte Size Session in the area of Unsuccessful or Failed sales. What Will You Learn? You will learn why customers, clients don’t buy into you or your products and services, after which to use your results and findings to reengage or use it for next or future sales activities. You will be learning 2 practical and actual failed sales of yours and re-enact it via CSR by role playing the entire event. And correcting it and replaying the event via CSC. Become better at recognizing and understanding the buying signals and ability to see beyond your customers or clients and investigate their thoughts and thinking.
3	MODULE 3 : SALES SDS™	SALES SDS™ is all about getting your customers to becoming your clients, you may think well aren’t they the same? In this training you will find out why they are not the same, you will discover and learn how to convert your customers into clients when you are providing customer service, this is done by Service Re-Selling, Service Up-Selling & Service Cross-Selling, each of this 3 selling techniques will be addressed and practiced during this Byte Size Session in the area of Customer Service & Relationship Management. What Will You Learn? You will learn the difference, benefits and value of converting your customers to clients. You will be learning 3 Service Sales Techniques 1- Service ReSelling, 2 – Service Up-Selling & 3 Service Cross-Selling, each with the ability to increase your sales revenue by 50% or more. Learn how to make your customer service level increase with meeting your service level targets as well as bring in the sales revenue to your organization.
4	MODULE 4 : SALES SSM™	SALES SSM™ is all about system, procedures and management in sales. Sales is a science which is why this training program is called Forensic SalesTM. Always remember sales that is a process and its never chaotic, getting your customers to becoming your customers or clients, requires your mind to be stable and your entire process to be in a system that works all the time, ensuring it with the other Forensic Sales™ modules like Sales DNA™, CSI™ & Sales SDS™. In this training you will find out why a system is so important in sales and how its more effective and better for tracking, monitoring and statistics. Learn about your sales system and how to best maximize its potential during this Byte Size Session in the area of Sales Management System. What Will You Learn? You will learn to fully utilize the company or organization sales systems. You will learn how to make a sales calendar and track, forecast your daily, weekly, monthly and yearly with ease, plus create charts and statistics with a click of a button.