Managing the Complex Sale – 2 Days

The Concept

If you ever are involved in selling situations that are complex in nature, you may quite often hear the following complaints from customers:

§ “You just don’t understand our business”;

§ “You don’t substantiate what value we can get”;

§ “You are just pushing your products and services when what we need is a solution that works”;

§ “You are never available when we need you”;

§ “You never give us innovative ways to solve our problems”

And the list goes on.

Having these concerns in mind, the “Managing the Complex Sale” programme is created as a result of 1-to-1 coaching with sales people from a variety of industries that involve complex sales situations across 13 cities in Asia.

This programme has been tried, modified, and re-tested to make sure that sales people deliver sustainable business results for customers, especially in the Asian context.

Programme Outline

l What do customers want from sales people

l What are the initial research that you MUST do before your sales call

l How to identify your customer's most important business goals and objectives

l How to make a senior executive eager to see you

l Who else can you approach if you don’t have access to the key decision maker as yet

l How to tie your solutions to the achievement of your client's goals

l How to avoid closing deals that you’ll later regret

l How to manage customers’ expectations by managing your communications

l Understand how executives think and how they make buying decisions

l How to identify the key players in your customers’ Decision Making Unit

l How to optimise profitability and accelerate your customer's buying process

l How to prevent sabotage by an internal deal-killer

l Negotiating for an optimal outcome

l What competitive strategies can you formulate to beat your competitors

l How else can you grow your account

Objectives and Benefits

By the end of the training programme, you shall be able to:

1) Find different ways of penetrating into a customer’s organisation effectively;

2) Endear yourself to customers and make them want to see you; and

3) Multiply sales by continuously delivering business results for customers

Methodology

This seminar consists of a lively series of short participative lectures conveyed using plain uncomplicated explanations. Learning will be facilitated through exercises and case studies. Ample seminar materials will be given to participants so that these will be a constant source of reference to them. Ample time will be allotted for group discussion.

Who Should Attend

This course is designed especially for Sales People, Sales Managers/ Supervisors/ Directors involved in complex sales situations, and who are dissatisfied with any training they have attended before, and want something that WORKS!

Dates and Venue

Dates: August 9-10

Venue: TBC

Programme Leader

C.J. Ng

c.j. is one of a few experts who can effectively marry real-world experience with management theories. He founded an eBusiness company in Singapore with minimal marketing budget and still managed to generate half-a-million dollars in sales revenue within 6 months of its launch, without spending a single cent on advertisements.

Before joining a Fortune 500 company in Shanghai as Asia Marketing Manager, c.j. was approved by the Singapore government to provide sales and marketing consulting for the Small–and-Medium enterprises in Singapore. Many such companies have benefited from c.j.’s help.

At the same time, many Multi-Nationals such as L'Oreal (China), China Telecom, Playboy, Ringier Media Group (China), Pan Pacific Hotel, Malaysia Airlines, eBay, Baosteel, Ping’An Insurance, Axa Life，American Express, J&J Medical (Shanghai), Panduit Networks, Seagate, Morningside Group (China), eGuide, Shanghai CIIC, USA Today etc. have engaged c.j. to help them as well.

c.j. is a frequent speaker at conferences organised by Key Media, Singapore Exhibition Services and Singapore Institute of Management. He is a bilingual trainer in English and Mandarin, and has conducted Mandarin training programmes for audiences in Singapore, Malaysia and the People’s Republic of China. He serves as an adjunct lecturer with Fudan and Jiaotong Universities in Shanghai.

c.j. has written several articles for the members’ magazines of Singapore Institute of Management, Marketing Institute of Singapore, as well as for the Straits Times. He also has published a book entitled The Complete eBusiness Guide for Non-Technical People. The book is available at bookstores and libraries in Singapore and Malaysia.

c.j. has a 2^nd Class (Upper Division) Honours degree in Management awarded by the University of London, as well as a post-graduate qualification in Computing from De Montfort University.

Ailing Wang

Ailing Wang is a trainer with Explorer3 Life. Her passion in life is to develop and help people achieve peak performance and to ultimately live their dreams.

A very energetic and passionate trainer, Ailing specializes in presentation and communications training, Chinese cultural training and public speaking coaching. After successfully applying NLP skills in her own life and achieving fabulous outcomes, she’s now using these skills in her training and coaching to help her clients.

Ailing is perfectly bilingual and is capable of delivering courses in both Chinese and English. She holds a Bachelor of International Chinese degree from East China Normal University and has a keen interest in promoting a deeper understanding of Chinese culture and history and how it can be applied in today’s modern world.

Ailing is an extremely talented public speaker and is the current national public speaking champion having won the 2006 Toastmasters International China championships. Conducted in English, this speech contest pitted the speaking skills of the very best in China. (Toastmasters International is a non-profit organization that helps people develop public speaking and leadership skills. It has over 10,500 clubs and more than 200,000 members in approximately 90 countries.)

Ailing is an extreme sports lover. She sees the challenge of bungee jumping, diving and skydiving as great opportunities to break through personal barriers and stretch herself both mentally and physically.