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Negotiations for Greater Sales

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Dear Comrades,

The business world is moving at an accelerating pace. The demands of a salesperson for the 21st century are much greater compared to yesteryears. Decision makers are becoming more sophisticated as they seek to manage the buying process to drive the best possible deal. Assertive buying strategies and competitive forces present a significant threat to sales revenues and profit margins.

The Negotiations for Greater Sales course aims to increase sales revenue whilst creating the best possible value for the customer. Focused analysis of the power balance within competitive sales situations coupled with strong processes can equip the sales person to get the maximum value for their solution. The training directly addresses the challenges to confidence and motivation levels within sales people and negotiators.

So what is this workshop about?

This workshop is designed to help sales people and account managers to understand the challenges in sales negotiation, to learn new strategies and tactics to achieve best possible deal by creating a win-win relationship with their customers. The interactive agenda explores the complexity of the power balance within the sale and presents practical techniques for maximizing the value of your offering and reaching the most profitable solution.

Why this workshop?

You will learn the 8 essentials skills that will enable you to negotiate like a pro.

You will learn how to:

• Understand the key fundamentals of negotiation psychology and characteristics of an effective sales negotiator
• Distinguish and incorporate strategic company objectives into a focused negotiation strategy
• Identify key business drivers within the targeted organizations and recognize their impact on the negotiation
• Set the agenda of the sales process around your capabilities and strengths
• Gather information needed to understand a customer's situation, needs and sensitivities
• Anticipate assertive buying tactics and strategies and competitor strategies
• Create powerful descriptions of products and services and a strategy for articulating their value within the negotiation
• Handle objections and present compelling reasons to buy and close with confidence and authority and gain lasting commitments

Course Leader

K. Ravinther has 16 years of corporate experience, a major part being in Sales Management. He started his career in Human Resources in Public Bank Group and later developed his sales skills in Panasonic Malaysia, managing a channel sales team covering Pan-Malaysia. Later, he moved into a new business venture and began working as a training consultant in area of Sales Training and Customer Relations consultation.

His practical experiences are in the area of sales strategy implementation and human resources development. Having mastered Matsushita Management philosophy and business principles from various on the job training, functional

responsibilities and Overseas Training combined with his direct experience leading and managing sales team and dealers' network, he is an excellent trainer on Konosuke Matsushita philosophy of business and result orientated team work.

He holds a Bachelor of Economics (honours) degree and Master of Management (distinction) degree from University of Malaya. He also participated as an exchange student at the University of Melbourne in year 2007 and gained valuable experience as management practicum student in Kraft Australia. His research interest is in the area of Personal Selling Process and Relationship Marketing. He is also a member with Malaysian Institute of Management and Toastmasters International. He has vast traveling experience covering 17 countries from ASEAN region, Japan, South Korea, China, Hong Kong, USA, Spain, Poland, Slovakia, Czech Rep, Hungary, Austria and Australia.

Ravinther has a commitment to touch, enrich, and transform the work ethic and perspectives of the middle level and operational staff as he firmly believes that these individuals need to take control of their lives and work to be truly happy and productive.

Who Should Attend

Sales / Account Managers, Executives, Team-leaders, Supervisors and anyone who would like to improve their negotiations skills for greater sales and personal effectiveness on the job.

Workshop Size

Registration is strictly to the first 25 people. This cannot be altered. If the past is any indication of the future, spaces fill up very quickly. If you are interested in attending, call us now or download the registration form here and fax it back to us at ++6 03 40235716.

HRDF Claimable

This workshop is claimable under the HRDF SBL Scheme. Checks with your department to make sure you are eligible.

Tax Deductibility

In all likelihood this seminar is tax deductible. Check with your accountant to be sure.

Workshop Investment $$

RM 1190.00 per delegates. This includes all workshop materials. Lunch will be provided.

Early Bird Offer!!

If you register yourself EARLY, you will enjoy a discount of 5%. For more information, please refer to the registration form here.

Group Discount!!!

If you register in group of 3 persons or more, you will enjoy additional 5% discount, and if your group are 5 persons or more, you will get a much greater discount of 7%, and 10% discount shall be entitled for group of 8 persons or more. So get your friend or colleagues to register with you!

If you like what you have gone through so far, you may register yourself by downloading the full brochure here, and fax the registration form back to us at ++6 03 40235716. And if you happen to have some friends or colleagues who are looking for ways to improve their sales negotiations techniques, please forward this link to them.

Yours Sincerely,
ProInSales.com
Tel: ++6 03 40216000
Fax: ++6 03 40235716
Email: pis@proinsales.com