How to Sell Successfully to Corporate Customers inhouse program facilitated by G K Lim and Danniel Lim

7/31/2019 How to Sell Successfully to Corporate Customers inhouse program facilitated by G K Lim and Danniel Lim

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This is an interim proposal . The final curriculum will be drawn up after acustomization consultation with senior managers of client organization

A 2-day program for sales professionals on how to sell in the current depressedeconomy by being the customers' trusted advisor, and solving their problems thru

provocation-based, consultative & solution selling approaches.

Facilitated by

Presented by :

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For more information, please contact: + 603-61005992; 6-019-2268987

email: [email protected]; [email protected]

website: www.gklim.com

mailto:[email protected]






http://www.gklim.com/







WHY THIS PROGRAM IS SPECIAL

• Each participant uses his/her actual sales efforts as case studies;

• Featuring Provocation-based Selling. a B2B problem-solving solution selling

techniques, processes, systems, how-to’s, S.O.P.’s and strategies.• 40% expert input (or lecture), 60% audience participation (learning by doing);

• Each participant receives a comprehensive fact-filled workshop-manual-cum- resource-book for easy on-the-job reference;

• Program developed by HRD Gateway International Management Centre Faculty ;used under licence

• Endorsed by HRD Gateway, malaysiaHRonline, HumanTalents International,ChinaHRM, and Training Malaysia;

• In association with HRD Gateway, this program has, so far, been delivered toparticipants in Male, Colombo, Mumbai, Delhi, Beijing, Singapore, Kuala Lumpur, Ho ChiMinh City, Hanoi, Jakarta, and Bangkok.

OBJECTIVE

To help participants acquire and internalize tested, proven and widely used sellingtechniques using engineering and project management approaches, so that each sale isaccomplished professionally, and participants achieve high repeat sales results.

POWERFUL BENEFITS PARTICIPANTS WILL RECEIVE

You will understand, know about, or learn..…..

• how to sell in a non-manipulative manner when the customer has no budget

• the differences between being product centric and solution centric

• why people buy only what they want to buy, and when they are ready to buy

• how to make prospects call you and say they want to buy from you

• how to upgrade from "sales person" to "trusted advisor"

• why a benefit will only be a benefit if it benefits the customer

• how customers go thru a buying process

• Strategic Selling -- basis of executive level professional selling

• how to turn business-to-business selling into a science and a project• the key players in a complex buying situation

• the S.U.S.U. model

• how to gain access to the key decision maker

• how to help prospects see (and admit that they have) problems

• how to tactically diagnose prospects’ problems that your products can solve

• the Tactical Sales Process -- the Pain-Pleasure Tactical Selling Model

• the psychology of objections

• how to analyze the John Hammond objection busting strategy

• how to deal with “price” objections

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The Elevator Speech -- the power of self-introduction

How to brand yourself as an expert in your industry

The principle of specialization in prospecting

The power of industry associationsThe power of Centers of Influence

Prospecting through writing and speaking

Lead generation through seminars

One sure way to stop business from

slipping thru your fingers

Introducing strategic selling -- basis of

executive level professional selling

The S.U.S.U. Model -- People involved in the

buying process

Buying influences: Sponsor, User Buyer,

Ultimate Decision Maker, Supplier Sourcer Evaluator

Degree of influence

How to gain access to the key decision maker

“If there’s no problem, there’s no change”

Case study: One recent successful sale you made recently

How to sell in the current downturn when customers have no budget

The reality of the current financial meltdownIntroducing “Provocation-based Selling”

The Steps of Provocation-based Selling

Do what other sales people don't do -- increase sales productivity by solving

problems

"We are not selling commodities"

Product centric selling versus solution centric selling

Why product selling means swimming in the "red ocean"

Characteristics and benefits of solution selling

Solving customers' problems, the key to selling success

How to get every single dollar of the customers' budget

Introducing Customer-Centric Problem-Solving Solution

Selling

Solving customers problems -- the key to selling success

The problem solving and solution selling model

The pain -- the problem

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Case study: one sales effort you are working on

When you are in front of the customer -- the F2F (face-to-face) tactical sales

process

Why customers agree to see you in the first placeIntroducing the F2B tactical selling model

The concept of Pain-Pleasure

Role play -- You are now in front of a prospect / customer

Video-based case study -- What sales people can learn from a doctor

The psychology of objections

Objections we face

In the first place, why do people give objections?

Responding to smoke screens and vague objections

Analyzing the John Hammond objection busting strategy

Price objection strategy: use variables

Helping customer reach the decision

Decision Making

Buying signals

Trial close

Identifying non-verbal communications from prospects

Selecting the best closing techniques for your product / service

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WHO SHOULD ATTEND?

Sales persons, sales managers, marketing managers. In short, your entire sales andmarketing team.

Mechanism for Level 2 and level 3 evaluation

Level 2 Evaluation: Participants will respond to a questionnaire emailed to them one month

after each program, to ascertain their understanding of the concepts presented at thetraining program Level 3 Evaluation: The trainers will email to immediate superiors of participants a questionnaire for them to fill in. Such a questionnaire helps superiorsdetermine whether participants have applied the concepts and principles at work andintegrated them into their work routine.

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Alternate or Co-trainer

DANNIEL LIM is an author, a passionate coach, an experienced speaker and MC. He has trained & spoken in Malaysia, Singapore, Indonesia,Vietnam, India & Hong Kong. He is a HRDC Certified Training Consultantactive in the area of Leadership; Inter-Personal Skills Development(Emotional Intelligence / Communication Skills); Marketing & Customer Service; HR & Training Development; Organizational & CultureDevelopment; Public Speaking & Presentation Skills; Personality Profiling;Behavioral & Mindset Development; Freedom of Expression and Stress

Management.

Danniel has 20 years of experience in a wide range of areas such as Education; Sales &Marketing; Certification; Consultancy; HR & Training and Organizational Development.Danniel’s career has been centered on SMEs & SMIs that deal with National & Multi-National Corporations – as such he is well experienced with the best & worst of both worlds.Therefore he is well equipped to help deal with any organization’s development needsprecisely & effectively.

Danniel is the Vice President of HRD Gateway (www.hrdgateway.org), a 40,000 member international non-profit organization dedicated to excellence in Human ResourceDevelopment. He is also the Consulting Director of HRD Gateway ManagementDevelopment Centre (MDC) the education & development arm of HRD Gateway. He iscurrently studying for his MBA and at the same time conducting research & preparing to

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http://www.hrdgateway.org/

http://www.hrdgateway.org/



write his definitive doctoral thesis on the dynamics of personality in business as well aspersonal relationships.

Danniel is…

Vice President, HRD Gateway

Consulting Director, HRD Gateway Management Development Centre

Faculty Member, HRD Gateway Management Development Centre

Adjunct Faculty Member, Humantalents International

Certified Training Consultant (TTT/0511) Human Resource Development Council

Developer, Organizational Development Instrument

Co-Developer, Cultural Overview assessment tool

Co-Developer, Team Overview assessment tool

Co-Developer, Personality Development Instrument

Developer, Behavioral Development Technology

Founder, the SIMPLY SPEAKING system

Co-Developer, the Strategic and Tactical Speech Process

Co-Author, ‘The Art of Mastering Ceremonies’ Lecturer, Open University Malaysia

President (2010-2011) Money & You KL Toastmasters Club

Competent Communicator, Toastmasters International

Graduate, The Money & You Program

Graduate, The Landmark Forum

Graduate, The Silva Mind Method

His current & recent clients include Aker Solutions, The Ascott KL, AUO Sunpower,Commerce Dot Com (DRB Hicom Group), Delta Mediscience, Department of Civil Defense(JPA), DHL, Fire & Rescue (Bomba), Flextronics, GCEHC, Hilton Hotel Kuching, INSPEN,

Jabil, Malakoff Corporation, Marinetime Enforcement Agency (APMM), Maybank, Maxis,Merck, Ministry of Health, NST, Prudential, Public Bank, RB Land, Real Rewards, RoyalMalaysian Air Force (TUDM), Royal Malaysian Police (PDRM), Shell, Sime Darby, SouthernLion, Spansion, Symrise, Tan Chong, Telekom Malaysia, Western Digital, Xepa-SoulPattinson, Zuellig Pharma, etc.

Danniel is a proponent of the holistic Organizational Coaching approach as opposed to thesurgical Training only approach when it comes to developing the people in an organization.In line with this approach, Danniel developed – as a faculty of the HRD Gateway MDC – theOrganizational Development Instrument (ODI) which is primarily a set of three (3) audit andmeasurement tools; the first tool is the Cultural Overview for assessing and measuring your organization’s culture and resilience; second, the Team Overview for assessing the

teamwork and group dynamics of a department, committee, project team, etc.; while the thirdis the Personality Assessment Tool for assessing and analyzing the personality and thinkingstyles of employees.

Alternate or Co-trainer

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G K Lim (aka Sawadpong Limtrakul) < [email protected] > is Presidentof HRD Gateway, a 40,000-member international non-profitorganization dedicated to excellence in human resourcemanagement. He is also a training consultant in the area of consultative / solution-centric selling skills, key accountmanagement, negotiation / persuasion / influencing skills, stressmanagement, whole-brain intuitive 360-degree managerialleadership excellence, level 5 leadership, personal productivity /resilience skills, and mind / intuition enhancement.

He holds an MBA from American Heritage University of SouthernCalifornia, and currently working for his DBA from Ifugao State University, Philippines.

He has had consulting and training assignments in Thailand, Indonesia, Malaysia,Singapore, Brunei, Philippines, Vietnam, India, Sri Lanka, Maldives, United Arab Emirates,and China, and has appeared on TV2 (KL), TVM (Maldives), UNTV (Manila) and RPN9(Manila).

He is……

• Fellow of the Institute of Sales and Marketing Management;

• Approved CMSI Sales Personnel Certification Advisor & Instructor;

• ISO Certified In Marketing & Sales (ISO CMS 991182);

• Certified e-Business Associate (EC-Council);

• Certified EC-Council Instructor;

• Certified Herrmann Brain Dominance Instructor;

• Certified Competency-Based Training & Education Instructor;

• Certified facilitator for "Psychology of Winning," "It's A Deal," "Adventures in Attitudes,"and "You Were Born Rich Video Program;"

•

Accredited Facilitator, Accelerated Entrepreneurs Development Program;• Silva Mind Control facilitator;

• Associate, Profiles International;

• Process Implementation Specialist, SMI

• NLP practitioner;

• Affiliate, Jim Rohn International;

• Member, Ecumenical Society of Psychorientology;

• Member, Intuition Network;

• Founding Member, International Association of Coaches;

• President, HRD Gateway;

• Past President, China HRM;

• Principal Consultant, Human Resources Services;• and Project Leader, HRD Gateway Management Development Centre program

development project

A partial list of in-house training clients include: ABB, Aesculap, Acer, Aon Vietnam, ANZBank Hanoi, B Braun, Bristol-Myers Squibb, Cadbury, Canon, Ciitibank, Cycle & CarriageBintang, Datacard Group USA, Dell, Dexion, DHL, Digi, Euromedical, Flextronics, GEToshiba Silicones, HAVI Food, IQPC Oil & Gas Dubai, IITM Sri Lanka, Intel, Jabil, JayaJusco, Komag, Landmark Graphics, Maersk Medical, Maybank, Maxis, Microsoft Thailand,Mitsui-O.S.K. Lines, Mitsui Sumitomo, NEC, New Zealand Milk, Nordberg China, NovartisPharmaceuticals, O'Connor's, Panasonic, Permodalan BSN, Public Bank, PSA Maldives,

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PWTC, Reliance, Roche, Samsung India, Shell, Sime Darby, Singapore Institute of Management, Syngenta Crop Protection, Ta'aheel FZ. Dubai, Tara Prima Megah Bandung,Texchem, Tecumseh-Euro-Malaysia, TUDM, Wearne Brothers, Xepa-Soul Pattinson, YvesRocher, and Zuellig Pharma

WHAT THEY SAY ABOUT G K LIM’S TRAINING SESSIONS

Thank you again for doing a wonderful job with our sales team. We appreciate it very much. As Rob and Imentioned to you in our Saturday lunch meeting, our sales channels see themselves as being professional. Inother regions of the world we found that the survey feedback ranged from neutral to negative. In your case, theresponse was much more positive than we experienced in other parts of the world, and with other trainers. Of the 60 delegates that attended, only 35 delegates completed the survey before leaving the meetings. Thebreakout for your section is as follows: Fair – 9; Good – 24; Excellent – 2. In summary, 26 out of 35 thought theprogram was good to excellent. Thank you for doing your part. I thoroughly enjoyed working with you and hopethe opportunity presents itself again. You are a true professional. -- Kevin Gillick, Datacard Group, WestMinnetonka, MN

“GK Lim is one of the best persuasion psychologists in Asia. He is a much sought after trainer in Malaysia andneighboring countries as he uses his knowledge and experience accumulated over 3 decades in order to give thebest to his clients. He was invited to SriLanka, my native country, to conduct his flagship training programs by

SriLankan event organizers after they had heard of his success in Malaysia, Philippines, Singapore, Thailand,Vietnam, Brunei, China, India, Maldives, and UAE. His success can be also attributed to his very ownpresentation style and mastery of language which had been commended by many of his contemporariesworldwide -- Jayadeva de Silva, HumanTalents Unlimited.

I find his presentations very well structured, full of practical/down to earth ideas and easy to understand. Heshares his experience freely and often gets excellent evaluations from course participants. In fact, when GKconducted his training for my company's sales & marketing team, his experience and ideas were well received bythe participants. -- Toh Siew Pat, Head of HR & Admin., SWM Environment Sdn Bhd

GK Lim specializes in sales, negotiation & leadership training programs. His programs are lively, effective andhumorous. You will never be bored in his session and you will get valuable takeaways. Recommend to anyonelooking to do such topics of training. -- Lily C.L. Lau, Culture Synergy Cultivator, Certified Trainer, Speaker,Principal Consultant, Culture Dynamics

We received very favourable feedback from the delegates' appraisal of the Conference and I am pleased toinform you that your individual rating, as a speaker for your presentation on "Relationship Between Managersand Talented Employees" is "Excellent" We have no doubt that your participation had contributed to the successof the Conference. -- Irene Lum, Conference Development Manager, Asia Business Forum

I have known G K for since 1986 and have been working with him together on training projects. G K is a personof vast knowledge and practical experience, and is a very pragmatic trainer. He always strives to ensures that thetraining objectives are met while at the same time promote fun and liveliness in his training. He is creative andvibrant in his training delivery. -- Stanley Cham, Entrepreneur, Oneness Training & Coaching

On behalf of Community Services of Bangkok, I want to thank you for the three “Winning Strategies” seminarsyou have presented since January. The response to this seminar has been very positive by both the foreign and

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Thai participants. This is indeed a worthy contribution to the English-speaking persons in Bangkok – LeslieWeed-Fonner, Coordinator, Community Services of Bangkok

We are very pleased to have you lead the seminar "Winning Strategies For That Competitive Edge" to our salespersonnel. The participants thought the program was very educational, enlightening and interesting andparticularly, the newcomers to the Company reported that the seminar was an eye-opener and you were able tofurnish them with the 'edge' to improve their job performance. We extend to you our thanks and appreciation. --

Koh Chee Kean, GM, Wearne Brothers (1983) Sdn Bhd

Thank you very much for your participation in the recent Komag Career Fair. You have given a very impressiveperformance and the audience found your talk interesting and motivating. I found that you are able to reach outand build a good rapport with the audience instantaneously and had them drawn to you, paying close attentionthroughout your talk. Although you are an external person to Komag, you are quick to understand the purposeand objective of the Career Fair. You aligned your talk to the theme of the fair "Creating Your Future" very well.Your talk was a good warming-up to the presentation on Career Pathing, a matter viewed and taken seriously byall Komag employees. – K K Lim, General Manager (KM 1 -Operations) Komag USA (M) Sdn Bhd

We have engaged Mr G K Lim to hold a motivational course, “Winning Is Easier Than Failing.” We all agreedthat Mr Lim is able to convey messages across the participants in a simple and easily understandable way. Hemanaged to built up a good rapport across the audience and is very responsive to all the questions raised duringthe session. We are convinced that the course is beneficial to our company. -- C A OOI, GM, Chemopharm

Sdn. Bhd.

I have had the honour and privilege of sharing the seminar platform with many of the world's greatest speakersincluding Bob Proctor, Wayne Dyer, Deepak Chopra, Stuart Wilde, Dottie Walters and others. I count Mr. G.K.Lim amongst this group and I am doubly blessed to call him friend. I have personally done three seminars withMr. G.K. Lim and found him absolute world class. It is very important to me when I do seminars in differentcountries to work with the countries' best in matters of "Success, “The mind,” and “Sales,” and Mr. Lim hasproved to be fantastic. He has all of the international qualities whilst still being able to communicate with hisfellow Asians from newcomers to C.E.O’s. Any company would find their sales and productivity greatly increasedafter experiencing G.K. Lim. -- Michele Blood http://www.musivation.com, La Jolla, CA

Thank you and congratulations on a great presentation!! Your presentation on "How to Thrive on Stress" wereinspiring, humorous and most important of all informative. It touched home base and our hearts. We must reallycomment on your ability to handle crowds of all levels. Feedbacks from our directors, senior managers andmiddle management staff were more than impressive. You helped them to accept your message rather thandriving home the point. Making it personal for them too, made the topic so refreshing. -- Fong Muntoh,Assistant Human Resource Manager Reliance Pacific Berhad

Good job done. Interesting, helpful, practical. Trainer is very experienced. A good presenter Used real life examples. -- K K Chan, Manager, Sime Alexander Forbes

Trainer is excellent. Good team work. Good participation. Relates well to audience. Pace is quick -- A Raj,Executive, Assoc. Motor Industries

I have known G K Lim since 2003, during the early days of HRD Gateway, a 40,000-member international NGOdedicated to excellence in HRD/HRM. We would often discuss how HRD Gateway could grow and how OakTraining could help HRD Gateway members. GK contributed articles of interest to trainers and HR specialists,and these were published the Oak Training site. G K Lim has spent over three decades in the training profession,as a training specialist in the area of sales, negotiation, managerial leadership and stress management. I highly

recommend him to those in need of services that he provides. An inspirational talent that adds so much value toeverything that he gets involved with. -- Des Fitzgerald, Managing Director at Oak Training Ltdhttp://www.oaktraining.com/

• “Lively presentations. Useful tricks and methods with real life examples. Experienced presenter. This is thetype of presenter who is favoured, rather than those PhD holders with vague knowledge who do not acceptcomments / ideas / opinion from others. Frankly, this is high rated workshop in my opinion.”

• “Mr G K Lim turned this “boring topic” into an interesting workshop. Good job!”

• “Good and interesting workshop! GK is an experienced facilitator. “

• “Useful for communication skills, practical methods with example are given. Excellent. Very practical.”

• “Easy to understand, with interesting examples.”

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http://www.musivation.com/

http://www.oaktraining.com/

http://www.musivation.com/

http://www.oaktraining.com/



• “The program is practical and it’s applicable in all situations whether we are in product sales or educationbusiness. The sales approaches, closing techniques and ways to handling objections shared by thefacilitator are very helpful and beneficial. What we need to do is to adapt them into the education industry.”

• “Can apply the principles learnt in the workplace and personal life.”

• “Informative workshop, good interaction, met objectives.”-- Comments by lecturers, administrators and Heads of Divisions of TAR College after

an inhouse program

Countries the trainers have conducted training in….

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Documents

How to Sell Successfully to Corporate Customers inhouse program facilitated by G K Lim and Danniel Lim