Achieving Sales Greatness: An Introduction from Zig Ziglar & Krish Dhanam What Will You Learn?

TRUST Baseline• ZigZiglar’sFourSellingPrinciples• OverviewoftheT.R.U.S.T.Process• Doyousellwhatcustomersbuy?• Thedifferencebetweenasalesprocess

andasalesevent• Thedifferencebetweensellingaproduct

andsellingasolution• Howtouncoveracustomer’sreasonsfor

buying• Theeasyandrepeatableformulafor

increasingsales• Advancedconceptsfortheseasoned

professional

THINK• Theimportanceofusingawell-planned

sellingprocess(T.R.U.S.T.)• Differentmethodsofprospectingfor

customers• Managingyourleads/prospects• Creatingageneralbenefitstatement• Thefastestandbestmethodsfor

obtainingnewclients

RELATE• Thequickestwaystoturnprospectsinto

customers• UseP.O.G.Oquestions• Professionaletiquetteonsalescalls• Identifyyoursalesobjective

UNCOVER the Needs• Thenaturallawofhomeostasisandhow

itappliestoselling• Quicklydetermineunmetneeds• Discoveringtheprospect’sreasons,

benefitsandcriteria• Askcriteriaandbenefitquestions• Moveprospectsoffofstatusquo

Continuous Development Option

Forcontinuousdevelopment,asuiteofZiglarsolutions ranging from in-house workshops,train the trainer certification, coaching andconsulting services, DVD and audio coursesareavailable.

In-house Workshops - a highly effectiveinternational certified facilitator cancome toyourcompanyatyourlocationtodeliveranyof the Zig Ziglar-ITD Mega Guru Signatureprograms that can be tailored to suit youruniqueneeds.

Train the Trainer Certification - certifytrainers within your company to train manymore people for Zig Ziglar-ITD Mega GuruSignatureprograms.

Ziglar Vault-whenyousubscribe(monthly)to theonlineMP3, videoandaudioprogram

Krish Dhanam

“Every sale has five basic obstacles: no need, no money, no hurry, no desire and no trust.”

- Zig Ziglar

SELL the Solution• Features,Functions,Benefits• Greatervalueforyourproductorservice• Recognizingandrespondingtothe

prospect’sverbalandnon-verbalcommunications

• Salespresentationtips• Creatingasenseofurgency• Ignitingsales

TAKE Action• Differentiatingbetweentrueandfalse

objections• Testingtheobjections• AnswerobjectionswithC.E.T.A.A.`• TheQ.U.I.E.Tmethodofovercoming

objections• Howandwhentoaskfortheorderand

closethesale• Useoftrialcloses

Clinics for Sales Greatness and Customer Loyalty• Howtopersonalizethesalesprocess• Determiningthebestsalesapproachfor

eachprospect• In-depthpracticeanddrillon

prospecting,managingobjectionsandclosing

• Creatingandunderstandingcustomeradvocacy

• Definingmomentsoftruthineverycustomerinteraction

• Implementingprocessimprovementstoenhancevalue

• Knowingthedifferencebetweenarealcomplaintandanopportunitytoenhanceserviceofferings

• Creatingcustomer-focusedplansofactionthatcreateexperienceenhancingmomentsforboththeinternalandexternalcustomer

• Askingthecustomerforimprovementideasthroughfeedbackandsurvey.Learningfromsuccessfulcompaniesthatdoanexcellentjobinthisspace

The Key Benefits from this Program

• Prospectingandleadgenerationstrategies

• Acompellingstatementtogetyour“footinthedoor”

• Techniquestoincreaseproductivity• Asystematicwaytouncoverneeds• Aformulatofindyourcustomer’shot

buttons• Salespresentationtipsthatbuildvalue• Afool-proofsystemtoanswerobjection• Examplesoftried-and-truesalesclose• Atooltohelpyouquicklypersonalize

eachpresentation• Ziglar’stopfourmostimportantsales

principles• Learnsimpletechniquestohandleangry

customers• Provenmethodsforachievingsales

greatnessandcustomerloyalty• Createasystemofserviceexcellence

byenablingtheprinciplesofCustomerAdvocacy

• Negotiate,sellandservebydesignandnotbychance

• Comprehensivelearningandreferencematerials

Who Should Attend?

This program is ideal for people who sellservices,productsand ideas toorganizationsand individuals. It isespeciallyrecommendedforthosewhowanttoachievesalesgreatnessandcustomerloyaltyformaximumrewards.

The Schedule for Day 1 & 2

8.00am Registration9.00am Introductionand/orOfficial Launching9.15am MorningSession (TeaBreak10.30am-10.45am)12.30pm NetworkingLunch1.30pm AfternoonSession (TeaBreak3.30pm-3.45pm)5.00pm EndofSession

Ziglar Sales System provides a means forimmediate andmajor improvements in salesperformance.Thistrainingisn’tabout“selling”someoneonaproduct;itisabouthelpingtheperson “buy” a solution that will truly servethem.

Obstacle-free selling requires collaboration.Whensalesprofessionalsunderstandtheydonotsitacross the table from theperson theyaresellingto,butareactuallysittingonthesideofthetablewiththeircustomer,collaborationtakeshold.Thisisthemissingmindsetinmostsalesapproaches.

ZiglarSalesSystemteachessalesperformancethrough an easy-to-apply andpowerful salesformulathatisbuiltonTRUST.Thisadaptableprogram is performance-driven and can be

utilized in any industry, with any product orservice. When followed and applied, salesprofessionalscanyield tremendousresults inaremarkablyshortperiodoftime.

Weprovideyouwiththesolutionforachievingsales goals that increases revenue, shortenssales cycles, creates greater market share,increases referrals and improves salesclosingratioaswellascustomerrelationship,satisfactionandloyalty.

Wearecertainthatifyoutakeactionandapplywhat you learn in the 2 day workshop youcanachievesalesgreatness-TOPSales,TOPProfit-SeeyouattheTOP!

Thebestisyettocome.

you will have access to the full collectionof Ziglar’s best audio and video programsavailable to you 24 hours per day 7 daysper week. For more information visit: www.zigziglar.com.

Ziglar VIP - a contemporary 12+16 weekwebbasedlearningprogramwithassessmentandreportsonactionapplicationandlearningprogress delivered to the employee andemployer. Go to www.zigziglar.com for thisfollowuplearningoption.

E-Newsletter and Free Gifts - go towww.zigziglar.comandsubscribetoafreenewsletterthatwillkeepyouupdatedwithlatestthinkinganddevelopments.Youwillalso receive freegifts that include an audio program plusZiglar’sLittleBookofBigQuotes.

For International Participants

1. Special hotel room rates have beenarranged. For hotel booking forms andratespleaseemailITDcenters.

2. For optional tours you may contact ourpartner hotels for prior arrangement oruponarrival.

3. FortravelandaccommodationadviceandassistancepleasecontactthenearestITDcenter.

General Information

1.Closing date for registration is 07 May 2010.

2. The fees cover participation at theevent, lunch, tea breaks, materials andcertificate.

3.Replacements and representatives areallowed,howeverthefeespaidarestrictlynonrefundable.

4. Intheeventthatanyofthespeaker/shaveto cancel their engagement for reasonsoutsidethecontroloftheorganizers,theorganizersreservetherighttorescheduleormakechangesasrequired.

“ To be the winner you were born to be, you must plan

to win, prepare to win, take action and expect to win.”

- Zig Ziglar

Zig Ziglar

Eventpartner

OfficialAirlineOfficialBookstore

“It’s your attitude more than your aptitude that determines your altitude.”

- Zig Ziglar

“Some prospects will tell you the true objection, and some prospects will not know the true objection.”

- Zig Ziglar

ITD-MEGA GURU PROGRAM SALES GREATNESS & CUSTOMER LOYALTYWith Ziglar Sales System

Fast Facts About Zig Ziglar

• Recognizedastheworld’stopguruinsalesandmotivation.

• Writtenover25booksthathavebeentranslatedintoover38languageswithover9titlesonthebestsellerlists.

• Trainedandtransformedmillionsofpeople’slivesallovertheworldsince1970.

• SharedtheplatformwithsuchdistinguishedpeopleasAmericanPresidentsFord,ReaganandBush,GeneralNormanSchwarzkopf,SecretaryofStateColinPowell,Dr.NormanVincentPeale,Dr.RobertSchuller,congressmenandgovernors.

• ZigZiglar’sprogramsandmaterialsarepreferredtheworldoverbecausetheyaresimpleandyetpowerfulandhighlypractical.

The Most Successful Workshop from

Zig ZiglarWorld’s #1 Sales & Motivation Guru and Author of over 25 Books

Sales Greatness & Customer Loyalty

with ziglar sales system

ITDGroupisthesolepartnerofZiglarCorporationinMalaysia,Thailand,VietnamandSingapore

MeetglobalparticipantsandlearnthelatestandgreatestfromZig ZiglarBANGKOK 19-20May2010 • SwissôtelLeConcordeKUALALUMPUR 24-25May2010 • GrandDorsettHOCHIMINHCITY 27-28May2010 • EquatorialHotel

ITD-MEGA GURU PROGRAMLEARN FROM THE BEST TO BE THE BEST

Krish DhanamZig Ziglar’s Co-Author,

Partner, Top Master Trainer & Director

Live in Person!“Sellingismorethanaprofession;itisawayoflife.

Everyproductivepersonisinvolvedinsellingaserviceoraproductoranideathatconvincesotherstobuyin.”

- Zig Ziglar

“1 FREE 1” Bonus! For the 1st 38 RegistrationsCall in or e-mail or fax right away to get TWO registrations

for the price of ONE!

Fast Facts about Krish Dhanam

• Awellaccomplishedauthorandco-authorwithZigZiglar.The topmaster trainer forZigZiglar.

• SharedthesamespeakingplatformwithZigZiglarandworkedinclosepartnershipwithZigZiglarforover20years.

• InternationalDirectorwithZiglarCompany,topcompanysalesproducerandtopproducingseniorregionalmanagerandVPofSalesintheUSA.

• Histrainingandspeakingcareerhastakenhimtosome40countriesintheworldand45statesintheUSA.

• Ahighlypowerfully,engaging,humorousandsuperblyinspirationalspeaker.

(Pleasemakecopiesofthispageforregistrationasrequired)Bangkok,19-20May2010,SwissôtelLeConcorde

Event Fees and General Information Thailand International

Super Early Bird Fee Registrationswithpaymentbefore23Mar’10 B19,000 USD600

Early Bird Fee Registrationswithpaymentbefore23Apr’10 B22,000 USD690

Normal Fee After23Apr’10 B25,000 USD780

Group Registration:Registrationswithpaymentaccordingtotherespectivedates:

Number of Pax: Before 23 Mar Fee Per Pax: Before 23 Apr Fee Per Pax: After 23 Apr Fee Per Pax:

5ormore B18,000(USD570) B21,000(USD660) B24,000(USD750)

10ormore B17,000(USD540) B20,000(USD630) B23,000(USD720)

20ormore B16,000(USD510) B19,000(USD600) B22,000(USD690)

Scholarship Package(50%ofnormalfee) B12,500 USD390A 50% Scholarship is available to the first 30 deserving applicants. This applies only tofull-time staff of non-profit or educational institutions. Awarded on a first-come-first-served basis.Documentaryevidencerequired.

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IMPORTANT- For Internal ITD Staff use onlyPleaseindicate(tick)ifthisparticipantqualifiesforthefollowinggift:

q “1 Free 1” Bonus for the 1st 38 Registrations

Modeofregistration:International ITD Ltd.3rdFloor,MahatunPlazaBldg.,888/199PloenchitRoadLumpini,Pathumwan,Bangkok10330ThailandE-mail:itdbkk@itdworld.comFax:+662-6509329Tel:+662-6509324to8

Replacementsandrepresentativesareallowed,howeverthefeespaidarenotrefundable.www.itdworld.com