Influential Selling Strategies
12:53 AM
Vernon Joseph Go
March 28, 2012 | 9:00 AM – 6:00 PM
Golden Prince Hotel & Suites | Acacia St., Corner Archbishop Reyes Avenue | Cebu City
“Master the skills you need to influence your client to buy. You will learn how to combine your negotiation skills with your tactical selling and communication skills and increase your chances of closing the sale.”
WHY YOU SHOULD ATTEND
Experienced sales professionals know that everything is negotiable and influential negotiation skills are vital for business success. Once you present your solution, inevitable negotiation follows as you pursue an agreement. Reaching an agreement may involve several conversations and meetings, each one a mini negotiation unto itself, where your goal is to get the client to buy-in to your ideas. Sales professionals have to negotiate with potential clients to arrive to mutually beneficial agreements. It is more effective if implemented along with selling techniques. This program will teach you how to combine negotiation skills with your communications and tactical selling skills to increase sales success.
WHO SHOULD ATTEND
• This course is valuable for sales representatives and anyone who desires a career in professional selling.
• This program is also available in in-house, tailor fitted formats, to address your specific concerns.
TOPICS
Negotiation Essentials: Myths, Misconceptions, and Pitfalls
Key Processes in Reaching a Deal
Value Presentation and Demonstration
Managing Excuses, Stalls, Concerns, Objections and Resistance
Identifying your Sales Negotiation Style and Strengths
Communicating effective while negotiating
Active Listening and Body Signals
Great Closing Tools
TRAINING METHODOLOGY:
The workshop is a fun and stress-free learning experience. It combines:
Short Lectures
Live-Facilitation
Case Studies
Role-Playing
Group Discussion
Experiential Learning Workshops
LEARNING OUTCOME:
Upon successful completion of this course the participants are expected to be able to:
• Develop a contagious win-win negotiator attitude
• Understand the buyers negotiation tactics
• Acquire influential selling skills and flexibly apply these in face-to-face selling situations
• Handle customers concerns, stalls and resistance and reverse them into agreements and
• Close every qualified customer for your product or service the fastest way
VENUE
Golden Prince Hotel & Suites Acacia St., Corner Archbishop Reyes Avenue, Cebu City, Philippines, 6000
LEARNING INVESTMENT
Includes AM / PM Snacks, Lunch Buffet, Training Materials and a Certificate of Attendance
Early Bird Rate - P4,500 inclusive of VAT (Deadline March 19, 2012)
Regular Rate - P5,500 inclusive of VAT (Deadline March 23, 2012)
Group Rate - 5 + 1
FREE NOTE:
• Prizes to be raffled away for the first 50 confirmed participants.
• FREE WiFi Internet access is also available at the function room for those who wish to check their emails during break periods.
RESOURCE SPEAKER
Rafael “Raffy” Pefianco, MPM FAAPM is a Mechanical Engineer by training and his work experiences include positions in management such as Marketing Manager, General Manager, Chief Operating Officer and President of several companies.
He is currently the Managing Director of RMP Consultancy. Raffy is a principal speaker for seminars on Lean Methodologies, 5S, Kaizen, Warehouse, Inventory, Purchasing, Logistics, Six Sigma and Sales and Marketing. He provides in‐house seminars as well as consulting and coaching services. He is an International Trainer and has been a certified instructor trainer for several US organizations for more than 20 years. Raffy also has a wide real world experience with computer systems from main frames to PCs. His passion is to deploy networks using Linux for and low cost solutions for small businesses. Raffy has earned an Ordinary National Diploma (Mechanical Engineering) from the Poole Technical College in Dorset, England. He later graduated from the University of New Castle in Tyne, England with a BSc with Honors in Mechanical Engineering. He is a certified Master Project Manager, Fellow of the American Academy of Project Management, and he also has a Diploma in Supply Chain Management from the Chartered Association of Business Administrators.
WHY YOU SHOULD ATTEND
Experienced sales professionals know that everything is negotiable and influential negotiation skills are vital for business success. Once you present your solution, inevitable negotiation follows as you pursue an agreement. Reaching an agreement may involve several conversations and meetings, each one a mini negotiation unto itself, where your goal is to get the client to buy-in to your ideas. Sales professionals have to negotiate with potential clients to arrive to mutually beneficial agreements. It is more effective if implemented along with selling techniques. This program will teach you how to combine negotiation skills with your communications and tactical selling skills to increase sales success.
WHO SHOULD ATTEND
• This course is valuable for sales representatives and anyone who desires a career in professional selling.
• This program is also available in in-house, tailor fitted formats, to address your specific concerns.
TOPICS
Negotiation Essentials: Myths, Misconceptions, and Pitfalls
Key Processes in Reaching a Deal
Value Presentation and Demonstration
Managing Excuses, Stalls, Concerns, Objections and Resistance
Identifying your Sales Negotiation Style and Strengths
Communicating effective while negotiating
Active Listening and Body Signals
Great Closing Tools
TRAINING METHODOLOGY:
The workshop is a fun and stress-free learning experience. It combines:
Short Lectures
Live-Facilitation
Case Studies
Role-Playing
Group Discussion
Experiential Learning Workshops
LEARNING OUTCOME:
Upon successful completion of this course the participants are expected to be able to:
• Develop a contagious win-win negotiator attitude
• Understand the buyers negotiation tactics
• Acquire influential selling skills and flexibly apply these in face-to-face selling situations
• Handle customers concerns, stalls and resistance and reverse them into agreements and
• Close every qualified customer for your product or service the fastest way
VENUE
Golden Prince Hotel & Suites Acacia St., Corner Archbishop Reyes Avenue, Cebu City, Philippines, 6000
LEARNING INVESTMENT
Includes AM / PM Snacks, Lunch Buffet, Training Materials and a Certificate of Attendance
Early Bird Rate - P4,500 inclusive of VAT (Deadline March 19, 2012)
Regular Rate - P5,500 inclusive of VAT (Deadline March 23, 2012)
Group Rate - 5 + 1
FREE NOTE:
• Prizes to be raffled away for the first 50 confirmed participants.
• FREE WiFi Internet access is also available at the function room for those who wish to check their emails during break periods.
RESOURCE SPEAKER
Rafael “Raffy” Pefianco, MPM FAAPM is a Mechanical Engineer by training and his work experiences include positions in management such as Marketing Manager, General Manager, Chief Operating Officer and President of several companies.
He is currently the Managing Director of RMP Consultancy. Raffy is a principal speaker for seminars on Lean Methodologies, 5S, Kaizen, Warehouse, Inventory, Purchasing, Logistics, Six Sigma and Sales and Marketing. He provides in‐house seminars as well as consulting and coaching services. He is an International Trainer and has been a certified instructor trainer for several US organizations for more than 20 years. Raffy also has a wide real world experience with computer systems from main frames to PCs. His passion is to deploy networks using Linux for and low cost solutions for small businesses. Raffy has earned an Ordinary National Diploma (Mechanical Engineering) from the Poole Technical College in Dorset, England. He later graduated from the University of New Castle in Tyne, England with a BSc with Honors in Mechanical Engineering. He is a certified Master Project Manager, Fellow of the American Academy of Project Management, and he also has a Diploma in Supply Chain Management from the Chartered Association of Business Administrators.
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