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Increasing your sales performance with EQ (I) - Data Mining
Below are four challenges sales organizations face:
"Your price is too expensive, give me a discount or I will not buy from you!"
Why learning the Increasing Sales Performance through EQ (I) - Data mining is important for you and your organization performance?
A successful sales order in the bag is a combination of providing value added solution at a "correct" price point, identifying key stakeholders, managing their expectations and needs, pitching the idea to these stakeholders, finding out, amplify customer’s pain point, working as a team with colleagues, managing emotions and handling rejections and objections from clients. On top of these, to be disciplined enough to follow through a simple sales process. Sounds complicated? That’s why we are here to take you through this fascinating, fun and rewarding journey of selling.
What can you expect?
The Increasing your sales performance with EQ consist of two modules, Data Mining and Closing in and Influencing. Each module is two days. It focuses on developing three key areas of your sales team over a period of time. Skillsets, Mindsets and Awareness. Part one of this two parts program focus on uncovering and amplifying customers’ pain points and developing useful mindsets and values in order to be successful in the selling profession.
- Increased competition and changing market environment leading to erosion of margin.
- How to find sweet spots to differentiate your sales organization from your competitors.
- A more educated (demanding) buyers, leading to higher expectation from clients on sales professional to go beyond products, features and functions selling.
- Sculpting an agile and a growth mindset for your sales organization to constantly evolve and adapt to the ever-changing market place.
"Your price is too expensive, give me a discount or I will not buy from you!"
Why learning the Increasing Sales Performance through EQ (I) - Data mining is important for you and your organization performance?
A successful sales order in the bag is a combination of providing value added solution at a "correct" price point, identifying key stakeholders, managing their expectations and needs, pitching the idea to these stakeholders, finding out, amplify customer’s pain point, working as a team with colleagues, managing emotions and handling rejections and objections from clients. On top of these, to be disciplined enough to follow through a simple sales process. Sounds complicated? That’s why we are here to take you through this fascinating, fun and rewarding journey of selling.
What can you expect?
The Increasing your sales performance with EQ consist of two modules, Data Mining and Closing in and Influencing. Each module is two days. It focuses on developing three key areas of your sales team over a period of time. Skillsets, Mindsets and Awareness. Part one of this two parts program focus on uncovering and amplifying customers’ pain points and developing useful mindsets and values in order to be successful in the selling profession.
Objective
At the end of this two-day workshop, you will:
- Discover the changing nature of selling in this digital age.
- Explore the value equation and how it impacts your sales performance.
- Learn a more effective and efficient sales process.
- Discover your blind spots as a sales professional.
- Understand why people buy services and products.
- Learn how to uncover customers’ rocks - How to deep dive to explore and uncover your customers’ business needs and challenges.
- Discover 4 barriers to communications and learn ways to communicate effectively with customers.
- Learn and practice high impact questioning techniques used by ICF (International Coach Federation) professional executive coaches to help you "advance" your sales.
- Learn how to build trust with your customer using the SPARK strategy.
Outline
The Increasing your sales performance with EQ (I) - Data Mining, cover the following topics:
- Why the need to change the way we sell?
- What is selling?
- Selling process.
- How to selling value?
- Why people buy?
- Listening and questioning skills.
- Building trust with clients.
Who should attend
Sales and marketing professionals
Profile of Daniel Yeo
Daniel Yeo has 26 years of extensive corporate experiences in the medical technology businesses in American and German multi-national companies in the Asia Pacific region. Trained as an engineer and he later moved into the areas of:
a) Business development, channel management, sales performance enablement training.
b) Working with middle and senior managers in Asia and Europe to develop their people skills, growth mindsets and competencies to accelerate and sustain their level of performance.
He is currently the Director (Asia Pacific) of EQ Asia and founder of the Mindful Leadership™ Program at a consultancy company. Daniel works with individuals and leaders in Asia to develop their resilient/growth mindsets in order to adapt and thrive in this ever-changing world. Some of his clients included, Dyson, DELL, Telenor Group, Agilent Technologies, Singapore Ministry of Education, Keppel Land China, Geely Auto, School of Management, Fudan University (Shanghai).
Daniel is active in International key note speaking, change consultancy and facilitating workshops in Asia and Germany. He has spoken at several high-level Human Resources summits and at the Fudan University, School of Management in China. Daniel is also a mentor at the Asia Institute of Mentoring.
He is also deeply concern with the high level of stress teenagers are experiencing today. Therefore, he partners International Schools and Singapore Ministry of Education in helping children and teens to build their resilience muscles through the "Resilience for Teens Program". Link to student testimony of Daniel’s "Resilience for Teens Program"
Professional Certification
- Certified by University of Oxford to facilitate the Mindfulness Based Cognitive Therapy (MBCT)
- Certified Executive Coach (International Coach Federation)
- Certified EQ Asia senior Coach
- Certified 6 Seconds EQ Practitioner
- Certified NLP Practitioner with the American Society of Neuro-Linguistic Programming™
- Certified to coach and administer using Enneagram Personality Profiling Tool with the International Enneagram Association
- Certified to coach and administer using EQ Asia EQCP profiling tool
- Certified to facilitate the Mindfulness in Schools Project (UK) curriculum. b
- Certified to administer DISC
Daniel holds a Bachelor of Engineering with the University of Salford and a Master of Science in Business Management with the National University of Ireland.
