TRAINING PROGRAM - THE POWER OF GOAL SETTING - 10 APRIL 2011

EXECUTIVE SUMMARY

A proactive team and goals oriented personals are Dream Team of any Bosses. In these days of increased competition, faster growing technology and high paced job. It’s not enough by just working hard. You must work smart and have a clear direction forward as your journey to success will not be as tough and rough as what people said. Having a clear goals will certainly makes your goals easier.

WHO WILL BENEFIT ?

Sales team, leaders, Managers, Trainers and Goal Setters.


TRAINING METHODOLOGIES

• Fun & Objective – Oriented Simulations
• Highly Interactive Facilitation
• Application Discussion to develop strategies
• NLP Installation Strategies
• Public Commitment
• Practical Technique
  

OBJECTIVES

• Understand why Goal is important


• Gain motivation to strengthen the believe that goal are achievable and possible


• Understanding of Smart Goals


• Knowing your Mind Frame of Success Attitude


• Discover the ‘Blocks’ that stop you from achieving your Goals.


• How to apply Universal Law in Goal Setting


• How to create NSI and blue print of your Goals


• Understanding the “Secret” of success thru Sub-Conscious mind

COURSE FORMAT

This One(1) day workshop is designed for 50 to 100 participants

MASTER TRAINER PROFILE – “ZIFU”

MOHD FUZI BIN DOL

Mohd Fuzi or “ZIFU” as he is involve in sales and training circle as early as 1985 with his involvement in an MLM company from USA. His full commitment in sales really started when he decided to resigned from his bank career and focus seriously in insurance. He lives by the motto he once heard “If You Can Sell Insurance You Can Sell Anything”.

His passion in training and speaking develops as an automatic choice since his career involved in these fields almost daily. His speaking engagement are initially mainly for charitable and voluntary purposes. His vast experience in the insurance industry has resulted in a lot of invitation to speak and conduct motivations seminars.

He is considered as one of the most successful Agency Manager on the industry. He was awarded Top 5 Agency for Prudential in 2001 and Top Bumiputra Agency for four conservative years from

2001-2004. His proven selling technique and skills in motivation resulted his agents to qualified Top Sales Performance in MDRT and producing Million Dollar Agency along the way. He qualified for RM 2 Million Agency almost every year since he has trained and developed three(3) direct Quality Leaders accumulating an annual business turnover of almost RM10 million.

Beside selling skills and motivations “ZIFU” also coordinate Team Building, Leadership Seminars, Goal Setting and Attitude For Change Programs and many others. Fuzi have also develop his own other program call LEAP-Life Enrichment Awareness Program which is an awareness program for change.

Being life members for MAPS (Malaysian Associate of Professional Speakers) has help him to gain valuable experience ever since. He is a Certified Neuro Linguistic Programming Practitioner. He is a Certified Trainer MCT-Master Class Trainer. He has vast experience in Awareness Program and Self Development under the LIB Consultant Sdn. Bhd. Has gone through the process for the “Born

Rich” program by Bob Proctor, USA. His skills in training has certified him to be a facilitator for Skill Training and Strategic Thinking Workshop for leader/ manager.

He believe that “When The Students Is Ready The Masters Will Appear”. Now the “ZIFU” is here! and ready.

For further information and registration, kindly call 03-77226223 or 019-3122277 or Cik Aini 013-3322713.

Email at drzifu@gmail.com / drzifu@yahoo.com

USING PSYCHOLOGICAL TECHNIQUES IN SELLING

EXECUTIVE SUMMARY

A proactive sales team is Dream Team of any bosses. In these days of increased competition, faster growing technology and time-to-market pressures, it’s not enough just to deliver “a good product”! The use of psychological techniques will strengthen your sales appeal and you will benefit from the buyer behavior of “People buy people first”.

The main difference between your competitors and you is people who sell and deliver the value of the product, service or solutions that the client buys.

Success comes only to those companies that maximize the performance abilities of their people at the frontline level.

This is highly-interactive workshop which aims to impact upon passion, instill confidence, inspire fun as well as to Equip, Empower and Engage.

WHO WILL BENEFIT?

• Sales Agent, Sales Executives, Managers, Leaders & Trainer

TRAINING METHODOLOGIES

• Dynamic & Highly Engaging Presentations
• Fun & Objective – Oriented Simulations
• Highly Interactive Facilitation
• Application Discussion to develop strategies
• Car park of Objective Soliciting
• NLP Installation Strategies

OBJECTIVES

¤ Gain insights into the 3 ways people buy

¤ Gain Motivation to strengthen your mind set with positive thinking and attitude on the job

¤ Develop strategic and specific questions to uncover buying motives

¤ Master Non-Verbal aspects of communication to assert positive influences in selling

¤ Master selling psychology to enhance Rapport & Persuasion

¤ Understand how people receive information and their thought preferences

¤ Using Linguistic patterns to influence the buying processes

¤ Use subliminal Commands to lead to closing

¤ Confirm sales with lesser resistance

SPECIALIST TRAINER

- Dr. ZIFU – Master Class Trainer

COURSE FORMAT

This Highly Interactive 2-day workshop is designed for 30 participants per workshop

COURSE MATERIALS

Participants will walk away with these resources:

§ A workbook that contains reading of the concepts and techniques, for use during the workshop and as a reference for field applications

CUSTOMIZATION

This program is can be further customized for and is adapted from the book “Using Psychological Techniques in Selling”

VALUE – ADDED ACTIVITIES

“The Bingo” as the Icebreaker to encourage fun

Show Me the $$$ (can include target setting by salespeople)

Knots – To Free The Mind

Water!!! For Active Listening & Engaging Strategies

Group Brainstorming on Prospect Sourcing. Questions Scripting and Objections Handling

Energizer

Observational Feedback on selected participants

COURSE CONTENT

Icebreaker and Workshop Objectives

Fundamentals of Sales Professionals

• Personnel Foundations – Mindset and Attitude
• 7-11 & I.M.P.R.E.S.S ©
• The Generic Sales Cycle

Foundations for Success

• The Communication Model
• Words That Sell
• Strategic Applications of Tone and Body Language

Prospecting Strategies

• 3 Basic Ways to Prospect and 3 Markets to Tap
• Fundamentals of Tale-Consulting
• Group Brainstorm: Where are the prospects

Determining Needs – Finding the M.A.N

• The Rationale of Questioning
• Types of Question
• Application: Question Scripting
• An Active Listening Game
• Active Listening Questionnaire: Guilty or not guilty?
• Listening Dos and Don’ts

Psychological Techniques in Rapport Building

• Understanding buying patterns with Mental Maps
• NLP Rapport Strategies & the Power of Calibration
• Practices for Calibration, Matching and Mirroring
• Strategic Selling Applications

More Psychological Techniques

• Quick Tips to Managing Resistance
• Reading Buying Signals
• 5 power Applications of Linguistics
• Psychological Techniques in Objections Handling
• Shift & Pattern Interrupt
• The Powerful “F” word

Objections Handling Workshop

Group Brainstorming: Towing the cars in the park

Closing the Sale

• The Use of Metaphor – incorporating techniques
• Conventional Closing & Subliminal Closing Techniques

Your Last 100 Days to Achieve your Goals

Here's the real inconvenient truth about you life...and your future.

I suggest that you print this out, sit down and seriously
contemplate the significance of this message--it's that important.

In this message, my objective is to speak to your heart, rattle
your soul, and encourage you to say YES, I'm Ready for a
Challenge.

The genesis of "Dear John" letters can be traced to World War II.

They usually began, "Dear John, I have found someone else whom I
think the world of. I think the only way out is for us to get a
divorce."

These letters, which broke the hearts and dreams of our
servicemen and women, soon became known as "Dear Johns."

I developed this lesson to provide a different type of "Dear
John" letter.

It's a private note from your hopes and dreams, and it speaks
loudly through your subconscious.

I trust it will be powerful enough to get your attention, and
more important, compelling enough to get you to take action and
take part in the 100 Day Challenge at

http://clicks.aweber.com/y/ct/?l=InIEh&m=1cdND3fPDaTgyj&b=YtBt51UJUtUw8brcy6aqZQ

The purpose is to provide an outlet, a voice for all of those
hopes, dreams, desires, and goals that you've neglected.

If your goals, hopes, and dreams could talk, what would they say?

Let's hope that they wouldn't write you the following letter,
especially on 12/31/09.

Dear John, (insert your name here)

You probably already know what this letter is about. You've seen
it coming; I know you have. It's about us, John. It's over. I'm
leaving you!

I've hung on as long as I could. You've got to give me credit for
that. I mean, the way you swept me off my feet and talked
lovingly about the future we would have together.

I have waited so long for your embrace, your attention, and your
love.

Why have you neglected me? Why have you made so many excuses?

Your inaction and addiction to procrastination is tearing me
apart. I simply must move on!

For years, I would get so excited every time you talked about the
business we were going to start, the places we were going to
visit, and the home on the water where we could watch the sun set
every night.

My heart would pitter-patter every time you talked about me to
other people, only to be let down once again because you were
afraid.

John, what are you afraid of? It's only me! I am your hopes,
dreams, and goals.

I wanted you as much as you wanted me, but you have left me no
choice.

I simply must move on!

Please do not attempt to talk your way out of this.

The years of indecision and lack of discipline tell me everything
I need to know. If you really-and I mean REALLY-wanted me, you
would have found a way for us to be together.

I am tired of having my hopes soar so high just to just to see
them dashed.

I simply must move on!

Time is marching by without us, and my greatest fear is suddenly
becoming visible on the horizon.

I am so afraid that we could come to the end of our lifetime and
never have the chance to really know one another. It breaks my
heart to even entertain this thought, but I simply must move on!

Like the Genie that grants three wishes, I wanted to give you
your heart's desire.

All I wanted, needed, and asked for was your attention, your
devotion, and your willingness to work hard for me. If that was
too much to ask for, then I'm sorry.

I simply must move on!

All things of value must be earned, and I've grown tired of your
excuses and lack of patience.

On numerous occasions, I was within your grasp, but you quit too
soon. Why did you leave me when you were so close?

I'll let you in on a little secret. Every day I would call out to
you, "I am your goal, here I am, come and get me!" I'm curious.
Did you ever hear me?

I repeated this question day after day, month after month, and
year after year.

But now, I've grown tired of hearing that the timing is not
right, that you're tired, or that someday you'll get around to
it.

It's now time that I get around to it myself and find someone who
is committed, focused, and proactive.

I simply must move on!

On behalf of all of your hopes, dreams, and desires, there is
something you should know about us.

We will never fail you, nor will we ever let you down.

The main reason why we have not embraced one another is that you
have failed us by not taking action! Why?

Sincerely,

Your Goals, Hopes, and Dreams

Granted, we rarely get that kind of feedback when we slack off on
our efforts to achieve. But almost all of us have heard that
small voice calling to us, "I am your goal, here I am, come and
get me!"

Are you ready to astound yourself by what you can achieve in the
final 100 days of the year?

Right now... this very minute an incredible opportunity lies in
wait for YOU, and I'd like to show you how to seize it!

Now is the time to say YES, I'm Ready for a Challenge!

http://clicks.aweber.com/y/ct/?l=InIEh&m=1cdND3fPDaTgyj&b=YtBt51UJUtUw8brcy6aqZQ

If you are hearing that voice now, it's time to reach out and
embrace that goal, those dreams and wild aspirations before they
get away.

The 100 Day Challenge presents an ideal opportunity for you to
astound yourself and finish the year strong.

http://clicks.aweber.com/y/ct/?l=InIEh&m=1cdND3fPDaTgyj&b=YtBt51UJUtUw8brcy6aqZQ

Can you afford to risk this opportunity passing you by?

The doors close VERY SOON (Midnight Monday) and you'll never get
this chance again to redeem yourself, to see what you are made of,
to make your hopes and dreams come true.

I assure you that the last thing you're going to want to do is
receive your own Dear John letter of regret at the end of the
year.

Everything Counts!

drzifu

P.S. Click here to say YES, I Ready for a Challenge

http://clicks.aweber.com/y/ct/?l=InIEh&m=1cdND3fPDaTgyj&b=YtBt51UJUtUw8brcy6aqZQ




M6 Training Consultancy
B-16 Ridgewood Height
Desa Parkcity
Kuala Lumpur
019-3122277

SERVICES

We offer 4 categories to optimize your performance

• Personal Development & Organizational Effectiveness
• Sales & Service Training
• Leadership Development & Empowerment and
• Mind Power For Success

4 ways to empower your team :

• Training workshops
• Motivational Speeches
• Team Building
• Team Work

Key benefits :

• Build up a pool of quality professionals.
• Enhance Personal Attitude and Mindset on the job.
• Shaping of an overall positive and learning culture.
• Total commitment from staff to perform at their peak.
• Optimize confidence and motivation on the job.
• Foster stronger Corporate Values.
• Bringing Management Objectives to Fruition.
• Improved work processes and performances.
• Knowledge and empowerment for all staff.
• Understanding The Mind.

GOALS

When you set Goals, somebody inside you will start saying, “Let’s Go, Let’s Go” and the ceilings starts to move up. In order for goals to be effective they need to be big, because big Goals help to create excitement necessary for accomplishment. There’s no excitement in mediocrity or making a home payment, a car payment or just getting along. The excitement in when you do the Best which you can do with a proper goals.

A wise man once said, “Make no small plans for they have no capacity to stir men’s souls.”

The way you see life will largely determine what you get out of it.

You might occasionally feel that some people are standing in the way and deliberately slowing your progress, but in reality the biggest person standing in your way is you. Others can stop you temporarily – you the only one who can do it permanently.

Therefore Goals are important. Its our life blood to live.

LIFE ENRICHMENT AWARENESS PROGRAM(CREATING AWARENESS AND GOAL SETTING)

EXECUTIVE SUMMARY AND OBJECTIVE

Goals are the vision that you see as a reality. Something that you are in love with. They say success is a journey and let us rehearse the process instead. Goals are something for you to achieve. This program will give the individual a systematic and clear path to follow to achieve Goals in life.

The vision that you glorify in your mind, the ideal that you enthrone in your heart this you will built by your life and this you become


WHO WILL BENEFIT

Anyone will benefit especially for those who are looking for a ‘Specific Direction’ in life. We recommend Students, Employees, Leaders, Sales professional, Executives and even organizations.


TRAINING METHODOLOGIES

Participation and involvement. Participants will engaged in active assignment while learning through practical commitment. Applying the process of knowledge and concepts learned. Dynamic and Highly Engaging Presentation. Using some NLP installation strategy for effective result.


BENEFITS

Upon completion the LEAP participant will have an understanding of Goals. Understanding the mind frame, mind blocks, and all the Universal Laws and practical way to achieve your Goals by daily affirmation and practical application. Participants will have a clear vision of what they want, when they want and how to get achieve it.


COURSE CONTENT

1) Why is important to have Goal ?
2) How to set SMART GOALS ?
3) How to achieve your Dreams and Goals ?
4) Understanding the Mind Blocks – Burn the FACT LOCK
5) Understanding Universal Laws – Apply Universal Law
6) Application Technology – A.C.E process
7) Using the V.A.K Open Save Technology
8) Blue Print – Clear Path to Success
9) Creating NSI (New Self Image Script)
10) Framework of Clear Goal

COURSE FORMAT

This is a one day workshop designed for 100 – 200 participants
Normal fees : RM 150.00 per pax
Group of 30 : RM 130.00 per pax
Group of 50 : RM 100.00 per pax

The cost inclusive of 2 Tea Break and Workbook

MODERATORS

Conducted by Master Class Trainer, Master Fuzi AKA Zifu and assisted by assistant moderators.

BUILDING A WINNING TEAM (EXPLORING THE POWER OF TEAM WORKING)

PROGRAM SYNOPSIS

EXPLORING THE POWER OF TEAM WORKING is a Team working Program directed to enhance the Spirit of Togetherness within team members. The key concept in this program is to build “SHARED MEANING” and creating “AWARENESS” on the importance of developing People and Conceptual skills, in order to achieve success, in building a team capable of:

a. Adapting to the changing working environment.
b. Being Creative in the day to day planning.
c. Problem solving and decision making.
d. Being proactive and developing good team working habits.
e. Working as a team towards acheiving higher results.

The execution of the program combines both teory and practical; experiential learning; to enhance the learning experience. The elements of fun and challange will help team members further understand the need to develop the Spirit of Togetherness at place of work in order to achieve Personal, Team and Organisational sucess.

This program also builds Awareness on why the individual need to Change their habits in order for the team to excel. Participants will be taught how to develop a WINNING ATTITUDE so as to produce HIGH RESULTS as a Team. Individual must understand their responsibility and the need to Change their Performance level in order to achieve both their Personal and Organisational Vision and Goals.

Building winning teams focus on changing the behavior and mind-sets of people, and changing the people-related and people-perpetuated systems that are involved teamwork. In other words, without significant individual change there is no Organisational or Team change. We must remember one fundamental rule “CHANGE BEGINS WITH ME (THE INDIVIDUAL)”.

The Program is to help participants understand how their actions and behavior will impact the team performance. They need to make Choices about their Attitudes and Actions. The intent is to help them understand and develop an Awareness of how their “choices” effect and determine the Results they get as opposed to feeling a “victim” of circumstances beyond their control. They will understand;

a. What Power they posses to Change their performance as team members.
b. Face the Reality “No Man is an Island”. We need others to help us succeed.
c. How to work together and develop the “Spirit of Togetherness”.
d. How they can use the New Behaviors or Change in Attitudes will help the Team and Organisation achieve its goals.
e. Acknowledge they are responsible and accountable for the team’s success.

PROGRAM OBJECTIVES
The program is structured to achieve the following objectives:

a. The importance of building an effective and successful team.
b. The roles and responsibility individuals have to undertake as a Team Leaders or Team Member towards building a successful and competitive team.
c. Develop Trust and Understanding among team members.
d. Creating “Shared Meaning” to enhance communication within the team.
e. Creative Decision Making and Problem Solving.
f. Personal and Team Development in order to achieve Vision, Mission and Goals.
g. Acquire skills for improving Self Confidence, Attitude, Habits and Team Working.
h. How to plan effectively and be more effective in job execution.


PROGRAM INSTRUCTIONAL DESIGN
The instructional design is based on beliefs that:

1. People learn by experience.
2. People must be able to feel successful in the learning environment or they will not likely try a new skill in the real world.
3. People change only when they see a greater reward for changing than they do for staying the same.
(Participants must be sold on the new behavior.)
4. Learning must be Fun, Participative and Interactive so that people will be fully committed to Share and Learn.
5. People get Involved with their Mind and Body when they FEEL good about what they are doing.


PROGRAM OUTLINE – 3 DAYS BUILDING A WINNING TEAM PROGRAM

1) Introduction - Rules of the Game.

a. Participants will be introduced to the rules of the game they must follow in order to have maximum benefit from this program.
b. Ice Breaking and formation of teams for workshops/exercises.
c. Understanding the Process of Growth and Change.
d. Understanding the concept of Learning.


2) Lesson 1 - The Spirit of Exploration.

a. Understanding the Spirit of Exploration which is the basis of Human development and Growth
b. Why and What to Explore
c. Key Success Factor in developing a Winning Team.


3) Lesson 2 - Understanding Organisation and Team

a. The Organisational 4P.
b. The Winning Team Model.
c. How to Function as a Team.
d. The Results of Team Working.


4) Lesson 3 - The Team Model

a. Purpose Factor.
b. Processes Factor.
c. People Factor.
d. Principles Factor.


5) Conclusion.

a. Participants will leave with a Plan of Action on how the team wants to change in order to achieve the desired Results.

Power Of Goal Setting

This is an interesting program or those who believes in achieving their DREAMS and live life to the FULLEST. participants will gain an insight reality of HOW TO is not important but the WHY TO in setting GOALS. Upon completion of this program participants will understand how the mind plays an important role in creating the DESIRES and SUCCESS of the goals depends  very much on how your mindset works. Having the right mental attitude towards your goals. Participant will realize what are the BLOCKS, the internal and external blocks and how to overcome obstacles thats stop you from getting towards your goals and achieve your DREAMS.  Further knowledge of the UNIVERSAL LAWS which influence the results of your choose. Participants will understand the Law of Cause and Effect, Law of Polarity, Law of Vibration and Attraction , Law Of Process and Law of Time or Law of Gender. Participants will understand the technic of getting to your GOALs using ACE, AIR, ACT and how to use your Visualization and Vibration using S.A.V.E technic and daily VAK activities to achieve your goals. at the end of the day participants will have a CLEAR DIRECTION and BLUE PRINT of their goals for them to achive.

Power of Goal Setting

A) What Are Goals And Why Are Goals Important?

B) How To Set Smart Goals

• What Is Goal
• Why Goal Is Important
• Goal Setting Process
• How To Set SMART Goal
• Testing Your Goal

C) How To Achieve Your Goal?

- How Do You Think?

- How To Achieve your Goal?

• Understanding The Mind Frame – Building The STAR Attitude
• Understanding The Mind Block-Burn The FACT LOCK and RISK TAKER
• Understanding The Universal Law-Apply The Universal Law-Impact In Our Life

1. Secret Video

2. Law Of Cause And Effect

3. Law Of Polarity

4. Law Of Process

5. Law Of Vibration And Attraction

D) How To Create NSI And Clear Path(Blue Print) Of Your Goal

E) Creating an image of Goal fix in your sub-conscious mind

F) Making a Public Commitment

LIST OF TRAINING PROGRAM

1) Power of Goal Setting For Success.
2) Mind Power For Success.
3) Using Pyschological Technic in Selling
4) Attitude For Success.
5) Power Communication.
6) Team Building For Cooprate Executives
7) Awareness Programne for Young Enterpraneurs
8) The Vibration and Attraction for Success
9)Understanding your Mind Power
10)Coaching for Employees
11) Using Neuro Linguistic Programing for Achieving Your Goals
12)Teamwork for Optimum Result
13)Think Big And Grow Rich

LIFE ENRICHMENT AWARENESS PROGRAMNE

LIFE ENRICHMENT AND AWARENESS PROGRAMME (LEAP) is a Personal Change Program. It focuses on creating Awareness in the Individual about Change and How the Individual can change for the better. It is an integrated training process that creates Awareness about the individual’s capacity to make Personal Changes in the way they THINK, FEEL and ACT to produce LIFE CHANGING RESULTS.

LIFE ENRICHMENT AND AWARENESS PROGRAMME (LEAP) develops a WINNING ATTITUDE in the Individual to produce HIGH RESULTS. It empowers the individual to Change their Performance level thus achieving both their Personal and Organisational Vision and Goals.

When talking about Organisational Change, we are really talking about changing the behavior and mind-sets of people, and changing the people-related and people-perpetuated systems that are involved in our work. In other words, without significant personal change there is no Organisational change. As people concerned with the successful implementation of innovation and technical change, we must remember one fundamental rule “CHANGE BEGINS WITH ME (INDIVIDUAL)”.

The intent of LEAP is not to tell participants how to act, but to help them understand how they make Choices about their Attitudes and Actions. The intent is to help them understand and develop an Awareness of how their own choices effect and determine the Results they get in their life as opposed to feeling a “victim” of circumstances beyond their control. They will understand;

a. What Power they posses to Change their life.

b. Face the Reality of Where they are now.

c. How to make successful Changes and Growth.

d. How they can now use New Behaviors or Change their Attitudes in

order to get the results they want and be more effective and satisfied

in their work and life.

LEAP teaches participants that they can have control over many aspects of their Life, Job and their environment by making appropriate Choices and Responses. They learn steps they can take to either initiate changes they want or change their attitude about those they dislike and/or cannot control.

At the end of the program, Participants will acquire the following;

• Understand yourself and the day-to-day Choices you make that impact your personal accomplishments.
• Acquire skills for improving Self Confidence, Attitude, Changing Habits and Team Working.
• Achieve Goals that will result in Growth, Change, and increased Personal Effectiveness.
• Awareness of Self Values and Self-Image that impact success in their life.
• Be able to develop their own Mission Document and Collage to achieve new Goals in life.
• How to plan effectively their lives and be more effective in their job execution.