Sunday, October 4, 2009

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