The 21st century business landscape has rendered the traditional selling approach ineffective if not obsolete.
In the past, the management response to slowing sales had been to double down on more calls, meetings, coaching and upskilling in those areas in order to accelerate sales again. However, in this day and age where the clientele is equipped with more information and options than ever before, such approaches are not nearly enough. What's needed is a more data-driven approach.
Enter "Insight Selling".
A tailored methodology that gleans key insights from the sales process and turns it into solid data for a better, more effective sales experience for the customer. The Insight Selling Process analyzes interactions between salesperson and customer and uses the insight offered by the latter to create a "panel" of more effective responses for a mutually beneficial outcome. This is a far more systematic predictor of sales conversion than a salesperson's most experienced guess.
Besides being a data-driven approach, it is also one that encourages salespeople to engage customer needs and anxieties. In this day and age, the customer is spoiled for choice and can do their own research on the product or service they need. And yet, they still talk to sales reps. Why?
They need detailed assurance that Google can't provide for all the questions they may not even know how to ask and all the answers they need to know everything about..
This two day course will help familiarize you with the process that can provide that.
- Understand the five most successful sales reps profile based on research studies.
- Describe and embody the evolution of sales methodology over the past few years.
- Offer your clients the insight they need.
- Apply superior strategies against competitors with better sales insights.
- Apply business storytelling techniques to bring your insights to life in front of clients.
Who Must Attend
- Company CEOs.
- Business Consultants.
- Sales Managers.
- Online Sales and Marketing Professionals.
- Social Media Managers.
MODULE 1: WHY INSIGHT SELLING?
- Evolution of Sales Techniques in the Business World
- The Rude Eruption of the Internet
- Insight seller as the change agent
- What it takes to sell insights and ideas
This session shows you how sales methods evolved and changed and why insight selling works.
MODULE 2: BUILDING YOURSELF AS AN INSIGHT SELLER
-How to position yourself as valuable resources to your clients
-The power of your own identity
-Develop your character to harness the power from within
-Challenge yourself to break out of the box
This session helps you see clearly how to work on yourself as an insight solution provider.
MODULE 3: BUILDING INSIGHTS DIALOGUES
- Preparing customer-centric insights and that buyers will truly value
- DNA of Insight- focus sales meetings
- Understand when and why a buyer buys
This session helps you understand how do buyers make decision? What do we need to know about ourclients?
MODULE 4: LEADING AN INSIGHT CONVERSATION
-How do you connect to the customers?
-What are the benefits of your insights to the clients?
-How to create Questions that triggers buyers to take action?
How to convincingly tell stories that influences the buyer’s buying strategy?
-How to challenge buyers without being offensive, and while strengthening relationships?
This session shows you how do use SPIN questioning techniques to uncover the full set of buyer needs and desires?
MODULE 5: STRATEGIZING AGAINST COMPETITORS WITH INSIGHTS
- How to identify and articulate the true value of your company’s solution
-How to present evidence to clients to support your insights before they are convinced.
- What do clients know about our competitors and us?
-How can you stand out from your competitors?
This session show us how to develop a winning values proposition that convince your buyers that they can achieve maximum result with your solutions.
MODULE 6: CHOREOGRAPHING INSIGHT SELLING AS A SOLUTION
- How to combine facts and emotions, the insight scripts are carefully crafted in this session.
-Apply business storytelling techniques to energise your story and bring it to ‘live’ in front of clients.
This is a hands-on session where you craft, breakdown, criticize and perfect your insight scripts and put everything you know together.
Brainstorming, intense discussion and debate, online research, customized role-play (based on Insight choreography), videoing of role-play exercises for future coaching (optional)
MS WINNIE CHO
Bachelor of Pharmacy (Hons), University of Southern Queensland
Master of Business Administration (University of South Australia)
Diploma of Training and Assessment System (Competency Training Institute of Australia)
Winnie is a trainer and consultant. She is passionate about sales and leadership, Her vision, “Harnessing Inner Potential”, demonstrates her belief in intrinsic capabilities and talents in everyone to succeed. Since she started her training and consultancy career, she has broaden her exposure from pharmaceutical to others industry ranging from financial, FMCG, engineering, communication and entertainment, nutritional, chemical, industrial, construction and others industry. Aside to her busy schedule she is also a wife, and a mother of 3, a fine example of an empowered woman. A person who always strives for the best, and at the same time inspires those around to her to achieve their potential.
Winnie has over 20 years of Sales and senior leadership experience in local and multinational organizations. Her most recent corporate position was as the Sales Director of a renowned and top multinational pharmaceutical company in Malaysia. In that capacity she has managed a team of more than 150 Sales personnel and was responsible for Sales revenue amounting to more than USD 100 million.
She has also gone through three (3) major company mergers and acquisition changes. Her wide-ranging experience in Sales, Marketing, Training and senior leadership equipped her with high versatility and capability in managing and driving organizational changes while maintaining team members’ morale.
Winnie’s expertise includes sales leadership, building high performance team, strategic implementation and so on. Throughout her years as Sales director, she has successfully drove 4 products to Top 10 Malaysia ethical products despite generic challenges. She also has lots of experience in building high performance team which became one of the most recognized field force in the industry.
Winnie has trained people from various industry from manufacturing, engineering, construction, nutrition, education, FMCG, nutrition companies and others. With her vast and practical experience, she will be able to add value to help organizations to be more effective and efficient.
Wipro Unza Intrix
Al Rajhi Bank
The Star Cendena energy
Among her participants, Winnie is known for her applicable and job-related content that is delivered in a fun and vibrant pace. Her main strength is her vast amount of on-ground experience in sales and management , where she climbed up the corporate ladder from being a Sales Representative to leading the entire sales organization as the Sales Director. In that respect, the examples that she shares during her training is very relatable to participants. Winnie has exposure in the entire spectrum of a sales organization during her corporate days, and this includes being in sales training. When she is not on corporate training circuit, Winnie does consulting, Winnie is a registered trainer with PSMB /HRDF.
MR ADRIAN CHOO
*Agency for Science, Technology and Research (DBS BANK)
*Immigration and Checkpoints Authority
*Singapore Telecommunications (SingTel)
*Pokka Corporation Singapore
Adrian calls Singapore his base but travels extensively in Asia Pacific region to serve multi national conglomerate and offers sales improvement consultancy to SME businesses.
“Thank you Winnie for your sharing. It really help us to align from most fundamental keywords definition, to sale process setup to coaching.” Vincent Ng – Country Manager (Southern) Intrix
“Winnie's sales program It provides very specific method on how do get things done.” Ee Lynn – Marketing, Sharp Electronic.
“Adrian took the time to plan the workshop and structured what to teach in an organized manner. His insight and professional presentation on workshop was well received. He shared his experiences; and related what he taught in real life situation. As a main trainer, Adrian had set himself as a role model on how people should behave during an interview or networking session. Even a simple self-introduction can be very creatively demonstrated”. - Chua Yi Fang, Lecturer, Singapore Polytechnic