Sales Ninja Master - iTrainingExpert · significantly and boost sales productivity and performance....

Asia’s #1 Unconventional Sales Training

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+ What Is Sales Ninja MASTER?

Sales Ninja MASTER is a specially designed 3 days professional selling skills training that areneeded to be successful in the art and science of selling. Used by hundreds of organizations andthousands of sales professionals across Asia, Sales Ninja MASTER is a practical and completeselling methodology that is easy to remember and has successfully combined the best salespractices of Western competencies strategies with Eastern relationship tactics.MASTER is an acronym for:

M:eet PeopleA:sk QuestionsS:ell BenefitsT:ackle ObjectionsE:ncourage To BuyR:elationship Building

In M:eet People stage, sales people must achieve 3 competencies: preparation, prospecting andpositioning. This stage is what you do to get an appointment with a potential buyer. In A:skQuestions stage, sales people will learn the Sales Ninja proprietary questioning skills model calledthe Sales Ninja STAR method which are similarly used by world class companies like IBM, Xerox,Canon, SAP and even FedEX.

To present and persuade, that is what S:ell Benefits stage is all about. Upon presenting, buyerstend to have uncertainty and thus objects and negotiate. T:ackle objections stage equips salespeople with the strategies of handling objections and also essential negotiation philosophies,strategies and tactics. E:ncourage to buy stage is teaching sales people to close the sale. Last butnot least, R:elationship building stage covers follow-up and service.

A successful sales is all about doing all the little things right thus moving the sales steps forward.As quoted by our client “MASTER is one of the most complete sales models I’ve ever encountered.”

Sales Ninja Master


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+ Why Is This Program Important To Sales Professionals?

Tough competition, price wars, long selling cycles, complex selling environments, globalization,commoditization, sophisticated corporate relationships, internet, social medias, customer needsand wants rapidly changing, constantly strategizing to protect strategic accounts - the world ofselling has changed but most sales professionals have not.

Many skills are needed to make it big in sales. MASTER offer sales professionals an overview of theentire selling cycle so they know what to do in every selling step overcoming major sellingchallenges listed above. By knowing what to do their confidence level increases because their salescompetence increases. Furthermore, their selling skills will be benchmarked against world classselling skills that will gauge and determine their skills level. By knowing that, they can improvesignificantly and boost sales productivity and performance.

+ Sales Ninja MASTER Is For Sales Professionals Who…

Want to MASTER the art and science of selling. Want to shorten their sales cycle but don’t know how. Want a proven selling system to guide them to success. Want practical prospecting tactics to fill their pipeline. Want to discover real buyer needs before presenting solutions. Want to create value instead of selling price. Want to truly differentiate themselves from their competitors. Want to sell at a higher price and get better margins. Want higher levels of presentation and persuasion power. Want to gain confidence in tackling tough objections. Want to be equipped with effective closing methods. Want to benchmark their skills to world class sales best practices.

+ Sales Ninja MASTER Has Been Attended By…

Managing Directors Directors Regional Directors General Managers Vice Presidents COOs Sales Directors Head of Sales Regional Managers

Sales Managers Business Managers Account Managers Key Account Managers Sales Executives Business Development Managers Business Development Executives Sales Training Managers And Even Procurement Managers!

+ When Will Sales Ninja MASTER Be?

Training2010

Mon26 July

Tues27 July

Wed28 July

Thurs29 July

Fri30 July

July 27-29 MASTER MASTER MASTER

+ What Does Sales Ninja MASTER Cover?

Please refer the next page:


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DAY 1: SALES NINJA MASTERMastering The Secrets Of Successful Sales Professionals

TIME DESCRIPTION

9.00 am Introduction About the Sales Ninja Trainer profile Agenda Sales Ninja learning method

9.45 am Selling In Tough TimesIndicators of tough times:

Selling cycle will be longer. Buyers will cancel, postpone or delay orders. Account entry will be harder. Buyers become gatekeepers. Buyers are fearful of uncertainty. Buyers will delay payment. Buyers will cut your price.

Buyer psychology during tough times: What do buyers buy during tough times? Are you still selling products or solutions to problems? How strong is your value proposition?

Mindset and skillset to succeed in tough times: Courage, Commitment, Improvement Prospecting, questioning, persuasion, objections, negotiation, service.

10.15 am Sales Ninja MASTER Selling ModelLearn And Understand The Sales Process

Introducing the Sales Ninja MASTER selling model. M:eet people (preparation, prospecting and positioning) A:sk questions (questioning, probing, interviewing, needs analysis) S:ell benefits (presentation, persuading, differentiation) T:ackle objections (resolving objections and negotiation) E:ncourage to buy (closing) R:elationship Building (follow-up and service)

10.30 am MORNING BREAK

10.45 am Sales FoundationUnderstand Sales Fundamentals & Essentials

Product knowledge: key features, advantages and benefits of your product, company,service, technical know-hows and experience.

People & selling skills: rapport and relationship building, prospecting skills, questioningskills, persuasion skills, tackling objection skills, negotiation skills, closing skills, serviceskills

Philosophy: the psychology, beliefs and values of why a sales person sells.The Three True Roles Of Selling

Making money, hitting quotas is a by-product. Role1: Solving problems a buyer may have. Role2: Preventing buyer problems from happening/occurring. Role3: Improve buyer situation.

Best Practices What’s the difference between a sales person and a sales professional? Common mistakes sales people make.


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11.15 am MASTER – M:eet People (Preparation)Introducing M:eet People

Three Phases of M:eet People: Preparation Prospecting Positioning

Preparation Two types of preparation Application Activities

Corporate Selling StrategiesCompetitive Analysis

Understand your strength and weakness vs your competitor’s strength and weakness. 11 product superiority advantages. 7 service superiority advantages. 7 source superiority advantages. 8 people superiority advantages.

Corporate Buying Model Satisfaction Stage Shopping Stage Decision Stage Selection Stage

Corporate Relationship Model Vendor. Problem solver. Business resource. Strategic resource.

How To Be The Preferred Vendor & Move Up The Value Chain? Industry knowledge. Business acumen. Questioning and persuasion skills.

Corporate Profiling Corporate profile/direction: issues, financial, culture, competitors, future direction,

organizational structure. Key players/profiles/styles: professional background, issues, priorities, characteristics,

customer profile list: 66 list of questions. Department profile/direction: profile, relationship to corporate direction, strategies,

projects, issues.Corporate Relationship Mapping

Contact Users Evaluators Influencers Gatekeepers Coach Decision Makers

1.00 pm LUNCH

2.00 pm MASTER – M:eet People (Prospecting)Sales Hunter Game

A prospecting game that requires participants to approach as many people as possible inthe quickest amount of time. This game is played with real money.


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2.30 pm MASTER – M:eet People (Prospecting)Understand Numbers & Ratios

What’s the link between take home commission, size of transaction, closing ratios andprospecting numbers?

Define Prospect Profiles Difference between a Prospect and Suspect. How do you profile qualified buyers – CIP. Where to find your ideal prospects?

Prospecting Strategies & Tactics Cold calling: do’s and don’ts, scripts. Internet: forums, blogs, websites. Strategic alliances: who sells to the same group? Leverage on people’s customers. Seminars: speech. Networking: best practices, tips and tricks. Others: articles, competitors, fax.

Role-play

3.30 pm AFTERNOON BREAK

3.45 pm MASTER – M:eet People (Positioning)Positioning Formula

First impressions Greetings & introduction Visit objective Business introduction Rapport

60 ways to build and maintain rapportRole-play

4.45 pm Reflection on Things Learned To summarize learning from the entire day and to reinforce the learning. To discover competencies learned and identify areas of work it can be applied to. Participants will share their own experience where competencies can be applied.

5.00 pm END OF DAY 1

“Hanzo has wideexperience. His streets smartapproach can relate to anyoneand any situation. Sales Ninja’straining has concise, direct to

the point,effective methods. It isdefinitely worth your

money and time!”

~ Nasharuddin M.Nash

General Manager, Mardec Bhd

"The Sales Ninja concept isso unconventional,

different & practical.Go for it guys, it's worth

every penny!"

~ Suraj Amrit,General Manager,

Oman Oil Marketing Co


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TIME DESCRIPTION

9.00 am Reflection on Things Learned


10.45 am MASTER – A:sk Questions (Questioning Skills)Questioning Philosophies

What are the usages of questions? What are the best ways to use questions? Why people don’t ask more questions? Common mistakes sales people make during Asking Questions phase.

Identifying Buyer Needs And Wants Your ability to uncover buyer problems will determine the direction of your sale. Introducing the Sales Ninja STAR questioning model. S:tandard questions (prospect, business, budget, authority, time, competitors)

Used to gather facts about the person you are talking to.Also known as fact finding or specification gathering.Other corporate Standard questions include: mission & vision, competitive landscape,goals & objectives, industry and market trends, strategic initiatives, primary challenges,buyer’s customers, corporate culture, organizational structure and departmentoverview.

T:rouble questionsUsed to uncover any problems the buyer may be having.

A:ffected area questionsUsed to link one area of problem to another.

R:eward questionsUsed to get buy in from the buyer about the benefits of your solution.

Role-play

1.00 pm LUNCH

2.00 pm MASTER – S:ell Benefits (Presentation and Persuasion)Presentation Differentiation

Understand features, advantages and translate them into buyer benefits. Gain power throughout the presentation. Listen and reflect on what the buyer said or asked. Control your voice, tone and speed. Use visual aids and maintain eye contact. Check for buyer understanding throughout the presentation. Only present what is relevant to the buyer, no standard pitch.

Structure And Skill Sets Of S:elling Benefits Summarizing Agenda Checking Transition Seducer

Questions Role-plays Word-plays Story telling Props

Body Feature into Benefits


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Persuasion USP Testimonials Case studies Demo Data

Checking AAA tactic

Ask Answer Ask

Role-play


3.45 pm Role-play On Asking Questions And Selling Benefits Coaching and behavior change Feedback and improvement

4.45 pm Reflection on Things Learned To summarize learning from the entire day and to reinforce the learning. To discover competencies learned and identify areas of work it can be applied to. Participants will share their own experience where competencies can be applied.


“The ideas can bringunlimited income!”

~ Ong PingLing, Senior System

and Support Engineer,CSA Malaysia Bhd

“I got to close 3 dealsworth RM 10 Million

within a week. And it allhappened after I went toSales Ninja’s training.”

~ Mike Wong,Customer Relationship

Manager, RHB

"Come and explore awhole brand new and yetproven art in selling &

self development!"

~ Allen Soong,Account Manager,

Diversified Gateway Bhd


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TIME DESCRIPTION

9.00 am Reflection on Things Learned


10.45 am MASTER – T:ackle Objections (Resolving Objections)Key Ideas On Objections During Tough Times

Most objections are stall objections. Eliminate objections during Meeting people phase by qualifying. Value add whenever possible. Must persuade cost/investment vs price. Most of the objections will deal with price.

Understand Objections What are objections? Are objections bad? Difference between concern and objections. Understand the psychology of objections. Use the AAAA (acknowledge, ask, answer, ask) objection handling process to resolve

objections.Role-play

12.00 pm MASTER – T:ackle Objections (Negotiation)Assessing T:ackling Objections Skills Competencies

Real estate negotiation game:Participants are required to play the role of a house buyer and house seller and negotiatea deal.

Identifying negotiation philosophies and mindset. Identifying negotiation tricks used. Identifying negotiation counters used.

Good Deals – Bad Deals What do you feel when you have bad deals? What do you feel when you have good deals? List out feelings.

Negotiation Philosophies Learn negotiation warrior philosophies like always plan before you negotiate, be tough

but nice, focus on the results not the relationship, and many more.Negotiation Tricks

Identify negotiation tricks buyer use on us like buyers makes threats, buyers pressure usto lower our price now, buyers make promises, and many more.

Negotiation Counters Utilize negotiation counters like persuade then negotiate, separate the issues, do

trade-offs, act dumb and ask, and many more.Role-play

1.00 pm LUNCH

2.00 pm MASTER – E:ncourage to buy (Closing Strategies)Key Ideas On Closing During Tough Times

Money in more important than order in. Hard closing does not work because it’s a buyer’s market. You may not be able to close on the spot, persist.

Understand Closing Why buyers don’t buy?


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Why sales people don’t close? What is closing? Three situations to close:

1: buyer gives you objection, resolve and close.2: buyer says no, highlight benefits and close.3: buyer gives buying signals, close.

Closing Tactics Three most powerful closes: direct close, summary close, assumptive close. Other notable closes: Yes-set close, Conditional Close, Alternative Close, Give it a try

close, Ben Franklin close, Summary close, Cost of delay close, Testimonial close, Takeaway close, Order form close, Think it over close, The door knob close, 1-2-3 close, Besttime close, Compliment close, Emotion close.

What Should You Do After You Close?Role-play


3.45 pm MASTER – R:elationship Building (Follow-up & Service)Key Ideas On Follow-Up During Tough Times

More frequently and consistency needed. Call with different and new information every time. Prepare case studies and testimonials. Follow-up during the sales cycle. Follow-up during the waiting period. Follow-up when the buyer has given you the okay but not the contract. Follow-up after the buyer says yes to get started, fast. Follow-up after the sale to ensure customer satisfaction, to resolve challenges, to obtain

referrals, to get testimonials and most important, repeat business. Creating a follow-up plan.

4.15 pm MASTER In Action Role-playing the entire selling situation using the MASTER model.

4.45 pm Reflection on Things Learned & Summary To summarize learning from the 3 days and to reinforce the learning. To discover competencies learned and identify areas of work it can be applied to. Participants will share their own experience where competencies can be applied.

5.15 pm Evaluation Form To assess the reaction of the participants towards the training.

Certificate of Completion To celebrate the completion of the 3 days training.



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Some Of The Many Sales Ninja Trainings & Seminars Have Impacted:

Multi-Nationals

AIA Singapore AIG American Home Assurance Austrian Airlines Avis BASF Chemical Behn Meyer Bristol-Myers Squibb Citibank Computer Systems Adviser Diethelm Eppendorf AG

F&N Coca Cola Getronics Giordano Grand Seasons Great Eastern Grolier International IBM Janssen-Cilag Asia

Pacific Kansai Paint Konica Minolta

Mead Johnson Nuskin Nestle OOCL Ricoh SAP Shell Sony Standard Chartered Tyco Electronics Walton International

Malaysia Listed Companies

Allianz Life Insurance AmBank AmInvestment Affin Bank Affin Fund Management AXA Affin Life Insurance CIMB Bank Diversified Gateway Bhd EON Bank Equator Biotech Excel Precision Freight Management Grand-flo

ISS Consulting Jobstreet KJ Can Khind Bhd Kompakar Bhd LB Aluminium Bhd Legend Hotel RHB Bank Karensoft Bhd Versatile Bhd Public Mutual Mayban Fortis Holdings

Bhd

MBF Cards MIMOS OSK - UOB Unit Trust

Management Bhd Paradigm Systems

Berhad Public Bank Bhd Redtone Bhd Sersol Technologies Bhd TM Net Bhd The Media Shoppe UMS Corporation Bhd

And hundreds of other small medium businesses across Asia….

“The new paradigm model ‘Sales Ninja Psychology of Change’ clearly shows a pathway formindset transformation. Sales Ninja Super Probing Model was an enlightenment to me aspast sales training to not structure probing as detailed as Sales Ninja Super Probing model.

I’m amazed with the many practical do-able exercises. Hanzo was down-to-earth, and he’sable to touch base with the participants who are a mixed bag of backgrounds, experiences andexpectations. I would also like to say the modules was organized in an easy to learn, understandand adaptable manner.

Thanks and well done Hanzo!”

- Mak Khoon Cheong, General Manager. Kansai Paint is Japan's No. 1 paint companywith offices in 14 countries.


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About The Sales Ninja Group

As Asia’s #1 Unconventional Sales Training company, The Sales Ninja Group is the leader inhelping small-medium, listed and global companies achieve breakthrough sales results.

Specialized in designing customized Sales Training Solutions that is aligned with ourcustomer’s sales process, sales culture and sales environment – the key transformation we havedone is moving the old way of selling products or services into selling high value solutions andmoving from being seller focused to being buyer focused.

With extensive sales understanding, experience and a proven track record, we have trainedsmall groups of 10 with critical selling skills to mesmerizing huge crowd of 1000 with our platformspeaking abilities. Having trained thousands of business and sales professionals, Sales Ninjatraining has impacted people from Malaysia, Singapore, Hong Kong, Australia, Nepal, India andOman.

About Sales Ninja Grandmaster – Mr. Hanzo Ng

An all-rounder - a top sales performer, a top salesmanager, a creative consultant, a hypnotic writer, abest-selling author, a martial artist, Mr. Hanzo Ng is in theverge of becoming Malaysia’s first Sales Training Franchisecreator, bringing the Sales Ninja (Made-In-Malaysia)brand internationally.

Based on his business ideas and techniques, he has ledvarious companies to ground breaking advancement andturnarounds with profit increases of up to 300%.

“Hanzo is the most influential trainer of all seminarsI've ever attended!" Erica Thien, Sales Coordinator,

Versatile Paper Boxes Sdn Bhd

Hanzo is Sales Ninja Grandmaster, a Sales Ninja lingo for CEO of The Sales NinjaGroup. As Asia's #1 Unconventional Sales Training company, The Sales NinjaGroup is the leader in helping small-medium, listed and global companiestransform their sales people into the ultimate sales professional.

A devoted learner, Hanzo has to-date completed 71 personal developmentprograms and read over 400 books on various topics. He is the author of Secretsof the Sales Ninja and is a columnist for New Sunday Times, Malaysian Businessand SME Magazine.

His work has also appeared in Smart Investor, Business Today and TraxxFM. He’s also a 2nd degreeblack belt holder of Bujinkan International, the only recognized organization in the world thatteaches true authentic Ninjutsu, the martial art of the Ninjas.

Hanzo enjoys training, building businesses, sharing ideas, reading, music, martial arts, adventure,good food and making a difference in people’s lives. Hanzo made his first million in his thirties.


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“ It really opened my view on modern salestechniques and the skills needed which is what Iwanted for my sales team. I'm amazed with theworkshop and practical training.

I would also like to say that this training is veryfocused on practical skills rather than a lot of theoryand philosophy which is difficult to understand and

easy to forget often times. ”Bernard Tan, Chief Operating Officer,

Multi Square Sdn Bhd,SerSol Technologies Berhad

“ Have attended quite a number of training programsand I have to say this is definitely one of the besttraining programs I’ve ever attended.

Hanzo is a great coordinator in terms of making it

lively. And thanks again. ”Cyril Jossy Fernandez,General Manager Export,Malaysian Mosaics Bhd

Program Details: Sales Ninja MASTER

Level: Beginner - Intermediate Dates: July 27, 28 & 29 Day: Tuesday, Wednesday & Thursday Duration: 3 Days Time: 9.00 am – 5.00 pm Venue: Grand Dorsett Subang (formerly Sheraton Subang, it’s near to SJMC) Fees: RM 2,999.00 RM 2599 per person (Claimable under HRDF SBL Scheme) Early Bird: Register before June 30 at only RM 1999 per person

Register before July 10 at only RM 2399 per person Group Discount: Register 3 person and get 5% off total fees. Warning: Maximum 3 participants per company only!

Our goal at Sales Ninja is to serve as many companies as possible and with limitedseats for maximum training effectiveness, we therefore are limiting the total numberof participants per company to maximum 3 only.

Guarantee: 100% money back guarantee if participants don’t see value on day 1 or 2.


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Program Schedule For 3 Days:

Registration: 8.45 am Lunch: 12.30 pmProgram Starts: 9.00 am Afternoon Break: 3.30 pmMorning Break: 10.30am Program Ends: 5.00 pm

Hotel Details:

Grand Dorsett Subang (formerly Sheraton Subang)Jalan SS12/1 · Subang Jaya 47500 · MalaysiaPhone: (60)(3) 5031 6060 Fax: (60)(3) 5031 8686E-mail : [email protected]: http://www.granddorsett.com/kualalumpur/Map: http://www.granddorsett.com/kualalumpur/hotels.asp?id=14&pg=MapTip: Grand Dorsett Subang is near Subang Jaya Medical Centre(SJMC) and next to Holiday Villa Subang.

Cancellation Policy

Due to contractual obligations, cancellation charges are as follow: 20 to 10 days notice: 50% ofthe workshop fee. 9 to 3 days notice: 70% of the workshop fee. 2 days or less notice: 100% ofthe workshop fee. A substitute is welcomed in the event that registrants are unable to attend. Allcancellations of registration must be made in writing. Please be informed the organizer reservesthe right to change the date or venue or speaker/trainer or content or cancel the event. A fullrefund will be issued should the event be cancelled due to any unforeseen circumstances.

Procedures:

1) Fill in the registration form as below2) Mail, fax or email the registration form (details as below)3) We shall invoice you4) You may directly bank in the cheque or send it to us (details as below)5) You will receive a confirmation6) Pre-program questionnaire will be sent to all participants7) Before program date, all questionnaire must be filled8) Full payment must be made not more than 5 days from program date9) Attend program

mailto:[email protected]

http://www.granddorsett.com/kualalumpur/

http://www.granddorsett.com/kualalumpur/hotels.asp


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Sales Ninja MASTERJuly 27, 28 & 29 2010, 9.00am – 5.00pm

Grand Dorsett Subang

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Regional Office: No 6-3, Jalan Persiaran Puteri 1, Bandar Puteri, 47100 Puchong, Selangor.Phone: 03 – 8075 9056 Fax: 03 – 8070 4164

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Sales Ninja Master - iTrainingExpert · significantly and boost sales productivity and performance....

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