eEssence Adventure runs sales training in Malaysia for companies in Kuala Lumpur and nationwide, delivered in-house at your premises and HRD Corp claimable for eligible employers.
Our programme is built on Neuro-Linguistic Programming rather than on scripts. Most sales training teaches what to say; this one works on how a customer decides, how to read that in the room, and how to ask the question that moves it forward. If your team has already sat through a selling-skills course and nothing changed, that is usually why.
Sales Training For More Profitable Revenues
Introduction
The Sales Extraordinaire is not a programme that talks about Selling Skills nor Selling Models! It is a programme that has been specially crafted to cover the following aspects as to sales:
- Re-engineering Relationships with the Clients
- How to Cross Sell to the Client
- How to embed in the client’s mind that “you” are the key person to contact when they need financial assistants
- How to deal with the different personalities
The path taken into this course will take you thru key milestones of important principles, self-discovery along with practical program to enjoy better customer relationship, more profitable revenue as well as better motivational drive inside your day-to-day endeavors.
Program Objectives
The workshop intents to allow the participants to:
- Identify their true potentials that they are capable of achieving
- Create their Sales Identity
- Believe in their capabilities using the Self Actualization Model
- Understand the NLP Communication Model and how to systematically apply these principles of influence to real life situations
- Recognize and construct elusive “moments of influence” during which people are particularly receptive to your request
- Distinguish between ethical and unethical use of influence so that you build long term, mutually beneficial relationships with clients, co-workers and colleagues
- How to elicit their client’s buying strategies
Workshop Methodology
The workshop had been crafted utilizing the principles in Neuro Linguistic Programming, Accelerated Learning and study found under DISC personality profiling, MBTI, the researchers found by Anthony Robbins, Dr John Gray, Robert Dilts, Michael Hall and a lot more. The Program is presented within an experiential approach along with lots of debriefing, activities and real life applications
Who the training is for
The programme suits three groups, and the emphasis shifts depending on who is in the room:
- Sales teams carrying a target — where the gap is usually not product knowledge but reading the customer and knowing when to ask for the decision.
- Relationship and account managers — cross-selling into an existing client, and becoming the person that client calls first.
- Sales managers and team leads — who need the same vocabulary as their team in order to coach it afterwards.
No prior NLP training is needed. The NLP content is taught from first principles inside the programme.
Sales Extraordinaire
The programme runs as two modules, with an assignment between them so the first module is applied in the field before the second begins.
Module 1 — Mindset, identity and reading the customer
Goal setting and needs assessment. Frame settings, and understanding the human mind and how it is influenced.
- What is selling
- Do’s and don’ts in presenting and selling products
Your sales identity
- Who do you think you are?
- What is your vision in life?
- What are the outcomes that you want to achieve?
The selling mindset
- Programming your mind for success
- What do you say to yourself before you make that call?
- How do you describe yourself? The brand called “U”
The psychology of DISCovering people
- Know thyself before others
- Appreciating your customers
- Flexibility of approach with the customers
- Recognising your customers by a glance at their workplace
- How to mind read your customers
- What words to say, and not to say, when meeting customers
Reading clients through body language
- The communication stance
- Projecting ourselves to the world
Building instant trust and rapport
- Building instant trust with the customers
- The mindset creation for trust
- Using the right methodology to influence the customers
Assignment preparation. Participants leave with something to apply before Module 2.
Module 2 — Influence, questioning and closing
Session recap and learning review. Learning by video.
- Strategies that can be used to calm angry customers
- Recognising the personalities involved
Value elicitation techniques
- Value elicitation, as a practical session
- Identify your clients’ buying strategy
- Effective ways of influence
- Reading the buying signals
- Calibrating your clients
- Reading the thought process of the clients
Getting inside information
- Using the NLP frames
- Hypnotic words to be used
- The mind access points
Asking the right questions, focusing on the SPIN selling model
- Meta Model and Milton Model questioning techniques, leading into SPIN
- Handling objections
- Accessing anchors with questioning techniques
- Subtly suggesting solutions without selling
- How to go for the close without asking
Case study, practical application
- Delegates are challenged to sell solutions based on case studies
- Learning review
- Presenting your case
Action plan creation. An action plan is built for showcase and demonstration.
The influence techniques are taught inside an explicit ethical frame — one of the programme objectives above is distinguishing ethical from unethical use of influence, so that what is built is a long-term client relationship rather than a single sale.
Sales coaching
A workshop changes what a salesperson knows. Coaching is what changes what they do on the next call.
We offer follow-up coaching alongside the programme, either one-to-one with individual salespeople or with the sales manager who has to reinforce it. It is usually the difference between a team that enjoyed the training and a team still using it in month three. Sales managers who attend the programme alongside their team get most of the value here, because they already share the vocabulary.
HRD Corp claimable
Our sales training is HRD Corp claimable, so eligible Malaysian employers can draw the cost against existing levy contributions rather than a separate budget. We provide the documentation required for the claim.
Common questions
How long is the programme?
Two modules, with an assignment in between so the first is applied in the field before the second runs. The gap between them is set to suit your sales cycle.
Do we need NLP experience?
No. The NLP content is taught from first principles. If your team wants to go further afterwards, that is our NLP Practitioner Certification.
Is it industry-specific?
The method is not, but the case studies are. Tell us what your team sells and to whom, and the practical sessions are built around that rather than around a generic scenario.
Can you deliver at our office?
Yes, and for sales teams it is usually the more practical option. We deliver across Malaysia, with most work in Kuala Lumpur and the Klang Valley.
Is DISC profiling included?
Yes. It sits in Module 1 and underpins the work on reading and adapting to different customer personalities. It is also used in our leadership training.
