HELPING CLIENTS SUCCEED

Transcription

1 HELPING CLIENTS SUCCEED Become the catalyst for sustained sales performance improvement in your organization FranklinCovey s award winning HELPING CLIENTS SUCCEED methodology provides comprehensive training on the entire sales cycle, from prospecting new clients to closing the deal, in three days. DAY ONE: FILLING YOUR PIPELINE Acquire new and effective ways to prospecting DAY TWO: QUALIFYING OPPORTUNITIES Identify client needs and offer solutions to generate shorter sales cycles, increased client satisfaction and more wins DAY THREE: CLOSING THE SALE Design and deliver efficient presentations to help clients to make quick decisions March 2018 Address Hotel, Dubai Marina, Dubai, UAE September 2018 Dubai, UAE OFFER 3 2 FOR Save up to $1000 by booking early!

2 HELPING CLIENTS SUCCEED THE KNOWING-DOING GAP Helping Clients Succeed employs an expert designed playbook process to help sales professionals apply what they have learned during the training and practice it over 12 weeks to ensure sustained behavior change. RETURN ON INVESTMENT This course is designed to guarantee a clear and significant return on investment. From start to finish, participants work on current deals while tracking and reporting their progress. A SOLUTION FOR EACH STAGE OF THE SALES CYCLE THE 12-WEEK IMPLEMENTATION PROCESS In order to produce sustained superior performance, sales professionals must practice. It is the willingness to practice that distinguishes those who go on to become award-winning salespeople. Each module in FranklinCovey s Sales Performance Suite features a 12-week playbook designed to help participants practice and master the mindsets, skillsets and toolsets introduced during the training. By dedicating less than an hour each week to an expert-designed practice routine, participants will see significant, measurable, and sustained performance improvement. ABOUT OUR FACILITATOR Nadeem George Nahhas Nadeem is a highly skilled and experienced facilitator with 25 years of corporate experience. He has worked in diverse areas such as sales management, marketing, retail, insurance, finance and consultancy, holding a variety of senior and leadership roles, such as Head of Retail and General Manager. Prior to joining FranklinCovey Middle East as a Senior Consultant and Master Facilitator, Nadeem was responsible for establishing a multi million sales operation of 300 personnel across 90 branches. He was responsible for all aspects of the business such as strategic planning, execution, budgeting, P&L, recruitment, training and performance management. Nadeem has broad experience of working and consulting with clients in the fields of Banking and Finance, FMCG, Oil & Gas, Media, Service Industries and Government Agencies across the GCC. His clients include Nestle, Etisalat, ADIA, ConocoPhillips, SABIC, Saudi Airlines, Saudi Electricity, Chevron, Americana and many more. Dynamic, inspirational and authentic words used by clients to describe Nadeem s facilitation style. Clients particularly appreciate his ability to help them execute on their highest priorities, getting desired results in the simplest ways. Nadeem s approach to both business and life is guided by his governing values of professionalism, integrity, well being and discipline. Nadeem holds a Bachelors degree in Business Administration and Marketing from the University of Jordan. He continues to invest in his development gaining various certifications in areas related to performance, personal effectiveness, Emotional Intelligence, insurance and coaching.

3 Course Timings: Registration on Day One will be at 8:00 and the course will commence every day at 8:30 and conclude at 16:30. There will be appropriate refreshment breaks at 10:30 and 15:00 and an hour-long lunch break at 12:30. Over the years, our clients have attributed spectacular results directly to HELPING CLIENTS SUCCEED.

4 DAY ONE FILLING YOUR PIPELINE A NEW AND EFFECTIVE APPROACH TO PROSPECTING A MEASURABLE RETURN ON INVESTMENT Hundreds of calls, dozens of s, and only a handful of appointments to show for it it s frustrating! What if there was an effective, predictable approach to prospecting that could turn the cycle around and generate unprecedented conversion rates would you be interested? MODULE 1 IN THIS ONE-DAY WORK SESSION, PARTICIPANTS WILL: FOUNDATION Identify the mindset and behaviors of top performers. Establish specific prospecting goals to ensure a measurable return on investment at the end of the -12week implementation process. TRANSFORM THE SALES FUNNEL to approach prospecting using "reason vs. random." INTENT COUNTS MORE THAN TECHNIQUE Learn to focus intent on helping their clients succeed by applying the science of persuasion and by seeking mutual benefit. PRIORTIZE PRIORTIZE TOOL Uncover specific criteria that can predictably score the likelihood of prospects becoming clients. Identify and target current prospects using the prioritize tool. Discover new resources and tools for gathering research. Develop a strategy to create and maintain a solid referral network. PLAN CALL PLAN THE PLAYBOOK -12WEEK PLAYBOOK Gain the confidence needed to overcome objections and push-backs by anticipating them beforehand. Create carefully scripted opening statements that will pique interest and get meetings. Commit to implementing the strategies and tools over the course of 12 weeks to ensure a sustained change in behavior. IMPLEMENTATION VIDEOS T: E: register-mea@informa.com

5 DAY TWO QUALIFYING OPPORTUNITIES HOW QUALIFIED ARE THE OPPORTUNITIES IN YOUR TEAM S PIPELINE? Over the past 15 years, FranklinCovey has worked with thousands of sales teams all over the world, and studied what the top performing sales professionals do as a matter of habit. Helping Clients Succeed: Qualifying Opportunities is designed to help sales teams consciously replicate these best practices in order to achieve superior results in qualifying their deals. Helping Clients Succeed: Qualifying Opportunities helps sales professionals quickly and effectively identify good opportunities in their pipelines and significantly decrease pipeline fiction by eliminating the weak ones. The results are less time chasing the wrong deals, more time focusing on the right deals, and dramatic decreases in the overall cost of sales. MODULE 2 FOUNDATION ENABLE DECISIONS CALL PLAN IN THIS ONE-DAY WORK SESSION, PARTICIPANTS WILL: Learn the mindsets and behaviors of top performers. Establish specific goals to ensure a measurable return on investment at the end of the -12week implementation process. Understand the importance of enabling decisions for clients. Create a specific call plan that addresses the client's key issues nothing more and nothing less. WIN FAST, LOSE FAST OPPORTUNITIY WORKSHEET DECISION GRID QUALIFICATION SNAPSHOT Learn how to effectively overcome the traditional dysfunctions of the buyer/seller relationship by focusing on the client's issues first. Become proficient at developing business cases with clients by identifying their most important issues, clearly defining the impact on their organization, and mapping the decion-making process. Establish an accurate snapshot of the sales pipeline. Make significant strides towards become a trusted business advisor. HANDLE OBJECTIONS PRACTICE CARDS Gain the confidence needed to overcome objections and push-backs by anticipating and practicing beforehand. Prepare to deal effectively with gatekeepers. THE PLAYBOOK -12WEEK PLAYBOOK Commit to implementing the strategies and tools over the course of -12weeks to ensure a sustained change in behavior. IMPLEMENTATION VIDEOS T: E: register-mea@informa.com

6 DAY THREE CLOSING THE SALE SIGNIFICANTLY INCREASE YOUR TEAM S WIN RATES! THE CHALLENGE We feel many salespeople even solid professionals lose a sale for two common reasons: 1. Many sales presentations are lost before they are even given. Salespeople present to open the sales cycle rather than presenting to close. 2. The sales presentations are information rich and decision poor. The presentations end in thanks a lot, we ll think about it, Hey could you leave us some of the PowerPoint slides? Critically, no decision is made. THE SOLUTION With the right advocacy skills, you demonstrate more effectively how your solution will help your client get what they want and need. In this program you will learn how to win deals more consistently by applying two critical skills: 1. First, presenting only when ready by getting in place all the people and factors necessary for the appropriate decision. 2. Second, presenting to enable a decision. The phrase Enabling Decisions has two meanings. First, the decisions themselves are enabling. They enable the client to get what they want in a way they feel good about. Second, the phrase refers to your ability to be a catalyst, a facilitator of the decision. MODULE 3 FOUNDATION ADVOCATING VALUE WIN, THEN CLOSE ENABLE DECISONS LEARNING OBJECTIVES: How does this course integrate with what we ve done before and what we might do in the future? What are the objectives of the course? World-class advocacy demands world-class inquiry Deals are won during the inquiry stage of the sale Do not present to people whose criteria for judging you are unknown to you. Use a Call Plan to structure a presentation. Begin with the End in Mind What do we want the client to say, do, or decide at the end of the presentation? RESOLVING OBJECTIONS Resolving Yellow Lights (stalls, objections) is critical to enabling a decision. Working with your most frequent and difficult client objections, we will develop mindsets and skillsets that greatly improve your ability to turn Yellow Lights to green. Once you understand the real objection and the client s criteria for resolving it, you can use methods founded in the science of persuasion for resolving the Yellow Light or finding out you can t. T: E: register-mea@informa.com

7 HELPING CLIENTS SUCCEED March 2018 Address Hotel, Dubai Marina, Dubai, UAE September 2018 Dubai, UAE Course Helping Clients Succeed March 2018* (BC7030) Course Helping Clients Succeed September 2018* (BC7325) 23 January February 2018 Final Fee US$ 2,995 US$ 3,495 US$ 3, July 2018 Book and pay full fee for two colleagues and the third attends for FREE Not applicable in conjunction with corporate discounts Payment to be settled before start of the course to avail the offer The 3 for 2 offer is valid on full price final fee registration only 22 August 2018 Final Fee US$ 2,995 US$ 3,495 US$ 3,995 Course fees include documentation, luncheon and refreshments. Delegates who attend all sessions will receive a Certificate of Attendance. All registrations are subject to our terms and conditions which are available at Please read them as they include important information. By submitting your registration you agree to be bound by the terms and conditions in full. DELEGATE DETAILS FIRST NAME: JOB TITLE: ADDRESS: COUNTRY: SURNAME: COMPANY: POSTAL CODE: CITY: TEL: FAX: MOBILE: Pricing excludes 5% VAT, where applicable FIVE WAYS TO REGISTER Tel: Fax: register-mea@informa.com Web: Mail: HCSSalestraining Informa Middle East Ltd. PO Box 9428, Dusit Thani Hotel, Dubai, UAE The in-house training division of Informa Middle East SAVE UP TO 40% If you have 6 or more people interested in attending, and would like to customise this training course to suit your team and business, contact our Training Consultants on or cts@informa.com DISCOUNTS AVAILABLE FOR 2 OR MORE PEOPLE CALL: a.watts@informa.com PAYMENTS A confirmation letter and invoice will be sent upon receipt of your registration. Please note that full payment must be received prior to the event. Only those delegates whose fees have been paid in full will be admitted to the event. AVOID VISA DELAYS BOOK NOW Delegates requiring visas should contact the hotel they wish to stay at directly, as soon as possible. Visas for non-gcc nationals may take several weeks to process. CANCELLATION If you are unable to attend, a replacement delegate will be welcomed in your place. If you cancel your registration 57 days or more before the event, you will receive a refund minus a 10% cancellation fee (plus VAT where applicable). Cancellation after 56 days before the event or if you fail to attend the event will be 100% payable. All cancellations must be sent by to register-mea@informa.com marked for the attention of Customer Services Cancellation. All registrations are subject to acceptance by Informa Middle East which will be confirmed to you in writing Due to unforeseen circumstances, Informa reserves the right to cancel the course, change the programme, alter the venue, speaker or topics For full details, please visit terms-and-conditions-for-delegates BC7030/BC7325 EVENT VENUE Address Hotel, Dubai Marina, Dubai, UAE Tel: ACCOMMODATION DETAILS We highly recommend you secure your room reservation at the earliest to avoid last minute inconvenience. You can contact the Hospitality Desk for assistance on: Tel: Fax: hospitality@informa.com AA/DC HUMAN RESOURCES Copyright Informa Middle East Ltd OJ