22 & 23 October 2015 Kuala Lumpur. Selling with IMPACT by engaging emotions before persuading the mind.

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1 22 & 23 October 2015 Kuala Lumpur Selling with IMPACT by engaging emotions before persuading the mind.

2 The A smart salesperson listens to emotions, not facts. - Unknown - IMPACT SELLING WITH EQ This 2-day interactive workshop will equip participants with customer-focused Consultative Selling principles coupled with powerful Emotional Intelligence (EQ) techniques. Participants will learn about the Sales and Buying Cycles, complete with practical strategies and ideas to help them overcome the various customer challenges during selling situations. Sales people spend a lot of time and effort in trying to change customers minds and frequently attempt this without first understanding and respecting the views and opinions of customers. EQ allows sales persons to suspend this impatient mind-changing process until they have built sufficient trust and connection that will allow them to work from the customers point of views. Customers don t bother about sales people s desire to sell them anything until they can trust that the sales person genuinely cares about their needs and issues, and wellbeing. Key Learning Objectives Participants will learn about the dynamics behind the Sales and Buying Cycles, including prospecting, qualifying for suitability and practicality of potential customers; uncovering customers unique requirements; overcoming sales objections and; proposing solutions and closing deals with customers Participants will acquire bottom-line impact selling skills and ideas to help them overcome the major challenges at different stages of the Sales Cycle or selling process Participants will realise that every single interaction is important to building trust and credibility, and how their emotional state can impact customers' perception towards them Participants will learn how EQ can be leveraged to influence customers' behaviours and buying decisions, and to strengthen relationships

3 Learning Format Applying experiential learning methodology, the workshop format includes lecture, individual and group exercises, audio-visual materials, discussions, interactive activities, personal reflections and action planning. Participants will discover a transformational learning experience and develop powerful new awareness that will make a significant difference in their sales performance. Course Overview Module 1: EQ - Why it matters in Sales What differentiates top performers from the others Learning the powerful EQ advantage in Consultative Selling What is EQ and the science behind it How emotions can impact a sales person's decisions and behaviours Module 2: Combining EQ with Consultative Selling Aligning intentions with selling behaviours build credibility and trust Customers' emotional transitions during the Sales and Buying Cycles Engage the power of internal motivation to become purposeful and self-driven Why customers buy according to their emotional readiness What are the six critical consultative selling skills Module 3: Engagement through EQ Gaining deep insights into customers decision-making process Using high impact questions to uncover hidden customers' needs Discovering the psychology behind sales objections and how to overcome Importance of considering emotional reactions to sales objections Module 4: Closing or, beginning of relationship Understanding emotional messages affecting customers decisions How to read customers' buying signals Strengthening proposals by recognising customers' hierachy of needs Using EQ techniques to build sustainable customer relationships Testimonials "Phenomenal! Enlightenment for all sales persons!" Sim Simadibrata, Jakarta "I had a lot of trainings before, but this was the best! Georg Andreaz Schmitz, Malaysia "Extraordinary techniques and knowledge. Thank you so much, I discovered a powerful insight - that empathy is the most important ingredient for me to be a top sales performer." Amita Setiaty, Jakarta "The impact of this programme goes beyond words..." Allia Zulkifli, Malaysia

4 Corporate Profile THE EQ EDGE SDN BHD is the leading expert for Emotional Intelligence training and consulting services in Malaysia and Asia. We combine proven EQ principles, methodologies, and techniques with practical business models and solutions to achieve people engagement and bottom-line results. THE EQ EDGE SDN BHD was appointed Preferred Partner of Six Seconds, the largest EQ organisation in the world. We are professionals with extensive hands-on corporate experience in marketing, sales, operations and human resources at the top level of management. Supported by world class research and data, our customised integrated solutions are powerful and practical for organisations, leaders, individuals and communities. SIX SECONDS EMOTIONAL INTELLIGENCE NETWORK Established in California in 1997, Six Seconds is the most extensive global provider of Emotional Intelligence training, performance development tools and educational resources. We equip leaders and individuals to perform optimally by tapping into the potential power of Emotional Intelligence through managing themselves and the people around them. Facilitators FC Law has more than 20 years of extensive leadership, sales and marketing experience in creating business and implementing business strategies to corporations of various sizes including large multinationals and local organisations. For over 15 years, FC has been active in the training, coaching and facilitation field in the various senior management positions he has held, even before he became a full time professional corporate trainer in year As a globally certified advanced practitioner of Six Seconds Emotional Intelligence EQ Model, FC is also a licenced instructor and coach for performance and psychometric tools including SEI EQ Profiling, SEI-360 and the Vital Signs suite of business tools including Organizational Vital Signs, Team Vital Signs and Leadership Vital Signs. He is also a certified international trainer of the Thiagi Interactive Training Strategies and a certified Global NLP Practitioner. Jacqueline Ong is a qualified lawyer and licenced company secretary turned senior corporate manager with accounting, finance and training qualifications. After practicing criminal and civil litigation law in the Malaysian Courts and serving in the legal department of a major public listed company in the early years of her career, Jacqueline moved on to a large multinational conglomerate, where she worked alongside the top tier managers around the world in areas of strategic business planning, operational management and human capital management in a wide cross-section of industries worldwide, from financial services to manufacturing and property development. As a globally certified advanced practitioner of Six Seconds Emotional Intelligence EQ Model, she is also a licenced instructor and coach for performance and psychometric tools including SEI EQ Profiling, SEI-360, Enneagram and the Vital Signs suite of business tools including Organizational Vital Signs, Team Vital Signs and Leadership Vital Signs. She is also a certified Global NLP Practitioner and Associate Member of the Harvard Business School Alumni Club of Malaysia.

5 Workshop Fees Super Early Bird : RM 1, (registration before 28 Aug 2015) Early Bird : RM 1, (registration before 28 Sep 2015) Regular : RM 1, (registration from 29 Sep 2015) Group Discount (3 or more) : Less RM per participant Fee includes Lunch and Tea breaks Workshop Bonus: Personal EQ Strengths Assessment for every participant Registration Form Ref: TEQE 1015 Name Position ID. Mobile No. Organisation Details Name : Address : Contact No. : Fax No. : Payment Details Please make cheque payable to: THE EQ EDGE SDN BHD Cheque No. Amount: Date: Kindly attach cheque to form. For online transfer: THE EQ EDGE SDN BHD Hong Leong Bank Berhad A/C No notification to be sent to: julielai@theeqedge.com To register, kindly fax this form to or scan and to julielai@theeqedge.com For enquiries please contact us at No.110, 1st Floor, Jalan SS14/1, Subang Jaya, Selangor, Malaysia

6 Terms and Conditions for all Open Enrolment Programmes conducted by THE EQ EDGE SDN BHD Programme Fees Programme Fees are as published and may be subject to THE EQ EDGE's right of review. Programme fees are exclusive from and subject to Goods and Service Tax ( GST ) at the prevailing rate for programmes conducted within Malaysia. THE EQ EDGE is licensed to collect GST under the laws of Malaysia under License No: Programme Fees include workshop materials, lunch and tea breaks but does not cover travel and accommodation costs and other expenses. All Super Early Bird and Early Bird discounted fees must be paid before or by the respective cut-off dates published and will cease to be effective after such cut-off dates. Programme Fees must be paid before the commencement and registrants will not be allowed to join the programme if payments have not been received by then. Payments may be made via electronic transfer into the account of THE EQ EDGE SDN BHD with Hong Leong Bank Berhad Account No or via cheque or bank drafts. All cheques or bank drafts must be made payable to THE EQ EDGE SDN BHD, crossed and marked Account Payee Only with the programme or workshop title indicated on the back of the cheque. Cancellation Policy The following cancellation policy will apply to all who seek to cancel, withdraw or postpone a paid registration to reflect the opportunity cost of time. Notice of cancellation, withdrawal or postponement must be given in writing. Where notification of cancellation/withdrawal or postponement is given: 45 days or more before the commencement 30 to 44 days before the commencement 16 to 29 days before the commencement 15 days and less before the commencement Programme Fees refund will be subject to an administration charge of RM % of the Programme Fees paid will be refunded. 30% of the Programme Fees paid will be refunded. There will be NO REFUND of Programme Fees paid. At the discretion of THE EQ EDGE, Programme Fees may be allowed to be carried forward to the next run of the same programme, subject to an administrative charge. THE EQ EDGE reserves the right to postpone or cancel a programme and all registrants will be notified at least 10 days before the commencement of the programme. All registrations will be transferred to the same programme on alternative dates. THE EQ EDGE will not be liable to compensate you in any manner whatsoever in such circumstances. Programme Content and Materials The training materials and content of the programme and/or workshop are protected under copyright laws and are subject to THE EQ EDGE's terms of use. You may not change, translate, reproduce, reprint or transmit in any form, or by any means, electronic, mechanical, photocopying, or otherwise, without prior permission in writing from THE EQ EDGE. Programme contents are continuously reviewed and improved on and THE EQ EDGE reserves the right to modify the specifications of a programme or the modules without notice. THE EQ EDGE also reserves the right to change the venue of the programme.