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1Tel: +6016 3326 360 Fax: +603 9205 7788 kris@360bsigroup.com
YOUR INTERNATIONAL
COURSE FACILITATOR
Jim Hornickel
Director...
2
WHO SHOULD ATTEND
Company Chairman & Directors
Business Development Managers
Sales & Marketing Managers
Procurement & Pu...
3
COURSE SCHEDULE
8.00
8.30
10.10 - 10.30
12.30 - 13.30
14.40 - 15.00
16.00
Registration & Coffee/Tea
Workshop commences
M...
Payment is required within 5 days upon receipt of
the invoice.
All payments must be received prior to the event date
PAYME...
360 BSI Training Calendar 2016
Contact Kris at kris@360bsi.com to register or for further details. Tel: +60 16 3326 360
Ev...
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Negotiating Sales Success & Customer Loyalty 10-13 October 2016 Kuala Lumpur, Malaysia / 16-19 October 2016 Dubai, UAE

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Negotiating Sales Success™ takes participants to a set of skills, insights and practices rarely experienced in the world of sales bargaining. The program’s unique approach sends each sales negotiator into the business world with a sharp edge over traditional win-lose & conflict-laden approaches.

WORKSHOP BENEFITS
-Transforms understanding of the sales negotiating process
-Expands personal power for effective bargaining
-Uncovers differing negotiation and buyers’ styles
-Creates range & alternatives for best results
-Unveils our 5 phase approach for winning outcomes
-Instills the Six Principles of Positive Influence
-Heightens your ability to diminish conflict
-Teaches a mutual-gains strategy
-Aligns relationship building and the sales negotiating process
-Delivers R.E.S.P.E.C.T. ™ model for success

Creating Customer Loyalty™ is a dynamic program that moves participants to powerful self-discoveries that dramatically strengthen their capacity to be a consultative agent of customer service.

BENEFITS OF ATTENDING:
-Expands Participant’s Positivity
-Deepens Awareness of Impact on Others
-Provides Tools for Building Relationships
-Strengthens Essential Communication Skills
-Enhances Ability to Empathize with Clients
-Powerful Customer Service Techniques
-Provides a Process to View Everyone as a Customer
-Shares a New Approach to Handling Difficult Customers
-Promotes a Positive Service Oriented Culture

Contact kris@360bsi.com to register today.

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Negotiating Sales Success & Customer Loyalty 10-13 October 2016 Kuala Lumpur, Malaysia / 16-19 October 2016 Dubai, UAE

  1. 1. 1Tel: +6016 3326 360 Fax: +603 9205 7788 kris@360bsigroup.com YOUR INTERNATIONAL COURSE FACILITATOR Jim Hornickel Director of Training & Development Bold New Directions Jim Hornickel brings more than 25 years of professional and personal experience in Leadership, Management, Negotiations, Public Speaking, Coaching, Corporate Training and Transformation to his service. He has worked in small and large businesses, profit and non-profit, union and non-union environments. Jim is a published author and has also successfully started and operated three small businesses. Jim’s passion is to inspire professionals to take bold new directions in their lives for increased fulfillment and professional success. He knows that when we awaken from within we can harness our deepened personal power to expand our positive influence. Jim operates from the philosophy that all professionals have an innate yearning to perform well at work and in their lives and can reconnect to this yearning through exceptional corporate training experiences. Jim Hornickel has successfully brought this approach to the facilitation of training programs with Fortune 500 organizations in the US, Canada, South America, Europe and Asia. PAST TESTIMONIALS ABOUT THE TRAINER “Jim is an extraordinary coach & mentor.” - J.B. Suresh, Product Trainer - Process Analytics, Siemens LLC “The course was very well organized & Jim is very knowledgeable & passionate about the subject. Very well done!” - Camellia Mohiddin, Admin Executive, Petronas Carigali Brunei Ltd “Jim is a highly focused professional who brings energy, passion and tremendous knowledge to his work. Top-notch communication skills with the ability to see the large picture while attending to details...” - Anne M. DiDomenico, Project Manager Part 2: Creating Customer Loyalty (Day 3 - Day 4) Creating Customer Loyalty™ is a dynamic program that moves participants to powerful self-discoveries that dramatically strengthen their capacity to be a consultative agent of customer service. This highly interactive program uses experiential learning to help you remove old and less useful methodologies and develop new attitudes and strategies for building stronger relationships while serving internal and external customers to meet their needs. By the end of this program participants discover how operating from the principles of R.E.S.P.E.C.T.™ transforms collaborative results and leads to greater customer satisfaction and loyalty. Part 1: Negotiating Sales Success (Day 1 - Day 2) The Negotiating Sales Success™ training program deepens understanding of two critical elements; the negotiating relationship as it pertains to the sales process and the negotiation process. First, you will learn to understand the sales negotiating relationship through three pillars of Mutuality, Pro-activity and R.E.S.P.E.C.T.™ (Responsiveness, Empathy, Service, Perspectives, Esteem, Courage & Truthfulness) Second, you will understand key structural components of a successful sales negotiations process. Negotiating Sales Success™ takes participants to a set of skills, insights and practices rarely experienced in the world of sales bargaining. The program's unique approach sends each sales negotiator into the business world with a sharp edge over traditional win-lose & conflict-laden approaches. THIS WORKSHOP IS LIMITED TO 16 PARTICIPANTS & CONSISTS OF TWO PARTS: COURSE OVERVIEW 10 - 13 OCTOBER 2016 GRAND MILLENNIUM KUALA LUMPUR MALAYSIA 16 - 19 OCTOBER 2016 RADISSON BLU DUBAI DEIRA CREEK UAE MANAGEMENT SERIES NEGOTIATING SALES SUCCESS & CUSTOMER LOYALTY ™ Exclusive takeaways: 1. A copy of Jim’s newly published book, “Negotiating Success - Tips And Tools To Building Rapport And Dissolving Conflict While Still Getting What You Want.” (Wiley Publishing) 2. Workshop Materials: a training manual containing an overview of the course plus work-sheets, examples and exercises.
  2. 2. 2 WHO SHOULD ATTEND Company Chairman & Directors Business Development Managers Sales & Marketing Managers Procurement & Purchasing Officers HR Directors Legal Counsels & Advisors Executives, Managers & Team Leaders All Sales Representatives All Professionals who Negotiate VPs, GMs of Corporate Communications Heads & Managers of Advertising Customer Relations Managers Media & Public Relations Managers Workshop Benefits: Transforms understanding of the sales negotiating process Expands personal power for effective bargaining Uncovers differing negotiation and buyers' styles Creates range & alternatives for best results Unveils our 5 phase approach for winning outcomes Instills the Six Principles of Positive Influence Heightens your ability to diminish conflict Teaches a mutual-gains strategy Aligns relationship building and the sales negotiating process Delivers R.E.S.P.E.C.T. ™ model for success A smart man knows what to say, a wise man knows how and when to say it. - Frank M. Garafola There are no pre-requisites or designated experience levels required of participants attending this workshop. DAY2 CONFLICT RESOLUTION Reviewing Day One Learning "Checking In" with Phase Three "Trading" with Phase Four Trading Concessions "Evaluating" with Phase Five Exposing Negotiating Sales Tactics Managing Conflict with Others Role Playing Exercise Summarizing with Action Planning DAY1 NEGOTIATING SUCCESS Negotiating Sales Benchmark Group Exercise Integrating the Six Principles of Positive Influence Expanding Your Emotional Intelligence/EQ-Life Intelligence Understanding Negotiation/Sales Buyer's Behaviors Role Playing "What is Success?" Developing Range & Alternatives "Preparing" with Phase One "Discovering" with Phase Two Asking Powerful Questions Deepening Listening Skills The Close - Making Requests for What You Want COURSE CONTENT: NEGOTIATING SALES SUCCESS
  3. 3. 3 COURSE SCHEDULE 8.00 8.30 10.10 - 10.30 12.30 - 13.30 14.40 - 15.00 16.00 Registration & Coffee/Tea Workshop commences Morning coffee/tea Lunch Afternoon coffee/tea End of day Workshop Benefits: Expands Participant’s Positivity Deepens Awareness of Impact on Others Provides Tools for Building Relationships Strengthens Essential Communication Skills Enhances Ability to Empathize with Clients Powerful Customer Service Techniques Provides a Process to View Everyone as a Customer Shares a New Approach to Handling Difficult Customers Promotes a Positive Service Oriented Culture WHY THIS EVENT Creating Customer Loyalty™ is a specialized program designed to deeply enhance participants’ability to build relationships of service, trust and effectiveness with customers – both internal and external to the organization. This experiential training program deepens participants’ability to uncover customer’s full needs and deliver results that please. There are no pre-requisites or designated experience levels required of participants attending this workshop. DAY4 IMPROVING CUSTOMER RELATIONSHIPS Enhancing Connection with Every Customer Using Empathy as a Critical Tool Putting“Service”Back into Customer Service Exploring the Customer’s Perspective Selecting Best Perspectives for Situational Success Elevating Esteem to Build Customer Loyalty Building Courage for Tough Questions & Requests Honing Authenticity & Truth-telling Preventing & Dissolving Customer Conflict Building Stronger Relationships Over Time DAY3 COMMUNICATING EFFECTIVELY WITH CUSTOMERS Redefining Customer Strengths & Weaknesses Uncovering Your Professional Strengths & Weaknesses Tuning Your Radar for Areas of Opportunity One Dozen Best Practices to Create Customer Loyalty Increasing Your EQ-Total Life Intelligence Using the 6 Principles of Influence Understanding Customer Behavior Styles Closing the Gap Between Differing Styles Delivering Customer Service as a Standard Embracing a Solution Oriented Approach Responding with Timeliness & Effectiveness Overcoming Communication Barriers Increasing Communication Effectiveness Crafting Powerful Questions to Understand Customer’s Needs Listening Skills for Better Results Objective Vs Subjective – Probing to Separate Fact From Fiction COURSE CONTENT: CREATING CUSTOMER LOYALTY The most important trip you may take in life is meeting people half way. - Henry Boyle
  4. 4. Payment is required within 5 days upon receipt of the invoice. All payments must be received prior to the event date PAYMENT DETAILSFEES (please tick as appropriate) Thank you for your registration! Substitutions are welcome at any time. Please notify us at least 2 working days prior to the event. All cancellations will carry a 10% cancellation fee, once a registration form is received. All cancellations must be in writing by fax or email at least 2 weeks before the event date. Cancellations with less than 2 weeks prior to the event date carry a 100% liability. However, course materials will still be couriered to you. General Information: Registrations close ONE (1) week before the training dates. The fees cover lunch, tea breaks, materials and certificate. Official confirmation will be sent, once registration has been received. Participants will need to arrange their own accommodation. Attire: Smart Casual 1 2 3 4 5 Cancellations/Substitutions OTHER PUBLIC COURSES The Craft of Technical & Scientific Writing & Presentation Effective Communication & Presentation Skills Talent Acquisition and Behavioural Interviewing Globalised Compensation and Rewards Systems Effective Technical Report Writing Records, Information & Document Management Effective Performance Management 360 BSI is passionate about providing strategic technical programs and high potential training solutions across the region to build personal competencies and organizational capability. You will receive practical training from a professionally qualified educator with over twenty years of teaching and training experience. Please feel free to mix-and-match topics from the areas listed below to get the right training content for your staff. Other topics may be available upon request. IN-HOUSE TRAINING Name Name on tag Job Title Email Mobile : : : : : Name Name on tag Job Title Email Mobile : : : : : Name Name on tag Job Title Email Mobile : : : : : 1 2 3 DELEGATES AUTHORIZATION (This form is invalid without a signature) Name : Job Title : Email : ( )Tel : Organization : Address : Signature : Date: / / DELEGATES Fax: +603 9205 7788 Tel: +603 9205 7772 Mobile: +6016 3326 360 Email: kris@360bsigroup.com REGISTRATION FORM Hotel Contact Details: The fee does not include any taxes (withholding or otherwise). In case of any taxes applicable the client has to ensure that the taxes are paid on top of the investment fee paid for the course. Compliance with the local tax laws is the responsibility of the client. Bank transfer: 360 BSI MIDDLE EAST LIMITED Abu Dhabi Commercial Bank Dubai Mall Branch, P.O.Box 49124 Dubai, U.A.E Account No: 10065721319001 Swift No: ADCBAEAAXXX IBAN No: AE780030010065721319001 Grand Millennium Kuala Lumpur 160 Jalan Bukit Bintang, 55100 Kuala Lumpur Tel: +60 3 2117 4899 Fax: +60 3 2142 1441 Radisson BLU Hotel, Dubai Deira Creek Baniyas Road, P.O. Box 476, Dubai, UAE Telephone: +971 4 2057105 Fax: +971 4 2234698 10 - 13 OCTOBER 2016 GRAND MILLENNIUM KUALA LUMPUR MALAYSIA 16 - 19 OCTOBER 2016 RADISSON BLU DUBAI DEIRA CREEK UAE DUBAI, UAE 16 - 17 OCT 2016 18 - 19 OCT 2016 16 - 19 OCT 2016 10 - 11 OCT 2016 12 - 13 OCT 2016 10 - 13 OCT 2016 KUALA LUMPUR BOTH WORKSHOPS USD 3,395 WORKSHOP #2 USD 1,995 WORKSHOP #1 USD 1,995 * REGISTER 3 DELEGATES AND GET 15% DISCOUNT 360 BSI (M) Sdn Bhd (833835-X), Level 8 Pavilion KL, 168 Jalan Bukit Bintang, 55100 Kuala Lumpur, Malaysia.© NEGOTIATING SALES SUCCESS & CUSTOMER LOYALTY ™
  5. 5. 360 BSI Training Calendar 2016 Contact Kris at kris@360bsi.com to register or for further details. Tel: +60 16 3326 360 Event Code Type COURSE TITLE DATE - 2016 VENUE KK-MN-SIN-130 IT Document & Information Management, Security, Retention & Archiving 04 - 07 Apr 2016 Singapore KK-MN-DUB-131 Management Green Supply Chain Management 10 - 12 Apr 2016 Dubai KK-MN-DUB-129 IT Document & Information Management, Security, Retention & Archiving 02 - 05 May 2016 Dubai KK-TE-DUB-48 General Effective Technical Report Writing 15 - 16 May 2016 Dubai KK-MN-KL-132 IT Document Management, Security & Retention 23 - 24 May 2016 Kuala Lumpur KK-TE-SIN-44 General Effective Technical Report Writing 18 - 19 July 2016 Singapore KK-TE-JAK-42 General Effective Technical Report Writing 31 Aug - 01 Sep 2016 Jakarta KK-TE-KL-41 General Effective Technical Report Writing 05 - 06 Sep 2016 Kuala Lumpur KK-MN-KL-133 IT Document Management, Security & Retention 05 - 06 Sept 2016 Kuala Lumpur IT Document & Information Management, Security, Retention & Archiving 25 - 28 Sept 2016 Available for In- house General Effective Technical Report Writing 05 - 06 Oct 2016 Available for In- house General Effective Technical Report Writing 10 - 11 Oct 2016 Available for In- house KK-MN-KL-117/118 General Negotiating Sales Success & Customer Loyalty 10 - 13 Oct 2016 Kuala Lumpur KK-MN-KL-119/120 General Effective Communication, Presentation Skills & Report Writing 10 - 13 Oct 2016 Kuala Lumpur KK-MN-DUB-121/122 General Negotiating Sales Success & Customer Loyalty 16 - 19 Oct 2016 Dubai KK-MN-DUB-123/124 General Effective Communication, Presentation Skills & Report Writing 16 - 19 Oct 2016 Dubai IT Document & Information Management, Security, Retention & Archiving 16 - 19 Oct 2016 Available for In- house KK-TE-DOH-47 General Effective Technical Report Writing 06 - 07 Nov 2016 Doha SV-SS-DUB-104 Safety Behavioral Based Safety (BBS) & Leadership To be confirmed 2016 Dubai SV-SS-DUB-105 Safety Root Cause Analysis To be confirmed 2016 Dubai SV-IT-KL-22 IT Business Continuity & Disaster Recovery Planning To be confirmed 2016 Kuala Lumpur SV-IT-DUB-21 IT IT Information Security Management Principles To be confirmed 2016 Dubai SV-FI-KL-11/12 Finance Fraud Control & The COSO 2013 Framework: Improving Internal Controls and Organizational Effectiveness To be confirmed 2016 Kuala Lumpur SV-MN-DUB-131 HR Effective Performance Management To be confirmed 2016 Dubai SV-MN-DUB-132 HR Preventing Workplace Bullying To be confirmed 2016 Dubai SV-FI-DUB-9/10 Finance Fraud Control & The COSO 2013 Framework: Improving Internal Controls and Organizational Effectiveness To be confirmed 2016 Dubai SV-IT-DUB-19 IT Project Management for IT Professionals (23 PDUs) To be confirmed 2016 Dubai SV-SS-DUB-96 Safety Visible Safety Leadership To be confirmed 2016 Dubai SV-SS-DUB-97 Safety Quality, Behavior & the Bottom Line: The Human Side of Quality Improvement To be confirmed 2016 Dubai SV-IT-DUB-20 IT IT Governance: Governance & Management of Enterprise IT To be confirmed 2016 Dubai Technical Advanced Shutdown / Turnaround / Outage (STO) Management Dubai Security Advanced Certificate in Security Management Kuala Lumpur Security Advanced Certificate in Professional Investigation & Covert Surveillance Dubai Security Advanced Certificate in Field Incident Command Dubai Management CSR Strategy & Value-creation Masterclass Dubai HR Training ROI Masterclass Dubai Management Effective and Efficient Warehouse Operations Dubai Finance Effective Collection & Recovery Strategies Dubai Other Training Courses by Affiliated Training Partners

Negotiating Sales Success™ takes participants to a set of skills, insights and practices rarely experienced in the world of sales bargaining. The program’s unique approach sends each sales negotiator into the business world with a sharp edge over traditional win-lose & conflict-laden approaches. WORKSHOP BENEFITS -Transforms understanding of the sales negotiating process -Expands personal power for effective bargaining -Uncovers differing negotiation and buyers’ styles -Creates range & alternatives for best results -Unveils our 5 phase approach for winning outcomes -Instills the Six Principles of Positive Influence -Heightens your ability to diminish conflict -Teaches a mutual-gains strategy -Aligns relationship building and the sales negotiating process -Delivers R.E.S.P.E.C.T. ™ model for success Creating Customer Loyalty™ is a dynamic program that moves participants to powerful self-discoveries that dramatically strengthen their capacity to be a consultative agent of customer service. BENEFITS OF ATTENDING: -Expands Participant’s Positivity -Deepens Awareness of Impact on Others -Provides Tools for Building Relationships -Strengthens Essential Communication Skills -Enhances Ability to Empathize with Clients -Powerful Customer Service Techniques -Provides a Process to View Everyone as a Customer -Shares a New Approach to Handling Difficult Customers -Promotes a Positive Service Oriented Culture Contact kris@360bsi.com to register today.

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