Customer Development & Relationship Strategies

PART A CUSTOMER DEVELOPMENT and RELATIONSHIP STRATEGIES 1. A Customer Obsession – Change from Sales to Key Account Management for High Sales/Profits! 2. Key Account Management – New/Existing Opportunities, Confidence/Trust and Future Growth! PART B CORPORATE CUSTOMERS and SALES ACHIEVER 1. ‘SALES ANIMAL vs SALES PUSSY CAT’ – CHANGE your MINDSET! A. Key Account Prospecting – High Value/Volume, High Margin, Future Growth Markets and Location! B. Customer Buying Influencers Analysis – Position, Degree of Influence, Desicions Criteria and Relationship C. M2M Skill ONE – Select and Analyse YOUR High Potential Customer – Identify Opportunities! 2. SALES VISITATION and RESULTS – BE and ACHIEVER! A. SALES VISITATION PERFORMANCE KPIs – Telecalls, Appointments, Presentation, Quotation, Negotiation and Closing B. Sales ‘Funnel’ Performance Tracking – Activities Drive Results (WHY and WHERE WE FAIL) C. M2M Skill TWO – Sales Professional OBSESSION – Nothing is More Important than Results! PART C CUSTOMER DEVELOPMENT STRATEGIES 3. CUSTOMER DECISION MAKER BUYING PSYCHOLOGY A. Analyse Customer Buying Behaviour – Emotional, Factual, Participative and Rational Customer! B. Sales Confidence and Achieve Selling Impact – RIGHT Selling Styles to RIGHT Decision Maker! C. M2M Skill THREE – Customer Key Decision Influencer Worksheet – Spend Time with RIGHT PIC Only! 4. SELLING ‘CHARISMA’ and MOTIVATION A. Sales Self-Confidence Everyday – Product/Company Knowledge, Personality and Motivation! B. Positive Sales Personality Style – Body Language, Clothes, Grooming, Choice of Words, Facial, etc. C. M2M Skill FOUR – ‘Read’ Customer PIC Body Language – First Impression Impact and Approach! 5. SALES PRESENTATION IMPACT – FOCUS CORE ISSUES! A. Speak Customer ‘Language’ – Correct Issue Focus, Service/Technical Support and Create Value! B. Resolve Customer Major Concerns – Present ‘Simple Solutions to Difficult Problems’ (Go the EXTRA Mile) C. M2M Skill FIVE – Dynamic Sales Presentation FAB – Win Attention, Interest and Commitment! PART D CUSTOMER RELATIONSHIP STRATEGIES 6. HANDLE DIFFICULT CUSTOMERS and NEGOTIATIONS A. Manage Difficult/Negative Decisions Makers – Be Agreeable, Compliment, Compliment and Compliment! B. Sales Negotiation Fact-Finding – Criterias, Min/Max Position, Major/Minor Issues, Goals and Gaps! C. M2M Skill SIX – Handle Price Objections – Make Customer Feel Good and Pay Premium Price! 7. CUSTOMER RELATIONSHIP and LOYALTY A. Customer Buying Signals and Commitment – EIGHT Simple but Powerful Sales Closing! B. Customer Loyalty and Partnership – Create Reason to Visit, Fresh Ideas, Practical Solutions, etc. C. M2M Skill SEVEN – EIGHT Customer Relationship Strategies – Every Sales Professional Must Do!

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Sarawak

Sabah

Indonesia

Singapore

Johor Bahru

Kuala Lumpur

26 & 27 May 2025

13 & 14 Aug 2025

Penang

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