Referral & Cross Selling Skills

29-30 April 2019

PROGRAM OBJECTIVES

• Present product’s Unique Selling Proposition (USP) effectively to create referral

• Identify and speak to customer’s need effectively to cross-sell other solution

• Accelerate customer’s buying decision

• Be effective and efficient in sales negotiation process

• Creating cross-selling and referral effectively

Course Outline

MODULE 1: HOW TO CROSS-SELL THE RIGHT SOLUTION TO CUSTOMER

• Learning the right mindset of selling.

• How to identify and highlight product’s Unique Selling Proposition (USP).

• How to use Neuro-Linguistic Programming tool to identify customer’s need

effectively?

• How to connect customer’s need with your product’s Unique Selling Proposition

(USP).

MODULE 2: ACCELERATE CUSTOMER’S BUYING DECISION

• Understanding consumer’s buying behavior

• Identify the factors that influence buyer’s decision

• Right questioning technique to get the YES!

• VAK language - Identify key words that hit customer’s hot button

MODULE 3: THE POWERFUL APPLICATION OF NEURO-LINGUISTIC PROGRAMMING

(NLP) LINGUISTIC PATTERN IN SALES

• NLP linguistic pattern 1: Complex Equivalence – equate customer’s need with

product’s USP

• NLP linguistic pattern 2: Pacing Current Experience – effective way to utilize

customer’s feedback to enhance your sales pitch

• NLP linguistic pattern 3: Double Bind: Giving client a set of choice where both of

which are preferable or desired by client

• NLP linguistic pattern 4: Mind Read – claiming to know your customer’s lingo to

create the sense of belonging

MODULE 4: PRESENTATION - DRAFTING POWERFUL SALES PITCH

• Transform knowledge into action Converting product features into buyer ’s

benefits and advantages Aligning product’s USP with buyer’s value Leading

prospects to experience the truth of your claims linguistically.

Course Outline

MODULE 5: THE RIGHT MINDSET FOR SALES NEGOTIATION AND CLOSING

• The 10 misleading thoughts in closing Wrong perception that contribute to lengthy

sales negotiation process

• The serving attitude that leads to effective closing the different mindset between

low and high performer.

MODULE 6: THE APPLICATION OF ANCHORING IN SALES NEGOTIATION

• The untold secret of anchoring in negotiation powerful hand gesture to increase

your closing rate Stacking anchoring to trigger your customer’s need stacking

anchoring to boost your confidence during closing.

MODULE 7: CROSS SELLING & REFERRAL

• How to cross-sell other solution?

• How to get referral from your existing client?

• How to turn your client's objection into transaction?

• How to increase sales from the same client?

MODULE 8: THE APPLICATION OF NLP LINGUISTIC PATTERN IN NEGOTIATION

• Double bind – helping prospect to choose the solution

• What if frame – powerful conditional closing technique

• Tag question – reaffirming customer’s belief in engaging your service

• Embedded command – anchor your prospect with your intonation

MODULE 9: ROLE-PLAYING

• Transform knowledge into action

• Experience the real sales closing process

• Practice to convert customer’s objection into transaction

• Leading customer to experience the truth of your claims linguistically

Programme Leader

Steve Lim is the Founder of Yen Universe Consultancy, The NLP Specialist in ASEAN.

His mission is to help aspiring individual and organisation to fulfil their dreams.

Steve Lim has more than 15 years’ Sales and Marketing Experience in the ASEAN

market for Corporate Organization. Steve Lim is the author of 3 hot selling NLP

books, namely: NLP The World is Not Real (Mandarin), NLP The World is Not Real

(English), and NLP Things Always Happen for Good (Mandarin). Steve Lim has been

profiled in The Star Newspaper, CityPlus FM, Oriental Daily News, China Press, HR

Asia, Natural Health Media, Inspire Magazine, Red Tomato and etc. Steve Lim is the

Certified Trainer for NLP by ABNLP, Certified Trainer for Hypnotherapy by ABH,

Certified Trainer for Timeline Therapy by TLTA, Certified Trainer for NLP Coach by

ABNLP Coaching Division, and Certified Trainer for HRDF. Participants from

Countries That Steve Has Trained: Brunei, Canada, China, India, Indonesia, Ireland,

Japan, Malaysia, Philippines, Singapore, Sweden, Taiwan, Thailand, Turkey, United

States, UK, Vietnam.

Please Register here:

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Referral & Cross Selling Skills

PROGRAMME FEES

IMPORTANT NOTE

Stakeholders are participants from MOFE,

AMBD and all domestic banks in Brunei

Darussalam.

TERMS AND CONDITIONS

• The Programme fee is inclusive of workshop

material(s), refreshment and certificate.

• Payment must be made upon receipt of

invoice issued by CIBFM.

• CIBFM operates a strict NO CANCELLATION

POLICY once the receipt of registration has

been issued. However, CIBFM will welcome

and accept replacements.

• CIBFM reserves the right to amend, change

or cancel the programme at any given time.

We will immediately notify participants and

organisations if any such changes are to be

made.

Please email your completed form to

registration@cibfmbrunei.com

By 1 April 2019

Stakeholders Non-stakeholders

$770 $1000