Influential Selling Strategies

March 28, 2012 (Wednesday)
9:00AM – 6:00PM
Golden Prince Hotel & Suites
Acacia St., Corner Archbishop Reyes Avenue
Cebu City, Cebu City, Philippines

“Master the skills you need to influence your client to buy. You will learn how to combine your negotiation skills with your tactical selling and communication skills and increase your chances of closing the sale.”

WHY YOU SHOULD ATTEND
Experienced sales professionals know that everything is negotiable and influential negotiation skills are vital for business success.

Once you present your solution, inevitable negotiation follows as you pursue an agreement. Reaching an agreement may involve several conversations and meetings, each one a mini negotiation unto itself, where your goal is to get the client to buy-in to your ideas. Sales professionals have to negotiate with potential clients to arrive to mutually beneficial agreements. It is more effective if implemented along with selling techniques.

This program will teach you how to combine negotiation skills with your communications and tactical selling skills to increase sales success.

WHO SHOULD ATTEND
This course is valuable for sales representatives and anyone who desires a career in professional selling.
This program is also available in in-house, tailor fitted formats, to address your specific concerns.
TOPICS

Negotiation Essentials:
- Myths, Misconceptions, and Pitfalls
- Key Processes in Reaching a Deal
- Value Presentation and Demonstration
- Managing Excuses, Stalls, Concerns, Objections and Resistance
- Identifying your Sales Negotiation Style and Strengths
- Communicating effective while negotiating
- Active Listening and Body Signals
- Great Closing Tools

TRAINING METHODOLOGY
The workshop is a fun and stress-free learning experience. It combines:
- Short Lectures
- Live-Facilitation
- Case Studies
- Role-Playing
- Group Discussion
- Experiential Learning Workshops

LEARNING OUTCOME
Upon successful completion of this course the participants are expected to be able to:
- Develop a contagious win-win negotiator attitude
- Understand the buyers negotiation tactics
- Acquire influential selling skills and flexibly apply these in face-to-face selling situations
- Handle customers concerns, stalls and resistance and reverse them into agreements and
- Close every qualified customer for your product or service the fastest way

VENUE
Golden Prince Hotel & Suites
Acacia St., Corner Archbishop Reyes Avenue, Cebu City, Philippines, 6000

LEARNING INVESTMENT
Includes AM / PM Snacks, Lunch Buffet, Training Materials and a Certificate of Attendance

Early Bird Rate - P4,500 inclusive of VAT (Deadline March 19, 2012)
Regular Rate - P5,500 inclusive of VAT (Deadline March 23, 2012)
Group Rate - 5 + 1 FREE

NOTE:
- Prizes to be raffled away for the first 50 confirmed participants.
- FREE WiFi Internet access is also available at the function room for those who wish to check their emails during break periods.
- Email all your inquiries to info@allianceconsulting.biz

RESOURCE SPEAKER
Rafael “Raffy” Pefianco, MPM FAAPM is a Mechanical Engineer by training and his work experiences include positions in management such as Marketing Manager, General Manager, Chief Operating Officer and President of several companies. He is currently the Managing Director of RMP Consultancy.

Raffy is a principal speaker for seminars on Lean Methodologies, 5S, Kaizen, Warehouse, Inventory, Purchasing, Logistics, Six Sigma and Sales and Marketing. He provides in‐house seminars as well as consulting and coaching services. He is an International Trainer and has been a certified instructor trainer for several US organizations for more than 20 years.

Raffy also has a wide real world experience with computer systems from main frames to PCs. His passion is to deploy networks using Linux for and low cost solutions for small businesses.

Raffy has earned an Ordinary National Diploma (Mechanical Engineering) from the Poole Technical College in Dorset, England. He later graduated from the University of New Castle in Tyne, England with a BSc with Honors in Mechanical Engineering. He is a certified Master Project Manager, Fellow of the American Academy of Project Management, and he also has a Diploma in Supply Chain Management from the Chartered Association of Business Administrators.