High-Impact Selling: Strategies for Achieving Excellence

25 Jun, 2024, Wyndham Grand Bangsar Kuala Lumpur

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Dr Claire Keow presents a compelling profile as a seasoned speaker, strategist, sales specialist, and educator. Her educational journey spanning Singapore, Australia, and Malaysia laid a solid foundation for her expansive career. With over two decades of experience, Dr Claire has successfully carved out a niche in training, coaching, and consulting, leaving a remarkable impact on over 100,000 individuals worldwide. Her approach, characterized by the use of bespoke processes and tools, aims at enhancing the overall efficiency and productivity of organizations, thereby boosting their profitability.

 

Her expertise primarily revolves around sales, business, and team development. By focusing on these areas, Dr Claire ensures that the entities she works with are not just operationally efficient but also geared towards sustainable growth and development.

 

The essence of Dr Claire’s work lies in her passion for supporting people and teams in overcoming challenges, evolving, and achieving greater success. Her role as the founder of Game Changer International PLT highlights her commitment to transforming the landscape of training and consulting services. Additionally, her position as the Asia Regional Sales Director for Mind Hub Directory (MHD) in Australia, coupled with her leadership roles in the realms of digitalization, robotics, and AI, showcases her versatility and forward-thinking approach.

 

Claire Keow’s career is a testament to her dedication to her field, her innovative strategies, and her unwavering commitment to fostering growth and development in individuals and organizations alike. Her contributions are not just limited to her immediate circle of influence but extend globally, making her a significant figure in her areas of expertise.

 

Dr Claire Keow has been featured in

• Bernama TV – Getting Better and Better

• TV2 in a motivational series of programs entitled “Live, Love, Laugh” where she facilitated four motivational topics: “Habits”, “Self-Image”, “Self-Transformation”, and “Strengths and Vulnerabilities”.

• BFM Radio Station, sharing about the Power of Teamwork.

• Radio Television Brunei (RTB) for a series on Motivational topics.

 

Education and Professional Memberships 

• Effective Teaching and Facilitation for Educators, Winona State University, USA, 2023

• Certified Virtual LearnCaster Facilitator, EnSync Learning, Malaysia, 2020

• Certified Virtual Facilitation Skills, FOLKS, India, 2020

• Certified Professional Marketer – CPM (Asia), Asia Marketing Federation, 2021

• Certified Professional Coach, Corporate Coach Academy, 2008

• Certified Team Coach, Leadership in Motion Global, USA, 2018

• Certified Neuro-Linguistic Programming (NFNLP) Practitioner, USA, 2010

• Certified Neuro-Linguistic Programming (NFNLP) Mastery, USA, 2015

• Certified Small & Medium Business Administrator, World Association of Visioners and Entreprenol ogists, USA, 2018

• Certified Train the Trainer, TTT Certification by PSMB, Malaysia, 2019

• PHD specializing in Entreprenology, International University of Entreprenology, USA, 2018

• Commerce Degree in Marketing & Economics, Curtin University of Technology Australia (Recipient of Outstanding Scholastic Achievement and Excellence Award), 1997

• Lifetime Member of Institute of Marketing Malaysia (IMM)

• Currently pursuing to be an Artificial Intelligence (AI) Author, Non-Coding for Becoming a Higher Performing Team with CAAI, Singapor

Venue Details

Wyndham Grand Bangsar Kuala Lumpur
Jalan Pantai Baharu, Jaya Tower 3,
Phone : 03-2298 1888

Contact us

Juliany,
03 2283 6109
juliany@ipa.com.my

Phoebe,
03 2283 6100
phoebe@ipa.com.my 

FOR CUSTOMISED IN-HOUSE TRAINING
Jane,
03 2283 6101
Jane@ipa.com.my

ADDRESS 
A-28-5, 28th Floor, Menara UOA Bangsar, 
No.5, Jalan Bangsar Utama 1, 
59000 Kuala Lumpur
www.ipa.com.my

FOCUSING ON
  • THE LAUNCHING OF “HIGH-IMPACT SELLING”
  • MINDSET CONDITIONING
  • STRENGTH WHEEL
  • PERSONALITY PROFILING
  • INFLUENCING and GROW Model
  • OPEN SPACE CONCEPT
OBJECTIVE
“HIGH-IMPACT SELLING” course is specially designed for Sales and Marketing team or any individuals who have a desire to strengthen their skills in prospecting, selling, negotiation, influence, increasing network and net worth and keeping customers coming back. The course will focus on Observation, Feedback, Questioning, Influencing and Close Sales.
AFTER ATTENDING THIS COURSE YOU WILL RETURN TO YOUR JOB…
  1. Mastering Day-To-Day Communication Skills.
  2. Being Able To Transact And Deal With Customers And Suppliers.
  3. Conducting Presentations Effectively And Where Needed.
  4. Learning To Observe, Give Feedback, Questioning, Influencing And Close Sales.
  5. Negotiating Skillfully.
  6. Inculcating A Winning Sales Psychology Mindset.
  7. Instilling Professionalism When Dealing With Customers And As A Culture In The Company.
  8. Understanding Customer Loyalty Vs Customer Complaints.
  9. Enhancing The Diagnosis And Problem-Solving Skills.
  10. Increasing Productivity, Improving Morale And Motivation.
  11. Understanding The Needs And Buying Behaviours Of Your Customers.
  12. Having The Right Attitude – The Most Important Element To Successful Sales.
  13. Mastering Prospecting Skills – Strategies And Action Plan.
  14. Negotiating – How To Solve The Need And Want, Understanding The Psychology Of Buyers.
  15. Keeping Customers For Sustainability.
  16. Growing Your Sales And Hitting Targets.
  17. Applying The Secret Formula To Increase More Customers, Conversion Rates And Revenue.
WHO SHOULD ATTEND
Sales & Marketing Personnel, Sales Consultants, Sales Managers, Sales Directors, Business Consultants, Business Development Executives, Business Development Managers and Division Heads.
METHODOLOGY


Thinking

• Winning mindset conditioning
• Learning to reframe daily
• Biggest asset in the world is your mindset
• Power of 2E2A Experience and Exposure (2E’s), Adversity Quotient and Adaptability (2A’s)
•Solution Focus and Critical Thinking
•Growth mindset –
opportunity to improve and be 1% better

Attitude

• Relanguaging from negative to positive.
•Professional Presence – How attitude affects your professional outlook
• Leader vs Executor - Leading rather than executing sales, be a Solution provider
•Embrace JOM attitude (Just One % More) for better habits to improve daily

Skills

•Secret Sales Success formula – each participant will get to work on their Sales KPI and plan for the success
•Understanding the Sales Cycle
•Negotiation and effective communication skills using G.R.O.W model
•Connecting Communication, Amplify with Social Selling and AI

Knowledge

•Marketing Mix
•20/80 Ratio to win in the marketplace
•Expansion on Strengths and leveraging on Gaps
•Understanding the
Elements of Consumer Value : Functional, Emotional, Life Changing, Social Impact

Systems

•Putting a System in place to monitor and measure results
•Game Plan : doing the right things daily, weekly and monthly
•Having the right feedback mechanism and monitoring system
•Aiming for small improvements continuously and incrementally for better results
•POWER Habits

COURSE OUTLINE
9:00

THE LAUNCHING OF “SALES MASTERY”

This session ensures a great launch with everyone conforming to the WIN-WIN
norms, align their expectations

Methodology

  • 4-MAT introduction (What, Why, How, So What)
  • Ice Breaking
  • Outcomes / Design headlines
  • Operational Norm: 100% responsibilities

Outcome

  • Purpose: Everyone is aligned to the expectations of the workshop.
  • Product : WINNING MINDSET SALES MASTERY workshop outcome
  • People :To get 100% commitment from everyone
  • Process: Understand the flow and methodologies used for the 1 day
9.45

MINDSET CONDITIONING

  • Winning mindset conditioning
  • Learning to reframe daily
  • Biggest asset in the world is your mindset
  • Power of Experience and Exposure
  • Solution Focus and Critical Thinking

Methodology

  • Learn how to visualize and condition
    your mindset to get the results that you want
  • Appreciate the journey in life and apply PDCA and critical thinking along the way

Outcome

  • To understand that fears are your strengths
  • Breakthrough to transform your mind to another level
10.30

Tea break

10.45

STRENGTH WHEEL

The Strength Wheel is an exercise for each person to chart out their strengths as they
see coming out in their jobs in their sales
and negotiation role.

Methodology

  • Each participant is given an Instruction Sheet and Sample Illustration on how to do this exercise.

Outcome

  • Identify gaps if any for underutilised strengths
  • Expand on the current strengths
  • Powerful debriefing:

 

11:30

PERSONALITY PROFILING

  • An opportunity for everyone to know
    their strengths, weaknesses and areas for improvement
  • To appreciate conflicts and how to move forward from here

Methodology

  • Personality questionnaire
  • Results will be shared immediately
  • To appreciate that “people are not difficult, they are just different”

Outcome

  • Understand and develop yourself on
    your personality strengths and be better aware of potential weaknesses
  • Be more tolerant and understand
    why people behave the way they do and
    improve your interpersonal relationship with them.
  • Approach people in the styles they are most comfortable with
  • Improve your work performance,
    decision making, negotiation skills and know how to apply.
1:00 Lunch
2:00

GROW Model – Learn How To
Use Powerful Questions To Clarify Handle
Objections, Influence And Close Sales

INFLUENCING AND GROW MODEL

  • Understand 4MAT – different
    learning styles of different people
    and their hot buttons
  • Learn and apply AIDA model: Awareness, Interest, Desire, Action to create great
    presentations
  • Appreciate and apply the G.R.O.W
    model questions in a conversation and
    presentation

Methodology

  • Each participant to plan and
    prepare their personal presentation,
    to familiarize the methodologies

Outcome

  • To have a powerful and
    compelling presentation
  • Apply powerful GROW questions to
    achieve successful conversations
    and communications
  • Demonstrate the impact of short
    and impactful presentations
3:45

OPEN SPACE CONCEPT
Open Space Concept for each team to
share using post-its for impact –
Effort matrix for alignment to achieve
the goals for 2024, relating to the
Sales Secret Formula to increase
more profitability.

• Secret Sales Success formula –
each participant will get to work on
their Sales KPI and plan for the success
• Understanding the Sales Cycle
• Connecting Communication,
Amplify with Social Selling and AI

4:45 Debriefing
Gratitude Session
Moving Forward
5:00 End of Course