High Impact Consultative Selling
The art and science of strategic selling
REGULAR FEE
SGD1,395
EARLY BIRD FEE
SGD1,195

ABOUT THE WORKSHOP

What do the top 20% of sales professionals do that makes them successful?

They don’t sell. They help clients BUY.

Using this fundamental strategic shift in selling has proven to bring immediate success for sales professionals from many leading organizations such as UBS, Credit Suisse, BASF, Karl Storz, Bayer, Wacker Chemicals among others.
momenta’s High Impact Consultative Selling is designed to guide your sales team to effectively assist clients in the buying process.

By understanding the power of persuasive language, the participants go on to develop structured sales conversations. Developed by top sales performers in a variety of industries with global best practices to ensure the tools and capabilities are applicable to B2B, B2B2C and high‐value B2C sales environment.

4 Key Takeaways

1. Psychology of buying
    Understand the psychology of “buying” decisions and leveraging the "buying process"
2. Articulate your UVP
    Discover what clients truly value and articulate your unique value proposition
3. Increase wallet size
    Discover what clients truly value and articulate your unique value proposition
4. High performance habits
    Develop “best practice“ sales habits

COURSE OUTLINE

Day 1

  • The Psychology of Buying
  • Leveraging the Buying Process
  • Building Trust - Trust Formula
  • Agile Selling – mDISC
  • Conducting Successful Meetings - ROADMAP

Day 2

  • Strategic Questioning – qLoop
  • The Forgotten Art of Listening – Clues & Cues
  • Structuring Your Proposition – The Strategic Canvas
  • Getting the Price You Want – Tradables
  • Handling Objections – 4 Es

ABOUT THE TRAINER

Mark Zagrodnik is a strategy, leadership and sales expert with more than 25 years of international business management experience. He has held various key director roles with extensive involvement in consultative sales development and final sales closings. Mark has resided in Asia for 50 years.

Starting his career at George Cohen Far East Singapore, Mark developed the sales and marketing program for distribution of vehicles and machinery into Singapore, Malaysia and Indonesia. Moving onto media production Capital City Singapore a few years later, he directly managed and oversaw a sales team of 50.

Mark moved to India to head up Haworth Pte Ltd as the Country Manager. There, he developed greenfield market introduction and presence throughout India. He established brand awareness and product confidence through relationships with end users and selected third parties.

Mark’s last corporate role was in Singapore as the Managing Director of Steelcase Office Solutions. As one of the youngest CEOs elected for a Fortune 500 company, his role included overseeing and driving all sales and marketing efforts. Coupled with his passion to lead and motivate, Mark is a much sought‐after trainer in the areas of Leadership and Sales.

COURSE HIGHLIGHTS

60 Paya Lebar Road, Paya Lebar Square #10-43, Singapore 409051

Who Should Attend?

All sales professionals of various industries, including but not limited to:

  • Sales Team Leaders
  • Senior Sales Managers
  • Sales Directors
  • Account Managers
  • Relationship Managers
  • Marketing Professionals
  • Business Development Managers
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