Creating Effective Engagement Learning Circle

Premise

While it is crucial to address the evolving needs of businesses and the nutritional products landscape, we continuously miss enhancing our own capabilities to sell! Take this learning journey to get equipped with the core knowledge and competencies in integrating technology into sales activities, establishing a high-level customer-focused engagement and proposing effective solutions.

Description

“Selling is the most important skill as an entrepreneur. I’m not talking so much about selling a product so much as selling yourself, team and deals.” – Robert Kiyosaki, Author, Rich Dad Poor Dad. In the latest Institute for Adult Learning (IAL) Training and Adult Education Professional Competency Model (TAEPCM), “business development” is the new and emerging critical skill set. It has been identified as the Horizontal Skills that will increase the stakeholders’ competitive advantage.

The Business Challenges
• Increased price pressure
• Highly competitive landscape both local and global
• Shorter time horizons for conversations with potential clients
• Highly educated and informed corporate buyers
• Hyper-connected and socially-influenced customers

This hands-on discovery-based learning will equip you with the behavioural analysis of your own persuasion style. A unique workshop that maximises its outcomes through a digitally blended learning approach. We get started by completing a pre-work assignment that you’ll continue to work with throughout the course. Following the classroom-based workshop, we will reconvene with you and your peers in an asynchronous session. Throughout the learning journey, enhance your experience through digital collaboration and interaction with fellow participants and facilitator.

Key Learnings

• Uncover one’s engagement behaviours and persuasion style

• Recognise the psychology of how people buy and how we sell

• Apply the Golden Circle of Inspiring Actions into daily engagement activities

Pre-requisites

Bring your LAPTOP and earpiece with fully charged battery.

Pre-learning

Complete the Preparation work through Mobile Learning platform

Post-learning

3 sessions of 20 minutes post reinforcement DIY asynchronous learning

Tags

Sales & Marketing Pharmaceuticals

Topics and agenda

• 1. Digital Onboarding

  Digital On boarding | 20 Minutes

  Get all participants on board and do a bit of practice

  Learning objectives

  To achieve a sense of comfort in our digitally-blended learning environment

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• 2. Setting the Context

  onsite digital facilitation | 10 Minutes

  Covers the Golden circle of Inspiring Actions, challenges in selling, goals and self introduction
  

  Learning objectives

  Manage the learning expectations and relate to other learners and stakeholders
  Relate to a practical learning methodology for better knowledge retention

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• 3. Persuasion Blueprint

  onsite digital | 45 Minutes

  Covers a highly engaging activity to brainstorm the changes in the marketplace and reveal the individual's behavioural profile with a discovery learning about one's persuasion style.

  Learning objectives

  Evaluate the changes in the marketplace
  Discover one’s Persuasion Blueprint through an interactive activity
  Recognise two distinct persuasion styles from a Behavioural Analysis

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• 4. The Psychology of Buying

  onsite digital | 45 Minutes

  An exploratory learning journey into the buyer's behaviours

  Learning objectives

  Discuss 21st-Century B2B buyer behaviours in the context of complex sales
  Explain the Buying Blueprint (how people buy) and the psychology of the buyers in making a professional decision

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• 5. 7 Costly Mistakes

  onsite digital | 20 Minutes

  Increase the awareness of average seller's behaviours

  Learning objectives

  Critique the 7 costly mistakes 80% of the sales people make.
  Develop a plan through the lens of self-reflection.

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• 6. Behaviours of World Class Sales Professionals

  onsite digital | 25 Minutes

  Setting the expectations on world class and successful sales behaviours

  Learning objectives

  Relate 3 fundamentals and 2 principles of sales effectiveness
  Organise six effective verbal behaviours of a “skilled” persuader to the “push” and “pull” style

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• 7. Aligning DSM Sales Process

  onsite digital | 45 Minutes

  Synchronising between buying and selling process with a reflection on applying the learning into the real world.

  Learning objectives

  Demonstrate the appropriate alignment of DSM sales process with the Buying Blueprint. Express the importance of the Golden Circle of Inspiring Actions into DSM Sales Process.

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• 8. Next Step

  onsite digital | 10 Minutes

  Covers the recommended steps to continue the development of the skill set
  

  Learning objectives

  To produce a persuasive sales and social media strategy
  

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Professionals

Prashant Jain
CEO, Entrepreneur, Chief Architect Learning Circles

PJ is the Chief Architect of Learning Circles and creator of Wiztango.com a Digital Facilitation Technology Platform for Content Originators. He is an American with a global background as an entrepreneur in technology and education management.

In 2002, he founded and for fourteen years successfully managed an in-residence corporate university for Japanese employees of Hitachi Corp, Toshiba, Fujitsu, Yokogawa, Panasonic and 30 global Japanese corporations. The Singapore-based company achieved $8.9M revenue at its peak and had 1,000 Japanese graduates from 25 global-skill development programs.

In the past 25 years, PJ has had pioneering leadership roles in the digital transformation of multiple industries including Pre-Press (Israeli-based Scitex Corp), Photography (Boston-based Leaf Technologies), Printing (Dutch-based Indigo Corp) and Advertising (Boston-based Engage Technologies)

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Sales Enablement Consultant helping sales performance improvement

Are you a Senior Business Leader or Owner in Sales or Business Development, Sales Training, Sales Effectiveness, Sales Enablement, Sales Solutions, Learning & Development, HR or Marketing who is involved in your organization's revenue generation strategy?

A recent research by Sales Executive Council showed that the driver that contributed to the greatest customer loyalty was "purchase experience" (53%). Unfortunately, Forrester's online survey pointed out that only 1 in every 7 sales visits usually live up to the expectations of the buying executives. It's more astonishing to find out that 88% of the salespeople are very prepared to talk about their own company and products and only 29% of sales professionals understand about the customer's business and problems.

This has led to a significant decrease of spending to less than 20%. While there is an increase in competition and the global economic climate is very challenging, that poor "purchase experience" resulted in even lower win rate and ultimately created more obstacles for sustainable growth.

Despite these stern statistics, Senior Business Leader or Owner like you can leverage on a systematic sales performance improvement approach to help your team to create a unique "purchase experience" for the customers, increase the win rate and "fast-forward" customers' decision making process.

As the Founder of Sales Blueprint, I've helped thousands of top Executives to significantly accelerate sales and marketing growth through blended learning with sustainable behavioural change.

We have a great passion for sales performance improvement. We also love to empower sales professionals and challenge their thoughts in reaching a "shared understanding" with the clients.

I hope I can be a good resource to you. Scroll down to the "publications" to locate the eBook link to discover the 7 costly mistakes 80% of the sales people make that is costing companies hundreds of thousands of dollars.