in

C l o s i n g T h a t S a c r e d D e a l

KUALA LUMPUR

4th July 2019

KOTA KINABALU

8th July 2019

KUCHING

11th July 2019

603 8655 9210

603 9200 7946

ibn@intel-biznet.com

HRDF ClaimableNo Siri : 716422k

Organized By:

Are You or Your Sales People…. ⚠ Doing lots of bids and proposals but not getting enough of the business?

⚠ Making world class presentations to people who aren't decision makers?

⚠ Getting too many "think it overs" and accepting them as possible future business?

⚠ Going on sales calls without knowing exactly what will happen?

⚠ Leaving sales meetings without a clear understanding of what happens next?

⚠ Struggling to meet KPIs / Targets?

If Your Answer is a “YES” To Any of The Above, Then You Should Not Miss Out on This Workshop!

It’s Not Over Until You Win! - Les Brown -

Includes:-

✔ Live Sales Pitch Clinic

✔ Game Based Learning

✔ Comprehensive Support Documentation

✔ 2 weeks Post-Workshop Phone or Email

Support

Winning is not guaranteed, but earned.

The same thing goes for sales:

WORK like an athlete - OVERCOME like an athlete

WIN like an athlete.

Those who are mentally tough have the "grit" to learn from,rather than be devastated by mistakes.

➔ What are your sales team members' thought habits?

➔ Are your salespeople mentally tough?

➔ What do your salespeople do when they lose?

➔ Do your salespeople have the talent necessary to be mentally tough at the highest level possible?

Athletes work on their sports knowledge and skills for days,weeks, months and years. Their plan is to develop such strongmuscle memory that when they are in competition, their bodyexecutes flawlessly. They become students of the game.

Turning to salespeople, most of them don't invest time inknowledge and skill development. They keep playing the gameover and over again, hoping to improve. Just like in sports, thereare no do-overs. You screw up a sales call or presentation, thegame is over.

These days, selling is not about having a great product anddelivering a persuasive ‘pitch’ presentation to convince peopleto buy from you. Clients do not react well to the ‘hard-sell’anymore – traditional sales behaviours are not only no longersuccessful, but can be extremely damaging to you and yourcompany’s image, credibility and reputation.

BUT WHAT TRULY SETS THE BEST SALES PEOPLE

APART FROM THE PACK?

SUCCESSFUL SALES PROFESSIONALS AND SUCCESSFUL

ATHLETES ARE THE SAME BREED

BUT WHAT TRULY SETS THE BEST SALES PEOPLE

APART FROM THE PACK?The answer is in their MENTAL TOUGHNESS – pattern ofhabitual thought that enables one to be more emotionallyresilient despite the challenges faced. Starting with the rightmindset is an exceptionally important first step in becoming aneffective salesperson.

SUCCESSFUL SALES PROFESSIONALS AND SUCCESSFUL

ATHLETES ARE THE SAME BREED

GREAT SERVICE, GOOD PRICING AND LOYAL RELATIONSHIPS

HAVE BECOME YESTERDAY’S SALES STANDARDS!

In today’s challenging marketplace, it’s not WHAT

you sell; it’s HOW you sell that counts

STIFF COMPETITION? SHRINKING MARKET CONDITIONS?

HARDER TO CLOSE DEALS?…... THEN YOU HAVE TO CHANGE THE WAY YOU SELL!

Sam S Raj

“Game On” Sales Strategist

Jaya Perumal

“Game On” Sales Coach

With over 20 years of experience across corporate sales,training, and hospitality industry, Sam brings unequalled levelof expertise to his clients, leading them in the collaborativediscovery process that results in strong and distinctive learningand sales results.

Sam has successfully spearheaded sales teams for 18 countriesraking in more than USD20 million of sales revenues. He trainscompanies in areas of Sales Leadership, Event & ExhibitionSales, Sales Negotiation, Sales-Driven Inbound & OutboundContact Centres, Key Account Management and Retail Sales.His signature programs are Branded under “Game On” SalesSeries titled; “Street Smart Sales Strategy” & “Selling inChallenging Times”. Sam’s trainings are known to be practicaland street smart.

He is the Chief Executive of IBN Group; a business intelligenceservice provider serving APAC and EMEA region. He alsomanages a boutique conference centre and a chain of F&Bservices. Sam is an active member of the Malaysia Associationof Professional Trainers and Coaches (MAPTaC) . Sam won’t just teach you how to sell…he’ll show you how tochange your mindset AND how to change your earning$!

A qualified Lawyer, a highly experienced entrepreneur, and aCertified Executive & Sales Coach, Jaya has over 25 years ofindustry experience. Jaya was a Sales Director for a 5 StarHospitality property and has successfully raked in Millions inyearly sales revenue. She has been in sales, both in thehospitality and corporate training industry, and has a proventrack record in her fields.

Jaya holds the prestigious Certified Learning Game DesignPractitioner from the North American Simulation and GamingAssociation (NASAGA) where she includes simulation basedgames in all her trainings.

She is an active member of the Malaysian Association ofProfessional Trainers and Coaches (MAPTaC) and MalaysianCoaches Development Council (MCDC). Jaya entices traineesthrough captivating real-world case studies, inspiring personalstories, straightforward sales strategies along with her engaginghumor.

Some of her achievements include receiving the prestigious‘YTL President’ Award during her stint with the YTL Group forher outstanding sales contribution.

Jaya, who hold Degrees in Marketing and Law has masteredthe Art & Science of Sales Psychology.

If your Sales Reps…. be it

Face To Face or Telesales are NOT;

Creative. Relentless. Focused. Result Driven. Competitive

then, this is a MUST-ATTEND event!

44 Find out where the opportunities are and make that your weapon

Change your approach from a product or service focus to a pitch based on needs andemotions enduring drives and values

Experiment with surefire sales initiatives you've never tried or have avoided

Discover Customer Critical Pain Points (CCPP) and convert it to solutions

Knock-Out Take Aways From This WorkshopKnock-Out Take Aways From This Workshop

Sales success, whether individual or organizational issimply about mindset! The good news (and the bad news),we can change our mindsets! VP Sales

IBN International

MODULE 1 CONDITIONING IN CHALLENGING TIMES (I AMTHE GREATEST - I SAID THAT EVEN BEFORE I KNEW I WAS) � Redefine The Profile Of The Ideal Sales Person � Determine If You Have The Ability And Desire � Mind Of A Champion � Dedicated Hunger � Confidence � Adaptability � Self Affirmation � Goal Orientation � Begin With End In Mind Video Presentation / Interactive Exercise & Games

MODULE 2 PRE-MATCH DISCIPLINE & PREP (CHAMPIONSARE NOT MADE IN THE GYM)� Remove The Blinders Of Self-Delusion � Tunnel Vision & Focus � Avoid External Distraction� Set Sales Goals & Life Goals � Using The Principles Of Self-Hypnosis� Time Management � Lead Generation Strategy� TKO Sales PitchInteractive Exercise & Games

MODULE 3 STEPPING INTO THE RING - FACE TO FACE /TELESALES - (I AM GONNA SHOW YOU HOW GREAT I AM!)

Reflecting Module 1 & 2 Using a Game Based LearningApproach To Get Sales Professionals To Be Ready ToStep In The Sales Ring!

MODULE 4 INSIDE THE RING.. IT’S SHOWTIME - FACE TOFACE / TELESALES - (AIN’T NOTHING WRONG WITH GOINGDOWN. ITS STAYING DOWN THAT’S WRONG)� Knowing Your Opponent� Intelligence

MATCH BEGINS….Open; Gather; Wait; Attack!

� Punching Accuracy - Your First 30 Sec! � Pitch Opener � Getting Opponents To Lower Their Guards� Float Like A Butterfly (a); � Entice Prospect With Your Pitch � Listen To The Prospect Footstep (Identify Buying Signals) � Absorb The Punch � Understanding The Customer Critical Pain Points (CCPP) � Question Based Selling� Quickness � Thinking On Your Feet� Defense � Overcoming Objection � Reframing Objection Into Potentials � Negotiate Opponent BlowsInteractive Exercise & Games

MODULE 5 PUNCHING POWER (I AM SO MEAN I MAKEMEDICINE SICK) � ...Sting Like A Bee (b)� Undercut (Test Jab) � Warm Close� Killer Jabs � Urgency � Power Close Techniques � Sure Kill Techniques for TKO Sales� Off-Ring Relationships (After Sales Service) � Slow Motion; Re-evaluate Your Mistakes

40% of top sales performerstoday are challengers…

54% of star performers in thesolution selling environment arechallengers!- Research by the Sales Executive Council -

WHO SHOULD ATTEND

☑ Business Owners who have never benefited from professional sales training;

☑ Sales Professionals looking to build their expertise on a solid foundation;

☑ Ambitious Sales Professionals, who want to increase their sales closing conversions;

☑ Marketing Managers, to understand how better to support the sales operation;

☑ Sales Leaders wanting to create consistently better results for their sales team.

EARLY BIRD

Register Before31st March 2019

RM1290

REGULAR RATE

Register After31st March 2019

RM1590

GROUP OFFER10% for 3rd

and subsequentdelegates from

same organization

CANCELLATION POLICYDue to contractual obligations, cancellation chargesare as follow:*Upon Signing Contract : 50% of the workshop fee*30 days notice : 70% of the workshop fee*14 days or less notice : 100% of the workshop fee(*Based on working days only)However, complete sets of documentation will be sent to you.Substitutions are welcomed at any time. All cancellations ofregistration must be made in writing.Note: It may be necessary for reasons beyond control, tochange the content and timing of the event, speaker(s) orvenue, every effort will be made to inform the participants ofthe change.

• Telegraphic Transfer Bank : Maybank Berhad Branch : Desa Pandan, Kuala Lumpur Malaysia A/C No : 5145 4311 8179Swift Code : MBBEMYKL

A confirmation letter and invoice will be sent upon receiptof your registration. Please note that full payment must bereceived prior to the event. Two easy ways to pay:

IBNPAYMENT

• Cheque made in favour of :IBN Global Networks Sdn Bhd 160-3-1, Kompleks Maluri Jalan Jejaka,Taman Maluri 55100 Kuala LumpurNote: Payments must be received within 7 days upon issuanceof invoice.

HOTEL DETAILS

KUALA LUMPURBERJAYA TIMES SQUARE1 Jalan Imbi, 55100 Kuala Lumpur,MalaysiaPhone: 03-2117 8000Contact:Nur AzizaSenior Coordinator, Meetings &EventsTel: 603 2117 8025 nur.aziza@berjayahotel.com

KOTA KINABALUGRAND BORNEO HOTELTA-00-01, 1 Borneo HypermallJalan UMS, 88450 Kota Kinabalu,SabahContact:Fuad Larkins Sales ExecutiveTel: 088 526 888 I Fax: 088 526 889fuad@grandborneohotel.com

KUCHINGPULLMAN KUCHING1A Jalan Mathies, 93100 Kuching, SarawakContact:Eleanor Sales ExecutiveTel: 082 222 888 I Fax: 088 526 889h6332-sb@accor.com

CERTIFICATE

Delegates who successfully complete this course willreceive the prestigious IBN’s Certificate of Achievement

Name 3............................................................ Job �tle ..................................................Please register me for: □ Kuala Lumpur □ Kota Kinabalu □ Kuching

PLEASE COMPLETE THIS FORM IMMEDIATELY AND FAX TO 603 - 9200 7946

INVOICE SHOULD BE DIRECTED TO

Company.................................................................................................................................................Business Address.....................................................................................................................................

Name............................................................ Job �tle ...................................... Dept .............................

Email.............................................................. Tel No ........................................ Fax No .........................

Name of Authorising Manager.................................................... Job �tle .............................................

Signature ...................................... Date ......................................

THIS BOOKING IS INVALID WITHOUT A SIGNATURE

PARTICIPANT DETAILS

Name 2............................................................ Job �tle ..................................................Please register me for: □ Kuala Lumpur □ Kota Kinabalu □ Kuching

Name 1............................................................ Job �tle ..................................................Please register me for: □ Kuala Lumpur □ Kota Kinabalu □ Kuching

For further informa�on on thisevent, please contact our ProgramManagers at +603 8655 9210 or e-mail: ibnglobal@intel-biznet.com

Registra�on 0830 Course begins 0900Morning Refreshment 1030 Luncheon 1300A�ernoon Refreshment 1530 End of day 1700W

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INFORMATION

(name in full)

OUR SIGNATURE PROGRAMS

🟐 Street Smart Sales Strategy

🟐 Pitch-It-Right

🟐 Nailing The Deal

🟐 Sales - BRAINER

🟐 Selling Over The Phone

🟐 Selling The Invisibles

🟐 Question Based Selling

Contact: Jaya for all your In-houseTraining Needs @ +603 8655 9210

“Whilst 'sales process' fundamentals are almostthe same (across any product, service, industry,market segment), but I stil l couldn't translatemy existing salesmanship into results, until I metSam & Jaya. There was no turning back. They havebeen my sales mentors & gurus since then.” - ANDEE XANDER, IBN Middle East -

☑ KUALA LUMPUR

4th July 2019

☑ KOTA KINABALU

8th July 2019

☑ KUCHING

11th July 2019in

C l o s i n g T h a t S a c r e d D e a l