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| By the end of this workshop, participants will be able to: |
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Identify ten ways to prospect for new clients |
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Pre-qualify prospects before meeting them |
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Plan systematically to attract and win clients |
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Assess clients needs before meeting them |
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Prepare relevant questions before meeting clients |
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Adapt the right approach to clients' personal needs and styles |
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Improve confidence and mindset |
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Win clients with the right professional approach |
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Convince clients with facts and figures |
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Overcome objections from clients |
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Learn ways to delight customers |
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Focus on relationships and less on transactions |
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Understand the 10Cs of winning and retaining clients |
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Build relationships and customer loyalty |
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Use best practices to retain clients for life |
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The shift from transactions to relationships |
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7Ps Process to attract and win clients |
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Prospecting for new clients |
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Profile and analyse your client |
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Pre-qualify clients before you meet them |
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Prepare your base position, "non-negotiables" and concessions |
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First impressions - handshake, presence, posture and punctuality |
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What turns clients On and Off |
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Winning Clients - Key Factors |
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Right pricing strategies to win clients |
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Convincing clients |
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Overcoming objections |
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Managing Difficult-to-Please clients |
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Saying "No" tactfully using 4Rs |
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Recovering lost customers |
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Relationship building |
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10Cs to wow your customers and clients |
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Attracting clients checklist 1 |
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Winning clients checklist |
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23 years Corporate Training experience for leading corporations in 20 countries across Asia Pacific |
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Certified Trainer, American Management Association |
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Licensed Trainer from Tony Buzan Centre on Thinking skills, UK |
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Master in Education, (Training & Development), Sheffield University UK |
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Certified Management Consultant, CMC since 1992 |
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Fellow, Institute of Management Consultants FCMC since 2002 |
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Completed Strategic HR at INSEAD, European School of Business |
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Coach, Business Thinking Systems, Sydney |
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Completed Strategic HR @ INSEAD School of Business France, 2000 |
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Licentiate Diploma in Effective Speech and Drama, Trinity College, London, UK |
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Listed in International Directory of Professionals since 1997 |
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Key note speaker at International and Regional Conferences on Business and HR issues |
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| A combination of interactive action learning, worksheets, group discussions, case studies, application practical sessions and useful checklists |
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All levels of executives especially from Sales, Marketing, Business Development, Key Accounts, Management, Client Servicing, Customer Service, IT, MIS, Logistics, HR, Finance.
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