New Ru!es of Selling
Who is it for
Wiztango is a digital platform for Publishers, Authors, Product Managers, Social Enterprises and other Content Originators.
Wiztango is a Winner for the 2013 Red Herring Top 100 Asia Award.
The Institute for Adult Learning (IAL) is at the forefront of building capabilities and continuing professional development for an effective, innovative and responsive Continuing Education and Training (CET) sector. We work closely and support adult educators, businesses, human resource developers and policy makers through our comprehensive suite of programmes and services on raising capabilities and catalysing innovations in CET.
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While it is crucial to address the evolving needs of businesses and the Training and Adult Education 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.
“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 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 Training and Adult Education (TAE) 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.
Evaluate the changes in the marketplace and critique the 7 costly mistakes
Discover one’s Persuasion Blueprint
Explain how people buy and the psychology in making decision
Relate a systematic approach throughout the sales engagement
Discuss the new rules of selling and produce a persuasive social media strategy
Complete the pre-workshop assignment
Pre-workshop bite-sized mobile learning
DIY workshops (to be advised)
Topics and agenda
1. Digital OnboardingDigital | 15 Minutes
Covers navigation, settings, house rules and other relevant highlights
To help us hit the ground running and maximize their learning experience and outcome
2. Setting the Contextdigital | 15 Minutes
Covers the Golden circle of Inspiring Actions, challenges in selling, goals and self introduction
To manage the expectation of learning this subject matter and the clarity in learning outcomes,
3. Changes in the MarketplaceWorkshop | 20 Minutes
Covers a highly engaging activity to brainstorm the changes in the marketplace and the costly mistakes the sales people make
To evaluate the changes in the marketplace
4. 21st-Century B2B Buyer BehavioursWorkshop | 10 Minutes
Covers the research findings from salesforce.com on the behaviours of 21st-century buyers.
To evaluate the changes in the marketplace
5. 7 Costly MistakesWorkshop | 10 Minutes
Covers the debate on the 7 costly mistakes the sales people make
To critique the 7 costly mistakes 80% of the sales people make
6. Buying vs Sales BlueprintWorkshop | 30 Minutes
Covers the activity in mapping out the psychology of how people buy and how we sell
To explain how people buy and the psychology in making decision and to relate a systematic approach throughout the sales engagement
7. Persuasion BlueprintRole Play | 30 Minutes
Covers an activity to uncover one's persuasion blueprint with a scientific behavioural analysis
To discover one’s Persuasion Blueprint with a discovery of one's persuasion style.
8. New Ru!es of SellingWorkshop | 20 Minutes
Covers the link to the changes of the marketplace and the new approach to engage the buyers more effectively.
To discuss the new ru!es of selling.
9. Next Stepdigital | 15 Minutes
Covers the recommended steps to continue the development of the skill set
To produce a persuasive sales and social media strategy
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)
Experienced EdTech Consultant, Instructional Designer, Content Developer and Trainer
Catriona is an Australian citizen residing in Singapore with a global background as an Educational Technology Specialist. She has over 25 years experience in education and technology and believes that the future of education relies on an ongoing dialogue between educators/trainers, organisations (educational or corporate), and professionals in the tech world.
Catriona has extensive experience in educational and technical organisations with proven management, leadership, development, facilitation and project management skills. She is recognised for her initiative, integrity, dependability and flexibility in meeting objectives.
Catriona has specialist educational skills as well as extensive experience in the design and delivery of ICT/elearning products and professional development to a wide range of client groups. Her problem-solving skills, attention to detail, understanding of elearning systems and pedagogy, technical knowledge, and strong educational background enables her to develop meaningful, interactive and engaging content and deliver inclusive and responsive training sessions.
With university degrees in Education, eLearning and Psychology and experience in schools, higher education, corporate and government sectors, Catriona is well equipped to help customers use educational technology to deliver training that is of a high educational standard.
Catriona’s skills include: Instructional design, learning pedagogy and assessment, curriculum design, content analysis, scripting, storyboarding, educational content and layout, content writing, learning management systems, specialised electronic learning software, virtual classrooms, HTML, SCORM, learning needs analysis, project management.
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.
Sales Blueprint facilitates blended learning and promotes collaboration amongst learners. Business development is the professional domain in which we major.
Our strategies are behavioural-based, technology-enabled and cutting-edge. They encompass proven methodologies that are being used right now by today’s upper echelon of sales performers.
Our goal: to ensure you are well versed in the best possible sales and negotiation techniques to build on the excellence of your product offering. We help cut through the noise by imparting proven techniques that focus on improving performance and building lasting relationships with those corporate buyers who often have the success of your products in their hands.
Join us for an experiential blended learning experience.