PROGRAM : 4 Types of Customers - Matching Your Sales Approach With The Right Customers
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INTRODUCTION
Different customers have different personal needs that require different sales approaches.
Successful salespeople are able to
identify such differences and adopt the right sales strategies that best serve the needs of different customers. This program provides useful information and tips to help participants recognize the four different types of customers. The participants also learn the likes and dislikes of each type of customers so that they can tailor sales presentation that best addressed the personal needs of the customers. |
WORKSHOP BENEFITS
At the conclusion of the workshop, participants are able to:
Video shows will also be screened in order to amplify substance of certain modules.
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METHODOLOGY
Lectures, group dynamics and Role-play.
DELIVERABLES
Establishment of action plan to implement sales approach .
COURSE CONTENT
Module 1: The 4 types of customers
- ET
- EP
- IT
- IP
Module 2: How to identify the 4 types of customers
- Words and Phrases
- Tone of Voice and Non-verbal language
- Attire
- Environmental factors
Module 3: Responding to 4 types of customers
- Action approach
- Relationship approach
- Empathetic approach
- Trust approach
Module 4: Customised sales presentation for 4 types of customers
- Choice of words in presentation
- Words to avoid in presentation
Module 5: Action plan
COURSE TRAINER
Mr. Joseph Chu
Associate Trainer
STATUS: TNI-ILM Associate Trainer
ACADEMIC QUALIFICATION:
- Masters in Human Resource Development (2001), UPM
- B.Sc. Education (1990), University of Malaysia
- ISO Auditor (1995)
PROFESSIONAL QUALIFICATION
- Certified Trainer for Development Dimension International – Interaction Management and Customer Service Modules
- Associate in Customer Service
- Train-the-Trainer for Basic Agency Management Course by The Malaysian Insurance Institute.
- Train-the-Trainer for Registered Financial Planner Module One by The Malaysian Insurance Institute
- Fellow in Life Office Management Association
- Fellow in Malaysian Insurance Institution – Life Underwriter Training Council.
WORKING EXPERIENCE
- Has been involved in the Life and General Insurance Industries for the past 18 years.
- He has authored an ebook. Also an expert author in ezinearticle.
TRAINING EXPERIENCE
His many years of experience in training has exposed him to different training fields and dimensions.
COURSE FEES
| In-House Course Fee : | Call 6016-216 1383 (Mr. Jimmy Ong) or Fill in Inhouse Request Form |
Inhouse Request Form |
| Public Course fee: | To Be Advised | Public Course Registration |
| Date/s : | TBA (1 Day Program) | |
| Time : | 9am – 5 pm daily | |
| Venue : | In House/Hotel/TNI Centre |