TM
Asia’s #1 Unconventional Sales Training
Sales Ninja Master
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What Is Sales Ninja MASTER?
Sales Ninja MASTER is a specially designed 3 days professional selling skills training that are
needed to be successful in the art and science of selling. Used by hundreds of organizations and
thousands of sales professionals across Asia, Sales Ninja MASTER is a practical and complete
selling methodology that is easy to remember and has successfully combined the best sales
practices of Western competencies strategies with Eastern relationship tactics.
MASTER is an acronym for:
M:eet People
A:sk Questions
S:ell Benefits
T:ackle Objections
E:ncourage To Buy
R:elationship Building
In M:eet People stage, sales people must achieve 3 competencies: preparation, prospecting and
positioning. This stage is what you do to get an appointment with a potential buyer. In A:sk
Questions stage, sales people will learn the Sales Ninja proprietary questioning skills model called
the Sales Ninja STAR method which are similarly used by world class companies like IBM, Xerox,
Canon, SAP and even FedEX.
To present and persuade, that is what S:ell Benefits stage is all about. Upon presenting, buyers
tend to have uncertainty and thus objects and negotiate. T:ackle objections stage equips sales
people with the strategies of handling objections and also essential negotiation philosophies,
strategies and tactics. E:ncourage to buy stage is teaching sales people to close the sale. Last but
not least, R:elationship building stage covers follow-up and service.
A successful sales is all about doing all the little things right thus moving the sales steps forward.
As quoted by our client “MASTER is one of the most complete sales models I’ve ever encountered.”
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TM
Asia’s #1 Unconventional Sales Training
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Why Is This Program Important To Sales Professionals?
Tough competition, price wars, long selling cycles, complex selling environments, globalization,
commoditization, sophisticated corporate relationships, internet, social medias, customer needs
and wants rapidly changing, constantly strategizing to protect strategic accounts - the world of
selling has changed but most sales professionals have not.
Many skills are needed to make it big in sales. MASTER offer sales professionals an overview of the
entire selling cycle so they know what to do in every selling step overcoming major selling
challenges listed above. By knowing what to do their confidence level increases because their sales
competence increases. Furthermore, their selling skills will be benchmarked against world class
selling skills that will gauge and determine their skills level. By knowing that, they can improve
significantly and boost sales productivity and performance.
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Sales Ninja MASTER Is For Sales Professionals Who…
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Managing Directors
Directors
Regional Directors
General Managers
Vice Presidents
COOs
Sales Directors
Head of Sales
Regional Managers
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Sales Managers
Business Managers
Account Managers
Key Account Managers
Sales Executives
Business Development Managers
Business Development Executives
Sales Training Managers
And Even Procurement Managers!
When Will Sales Ninja MASTER Be?
Training
2010
July 27-29
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to MASTER the art and science of selling.
to shorten their sales cycle but don’t know how.
a proven selling system to guide them to success.
practical prospecting tactics to fill their pipeline.
to discover real buyer needs before presenting solutions.
to create value instead of selling price.
to truly differentiate themselves from their competitors.
to sell at a higher price and get better margins.
higher levels of presentation and persuasion power.
to gain confidence in tackling tough objections.
to be equipped with effective closing methods.
to benchmark their skills to world class sales best practices.
Sales Ninja MASTER Has Been Attended By…
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Want
Want
Want
Want
Want
Want
Want
Want
Want
Want
Want
Want
Mon
26 July
Tues
27 July
MASTER
Wed
28 July
MASTER
Thurs
29 July
MASTER
Fri
30 July
What Does Sales Ninja MASTER Cover?
Please refer the next page:
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TM
Asia’s #1 Unconventional Sales Training
DAY 1: SALES NINJA MASTER
Mastering The Secrets Of Successful Sales Professionals
TIME
9.00 am
DESCRIPTION
Introduction
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9.45 am
About the Sales Ninja
Trainer profile
Agenda
Sales Ninja learning method
Selling In Tough Times
Indicators of tough times:
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Selling cycle will be longer.
Buyers will cancel, postpone or delay orders.
Account entry will be harder.
Buyers become gatekeepers.
Buyers are fearful of uncertainty.
Buyers will delay payment.
Buyers will cut your price.
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What do buyers buy during tough times?
Are you still selling products or solutions to problems?
How strong is your value proposition?
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Courage, Commitment, Improvement
Prospecting, questioning, persuasion, objections, negotiation, service.
Buyer psychology during tough times:
Mindset and skillset to succeed in tough times:
10.15 am
Sales Ninja MASTER Selling Model
Learn And Understand The Sales Process
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Introducing the Sales Ninja MASTER selling model.
M:eet people (preparation, prospecting and positioning)
A:sk questions (questioning, probing, interviewing, needs analysis)
S:ell benefits (presentation, persuading, differentiation)
T:ackle objections (resolving objections and negotiation)
E:ncourage to buy (closing)
R:elationship Building (follow-up and service)
MORNING BREAK
10.30 am
10.45 am
Sales Foundation
Understand Sales Fundamentals & Essentials
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Product knowledge: key features, advantages and benefits of your product, company,
service, technical know-hows and experience.
People & selling skills: rapport and relationship building, prospecting skills, questioning
skills, persuasion skills, tackling objection skills, negotiation skills, closing skills, service
skills
Philosophy: the psychology, beliefs and values of why a sales person sells.
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Making money, hitting quotas is a by-product.
Role1: Solving problems a buyer may have.
Role2: Preventing buyer problems from happening/occurring.
Role3: Improve buyer situation.
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What’s the difference between a sales person and a sales professional?
Common mistakes sales people make.
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The Three True Roles Of Selling
Best Practices
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TM
Asia’s #1 Unconventional Sales Training
11.15 am
MASTER – M:eet People (Preparation)
Introducing M:eet People
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Three Phases of M:eet People:
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Preparation
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Prospecting
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Positioning
Preparation
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Two types of preparation
 Application
 Activities
Corporate Selling Strategies
Competitive Analysis
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Understand your strength and weakness vs your competitor’s strength and weakness.
11 product superiority advantages.
7 service superiority advantages.
7 source superiority advantages.
8 people superiority advantages.
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Satisfaction Stage
Shopping Stage
Decision Stage
Selection Stage
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Vendor.
Problem solver.
Business resource.
Strategic resource.
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Industry knowledge.
Business acumen.
Questioning and persuasion skills.
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Corporate profile/direction: issues, financial, culture, competitors, future direction,
organizational structure.
Key players/profiles/styles: professional background, issues, priorities, characteristics,
customer profile list: 66 list of questions.
Department profile/direction: profile, relationship to corporate direction, strategies,
projects, issues.
Corporate Buying Model
Corporate Relationship Model
How To Be The Preferred Vendor & Move Up The Value Chain?
Corporate Profiling
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Corporate Relationship Mapping
 Contact
 Users
 Evaluators
 Influencers
 Gatekeepers
 Coach
 Decision Makers
LUNCH
1.00 pm
2.00 pm
MASTER – M:eet People (Prospecting)
Sales Hunter Game
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A prospecting game that requires participants to approach as many people as possible in
the quickest amount of time. This game is played with real money.
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TM
Asia’s #1 Unconventional Sales Training
2.30 pm
MASTER – M:eet People (Prospecting)
Understand Numbers & Ratios
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What’s the link between take home commission, size of transaction, closing ratios and
prospecting numbers?
Define Prospect Profiles
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Difference between a Prospect and Suspect.
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Cold calling: do’s and don’ts, scripts.
Internet: forums, blogs, websites.
Strategic alliances: who sells to the same group?
Leverage on people’s customers.
Seminars: speech.
Networking: best practices, tips and tricks.
Others: articles, competitors, fax.
 How do you profile qualified buyers – CIP.
 Where to find your ideal prospects?
Prospecting Strategies & Tactics
Role-play
AFTERNOON BREAK
3.30 pm
3.45 pm
MASTER – M:eet People (Positioning)
Positioning Formula
 First impressions
 Greetings & introduction
 Visit objective
 Business introduction
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Rapport
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60 ways to build and maintain rapport
Role-play
4.45 pm
Reflection on Things Learned
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To summarize learning from the entire day and to reinforce the learning.
To discover competencies learned and identify areas of work it can be applied to.
Participants will share their own experience where competencies can be applied.
END OF DAY 1
5.00 pm
“Hanzo has wide
experience. His streets smart
approach can relate to anyone
and any situation. Sales Ninja’s
training has concise, direct to
the point,
effective methods. It is
definitely worth your
money and time!”
~
Nasharuddin M.
Nash
"The Sales Ninja concept is
so unconventional,
different & practical.
Go for it guys, it's worth
every penny!"
~
Suraj Amrit,
General Manager,
Oman Oil Marketing Co
General Manager, Mardec Bhd
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TM
Asia’s #1 Unconventional Sales Training
DAY 2: SALES NINJA MASTER
Mastering The Secrets Of Successful Sales Professionals
TIME
9.00 am
DESCRIPTION
Reflection on Things Learned
MORNING BREAK
10.30 am
10.45 am
MASTER – A:sk Questions (Questioning Skills)
Questioning Philosophies
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What are the usages of questions?
What are the best ways to use questions?
Why people don’t ask more questions?
Common mistakes sales people make during Asking Questions phase.
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Your ability to uncover buyer problems will determine the direction of your sale.
Introducing the Sales Ninja STAR questioning model.
S:tandard questions (prospect, business, budget, authority, time, competitors)
Used to gather facts about the person you are talking to.
Also known as fact finding or specification gathering.
Other corporate Standard questions include: mission & vision, competitive landscape,
goals & objectives, industry and market trends, strategic initiatives, primary challenges,
buyer’s customers, corporate culture, organizational structure and department
overview.
T:rouble questions
Used to uncover any problems the buyer may be having.
A:ffected area questions
Used to link one area of problem to another.
R:eward questions
Used to get buy in from the buyer about the benefits of your solution.
Identifying Buyer Needs And Wants
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Role-play
LUNCH
1.00 pm
2.00 pm
MASTER – S:ell Benefits (Presentation and Persuasion)
Presentation Differentiation
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Understand features, advantages and translate them into buyer benefits.
Gain power throughout the presentation.
Listen and reflect on what the buyer said or asked.
Control your voice, tone and speed.
Use visual aids and maintain eye contact.
Check for buyer understanding throughout the presentation.
Only present what is relevant to the buyer, no standard pitch.
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Summarizing
Agenda
Checking
Transition
Seducer
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Questions
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Role-plays
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Word-plays
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Story telling
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Props
Body
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Feature into Benefits
Structure And Skill Sets Of S:elling Benefits
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TM
Asia’s #1 Unconventional Sales Training
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Persuasion
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USP
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Testimonials
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Case studies
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Demo
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Data
Checking
AAA tactic
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Ask
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Answer
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Ask
Role-play
AFTERNOON BREAK
3.30 pm
3.45 pm
Role-play On Asking Questions And Selling Benefits
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4.45 pm
Coaching and behavior change
Feedback and improvement
Reflection on Things Learned
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To summarize learning from the entire day and to reinforce the learning.
To discover competencies learned and identify areas of work it can be applied to.
Participants will share their own experience where competencies can be applied.
5.00 pm
“The ideas can bring
unlimited income!”
~
Ong Ping
Ling, Senior System
and Support Engineer,
CSA Malaysia Bhd
END OF DAY 2
“I got to close 3 deals
worth RM 10 Million
within a week. And it all
happened after I went to
Sales Ninja’s training.”
~ Mike Wong,
Customer Relationship
Manager, RHB
"Come and explore a
whole brand new and yet
proven art in selling &
self development!"
~
Allen Soong,
Account Manager,
Diversified Gateway Bhd
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TM
Asia’s #1 Unconventional Sales Training
DAY 3: SALES NINJA MASTER
Mastering The Secrets Of Successful Sales Professionals
TIME
9.00 am
DESCRIPTION
Reflection on Things Learned
MORNING BREAK
10.30 am
10.45 am
MASTER – T:ackle Objections (Resolving Objections)
Key Ideas On Objections During Tough Times
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Most objections are stall objections.
Eliminate objections during Meeting people phase by qualifying.
Value add whenever possible.
Must persuade cost/investment vs price.
Most of the objections will deal with price.
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What are objections?
Are objections bad?
Difference between concern and objections.
Understand the psychology of objections.
Use the AAAA (acknowledge, ask, answer, ask) objection handling process to resolve
objections.
Understand Objections
Role-play
12.00 pm
MASTER – T:ackle Objections (Negotiation)
Assessing T:ackling Objections Skills Competencies
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Real estate negotiation game:
Participants are required to play the role of a house buyer and house seller and negotiate
a deal.
Identifying negotiation philosophies and mindset.
Identifying negotiation tricks used.
Identifying negotiation counters used.
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Good Deals – Bad Deals
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What do you feel when you have bad deals?
What do you feel when you have good deals?
List out feelings.
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Learn negotiation warrior philosophies like always plan before you negotiate, be tough
but nice, focus on the results not the relationship, and many more.
Negotiation Philosophies
Negotiation Tricks
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Identify negotiation tricks buyer use on us like buyers makes threats, buyers pressure us
to lower our price now, buyers make promises, and many more.
Negotiation Counters
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Utilize negotiation counters like persuade then negotiate, separate the issues, do
trade-offs, act dumb and ask, and many more.
Role-play
LUNCH
1.00 pm
2.00 pm
MASTER – E:ncourage to buy (Closing Strategies)
Key Ideas On Closing During Tough Times
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Money in more important than order in.
Hard closing does not work because it’s a buyer’s market.
You may not be able to close on the spot, persist.
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Why buyers don’t buy?
Understand Closing
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TM
Asia’s #1 Unconventional Sales Training
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Why sales people don’t close?
What is closing?
Three situations to close:
1: buyer gives you objection, resolve and close.
2: buyer says no, highlight benefits and close.
3: buyer gives buying signals, close.
Closing Tactics
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Three most powerful closes: direct close, summary close, assumptive close.
Other notable closes: Yes-set close, Conditional Close, Alternative Close, Give it a try
close, Ben Franklin close, Summary close, Cost of delay close, Testimonial close, Take
away close, Order form close, Think it over close, The door knob close, 1-2-3 close, Best
time close, Compliment close, Emotion close.
What Should You Do After You Close?
Role-play
AFTERNOON BREAK
3.30 pm
3.45 pm
MASTER – R:elationship Building (Follow-up & Service)
Key Ideas On Follow-Up During Tough Times
 More frequently and consistency needed.
 Call with different and new information every time.
 Prepare case studies and testimonials.
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4.15 pm
MASTER In Action
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4.45 pm
Role-playing the entire selling situation using the MASTER model.
Reflection on Things Learned & Summary
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5.15 pm
Follow-up during the sales cycle.
Follow-up during the waiting period.
Follow-up when the buyer has given you the okay but not the contract.
Follow-up after the buyer says yes to get started, fast.
Follow-up after the sale to ensure customer satisfaction, to resolve challenges, to obtain
referrals, to get testimonials and most important, repeat business.
Creating a follow-up plan.
To summarize learning from the 3 days and to reinforce the learning.
To discover competencies learned and identify areas of work it can be applied to.
Participants will share their own experience where competencies can be applied.
Evaluation Form
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To assess the reaction of the participants towards the training.
Certificate of Completion
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5.30 pm
To celebrate the completion of the 3 days training.
END OF DAY 3
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TM
Asia’s #1 Unconventional Sales Training
Some Of The Many Sales Ninja Trainings & Seminars Have Impacted:
Multi-Nationals
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AIA Singapore
AIG American Home Assurance
Austrian Airlines
Avis
BASF Chemical
Behn Meyer
Bristol-Myers Squibb
Citibank
Computer Systems Adviser
Diethelm
Eppendorf AG
F&N Coca Cola
Getronics
Giordano
Grand Seasons
Great Eastern
Grolier International
IBM
Janssen-Cilag Asia
Pacific
 Kansai Paint
 Konica Minolta
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Mead Johnson
Nuskin
Nestle
OOCL
Ricoh
SAP
Shell
Sony
Standard Chartered
Tyco Electronics
Walton International
Malaysia Listed Companies
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Allianz Life Insurance
AmBank
AmInvestment
Affin Bank
Affin Fund Management
AXA Affin Life Insurance
CIMB Bank
Diversified Gateway Bhd
EON Bank
Equator Biotech
Excel Precision
Freight Management
Grand-flo
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ISS Consulting
Jobstreet
KJ Can
Khind Bhd
Kompakar Bhd
LB Aluminium Bhd
Legend Hotel
RHB Bank
Karensoft Bhd
Versatile Bhd
Public Mutual
Mayban Fortis Holdings
Bhd
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MBF Cards
MIMOS
OSK - UOB Unit Trust
Management Bhd
Paradigm Systems
Berhad
Public Bank Bhd
Redtone Bhd
Sersol Technologies Bhd
TM Net Bhd
The Media Shoppe
UMS Corporation Bhd
And hundreds of other small medium businesses across Asia….
“The new paradigm model ‘Sales Ninja Psychology of Change’ clearly shows a pathway for
mindset transformation. Sales Ninja Super Probing Model was an enlightenment to me as
past sales training to not structure probing as detailed as Sales Ninja Super Probing model.
I’m amazed with the many practical do-able exercises. Hanzo was down-to-earth, and he’s
able to touch base with the participants who are a mixed bag of backgrounds, experiences and
expectations. I would also like to say the modules was organized in an easy to learn, understand
and adaptable manner.
Thanks and well done Hanzo!”
- Mak Khoon Cheong, General Manager. Kansai Paint is Japan's No. 1 paint company
with offices in 14 countries.
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TM
Asia’s #1 Unconventional Sales Training
About The Sales Ninja Group
As Asia’s #1 Unconventional Sales Training company, The Sales Ninja Group is the leader in
helping small-medium, listed and global companies achieve breakthrough sales results.
Specialized in designing customized Sales Training Solutions that is aligned with our
customer’s sales process, sales culture and sales environment – the key transformation we have
done is moving the old way of selling products or services into selling high value solutions and
moving from being seller focused to being buyer focused.
With extensive sales understanding, experience and a proven track record, we have trained
small groups of 10 with critical selling skills to mesmerizing huge crowd of 1000 with our platform
speaking abilities. Having trained thousands of business and sales professionals, Sales Ninja
training has impacted people from Malaysia, Singapore, Hong Kong, Australia, Nepal, India and
Oman.
About Sales Ninja Grandmaster – Mr. Hanzo Ng
An all-rounder - a top sales performer, a top sales
manager, a creative consultant, a hypnotic writer, a
best-selling author, a martial artist, Mr. Hanzo Ng is in the
verge of becoming Malaysia’s first Sales Training Franchise
creator, bringing the Sales Ninja (Made-In-Malaysia)
brand internationally.
Based on his business ideas and techniques, he has led
various companies to ground breaking advancement and
turnarounds with profit increases of up to 300%.
“Hanzo is the most influential trainer of all seminars
I've ever attended!" Erica Thien, Sales Coordinator,
Versatile Paper Boxes Sdn Bhd
Hanzo is Sales Ninja Grandmaster, a Sales Ninja lingo for CEO of The Sales Ninja
Group. As Asia's #1 Unconventional Sales Training company, The Sales Ninja
Group is the leader in helping small-medium, listed and global companies
transform their sales people into the ultimate sales professional.
A devoted learner, Hanzo has to-date completed 71 personal development
programs and read over 400 books on various topics. He is the author of Secrets
of the Sales Ninja and is a columnist for New Sunday Times, Malaysian Business
and SME Magazine.
His work has also appeared in Smart Investor, Business Today and TraxxFM. He’s also a 2nd degree
black belt holder of Bujinkan International, the only recognized organization in the world that
teaches true authentic Ninjutsu, the martial art of the Ninjas.
Hanzo enjoys training, building businesses, sharing ideas, reading, music, martial arts, adventure,
good food and making a difference in people’s lives. Hanzo made his first million in his thirties.
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TM
Asia’s #1 Unconventional Sales Training
“
It really opened my view on modern sales
techniques and the skills needed which is what I
wanted for my sales team. I'm amazed with the
workshop and practical training.
I would also like to say that this training is very
focused on practical skills rather than a lot of theory
and philosophy which is difficult to understand and
easy to forget often times.
”
Bernard Tan, Chief Operating Officer,
Multi Square Sdn Bhd,
SerSol Technologies Berhad
“ Have attended quite a number of training programs
and I have to say this is definitely one of the best
training programs I’ve ever attended.
Hanzo is a great coordinator in terms of making it
lively. And thanks again.
”
Cyril Jossy Fernandez,
General Manager Export,
Malaysian Mosaics Bhd
Program Details: Sales Ninja MASTER
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Level: Beginner - Intermediate
Dates: July 27, 28 & 29
Day: Tuesday, Wednesday & Thursday
Duration: 3 Days
Time: 9.00 am – 5.00 pm
Venue: Grand Dorsett Subang (formerly Sheraton Subang, it’s near to SJMC)
Fees: RM 2,999.00 RM 2599 per person (Claimable under HRDF SBL Scheme)
Early Bird: Register before June 30 at only RM 1999 per person
Register before July 10 at only RM 2399 per person
Group Discount: Register 3 person and get 5% off total fees.
Warning: Maximum 3 participants per company only!
Our goal at Sales Ninja is to serve as many companies as possible and with limited
seats for maximum training effectiveness, we therefore are limiting the total number
of participants per company to maximum 3 only.
Guarantee: 100% money back guarantee if participants don’t see value on day 1 or 2.
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TM
Asia’s #1 Unconventional Sales Training
Program Schedule For 3 Days:
Registration: 8.45 am
Program Starts: 9.00 am
Morning Break: 10.30am
Lunch: 12.30 pm
Afternoon Break: 3.30 pm
Program Ends: 5.00 pm
Hotel Details:
Grand Dorsett Subang (formerly Sheraton Subang)
Jalan SS12/1 · Subang Jaya 47500 · Malaysia
Phone: (60)(3) 5031 6060
Fax: (60)(3) 5031 8686
E-mail : [email protected]
Website: http://www.granddorsett.com/kualalumpur/
Map: http://www.granddorsett.com/kualalumpur/hotels.asp?id=14&pg=Map
Tip: Grand Dorsett Subang is near Subang Jaya Medical Centre
(SJMC) and next to Holiday Villa Subang.
Cancellation Policy
Due to contractual obligations, cancellation charges are as follow: 20 to 10 days notice: 50% of
the workshop fee. 9 to 3 days notice: 70% of the workshop fee. 2 days or less notice: 100% of
the workshop fee. A substitute is welcomed in the event that registrants are unable to attend. All
cancellations of registration must be made in writing. Please be informed the organizer reserves
the right to change the date or venue or speaker/trainer or content or cancel the event. A full
refund will be issued should the event be cancelled due to any unforeseen circumstances.
Procedures:
1)
2)
3)
4)
5)
6)
7)
8)
9)
Fill in the registration form as below
Mail, fax or email the registration form (details as below)
We shall invoice you
You may directly bank in the cheque or send it to us (details as below)
You will receive a confirmation
Pre-program questionnaire will be sent to all participants
Before program date, all questionnaire must be filled
Full payment must be made not more than 5 days from program date
Attend program
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TM
Asia’s #1 Unconventional Sales Training
Sales Ninja MASTER
July 27, 28 & 29 2010, 9.00am – 5.00pm
Grand Dorsett Subang
Registration Form
Yes! Please register the following sales champion(s) for Sales Ninja MASTER
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Designation
Email
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