Classroom/ Online: Yes/ No
Scheduling Date(s):
Note: Please click specific date for detailed venue and course fee etc.
the Art of Selling: Proven Methods to Increase Conversion with a Customer-Centric Approach
This tailored training program is designed to equip all education industry staff with effective, easy-to-apply sales and communication skills that are also valuable in various aspects of life.
The focus is on enhancing participants’ ability to connect meaningfully with parents, students, and the wider community, better understand their needs and expectations, and contribute to increasing enrolment and engagement. Ultimately, the program supports the broader goal of bringing quality education to more learners and giving them the best possible foundation for success.
The focus is on enhancing participants’ ability to connect meaningfully with parents, students, and the wider community, better understand their needs and expectations, and contribute to increasing enrolment and engagement. Ultimately, the program supports the broader goal of bringing quality education to more learners and giving them the best possible foundation for success.
Objective
1. Understanding Your Sales Style, Strengths, and Weaknesses: Gain insights into your personal sales approach and natural inclination to leverage strengths and address areas for improvement.
2. Understanding Your Clients and Parents: Develop the ability to quickly identify and comprehend parents' expectations and concerns to tailor your approach effectively.
3. Building Trust Through Rapport: Learn proven techniques to establish and maintain trust with parents, ensuring a positive and lasting relationship.
4. Understanding the B2C Sales Process:
o Connect and Engage to capture parents' interest.
o Need Gathering and Analysis to make parents feel seen, heard and understood.
o Match Value to Needs and align your offerings with what parents deeply want.
5. Effective Communication Strategies: Enhance verbal and non-verbal communication skills to improve interactions with parents.
6. Overcoming Objections: Learn a simple yet powerful strategy to address and overcome objections during the sales process.
2. Understanding Your Clients and Parents: Develop the ability to quickly identify and comprehend parents' expectations and concerns to tailor your approach effectively.
3. Building Trust Through Rapport: Learn proven techniques to establish and maintain trust with parents, ensuring a positive and lasting relationship.
4. Understanding the B2C Sales Process:
o Connect and Engage to capture parents' interest.
o Need Gathering and Analysis to make parents feel seen, heard and understood.
o Match Value to Needs and align your offerings with what parents deeply want.
5. Effective Communication Strategies: Enhance verbal and non-verbal communication skills to improve interactions with parents.
6. Overcoming Objections: Learn a simple yet powerful strategy to address and overcome objections during the sales process.
Outline
Skills You Will Gain from the Session:
1. Speed Profiling: Quickly assess and categorize parents' profiles to tailor your sales approach.
2. Active Listening Through Multiple Senses: Utilize all senses to fully understand parents' verbal and non-verbal cues.
3. Conscious Rapport Building: Intentionally create connections with parents to foster trust and openness.
4. Influential Language Patterns: Employ persuasive language techniques to effectively communicate value.
5. Assuming the Correct Mental Model: Adopt the appropriate mindset to approach each sales interaction confidently.
6. Effective Questioning: Formulate and ask questions that uncover parents' true needs and desires (adapted from SPIN Selling).
Program Structure
Each session will be experiential, incorporating role-plays, scenarios, and practical exercises to ensure the immediate applicability of the skills learned.
Deliverables
• Concise Reference Materials: Participants will receive easy-to-use guides summarizing key sales techniques and tips for quick reference during daily interactions.
• Customized Scripts: Development of tailored scripts for various stages of the sales process, including appointment reminders, tour engagements, and follow-up communications.
• Role-Play Scenarios: Creation of specific role-play exercises that reflect common situations faced by your team, allowing for practical application and feedback.
Way of Learning
The program emphasizes interactive and engaging learning methods, focusing on concrete sales tips and soft skills development. Participants will engage in classroom learning complemented by real-time role-plays to practice techniques, receive feedback, and make immediate improvements
1. Speed Profiling: Quickly assess and categorize parents' profiles to tailor your sales approach.
2. Active Listening Through Multiple Senses: Utilize all senses to fully understand parents' verbal and non-verbal cues.
3. Conscious Rapport Building: Intentionally create connections with parents to foster trust and openness.
4. Influential Language Patterns: Employ persuasive language techniques to effectively communicate value.
5. Assuming the Correct Mental Model: Adopt the appropriate mindset to approach each sales interaction confidently.
6. Effective Questioning: Formulate and ask questions that uncover parents' true needs and desires (adapted from SPIN Selling).
Program Structure
Each session will be experiential, incorporating role-plays, scenarios, and practical exercises to ensure the immediate applicability of the skills learned.
Deliverables
• Concise Reference Materials: Participants will receive easy-to-use guides summarizing key sales techniques and tips for quick reference during daily interactions.
• Customized Scripts: Development of tailored scripts for various stages of the sales process, including appointment reminders, tour engagements, and follow-up communications.
• Role-Play Scenarios: Creation of specific role-play exercises that reflect common situations faced by your team, allowing for practical application and feedback.
Way of Learning
The program emphasizes interactive and engaging learning methods, focusing on concrete sales tips and soft skills development. Participants will engage in classroom learning complemented by real-time role-plays to practice techniques, receive feedback, and make immediate improvements
Who should attend
This program is designed for individuals involved in the entire selling process within the early childhood education sector. For example.
• Centre Principals
• Cluster Managers
• Parent Liaison Executives
• Marketing Personnel
• Centre Principals
• Cluster Managers
• Parent Liaison Executives
• Marketing Personnel
Testimonials
Trainer was able to give illustrations and examples to allow participants to be better understand the topic. There are varieties of learning activities. Trainer engages the class to allow them to pick up the skills.
Ministry of Manpower
Experienced trainer in this topic.
Loipart SEA Pte Ltd
"Ken is a very engaging & animated trainer who is able to listen closely & facilitate the group exercises effectively"
IT Consultant, Public Service Division, Prime Minister's Office
"The workshop is well-organized & easy to understand. Trainer is very engaging, and is open to share examples & experiences with the trainees. Good Job!"
Assistant Manager (PSLE) , Singapore Examinations and Assessment Board
"Ken is a very knowledgeable trainer & have fun through out the entire course duration"
Finance Officer, Science and Engineering Institutes
Ministry of Manpower
Experienced trainer in this topic.
Loipart SEA Pte Ltd
"Ken is a very engaging & animated trainer who is able to listen closely & facilitate the group exercises effectively"
IT Consultant, Public Service Division, Prime Minister's Office
"The workshop is well-organized & easy to understand. Trainer is very engaging, and is open to share examples & experiences with the trainees. Good Job!"
Assistant Manager (PSLE) , Singapore Examinations and Assessment Board
"Ken is a very knowledgeable trainer & have fun through out the entire course duration"
Finance Officer, Science and Engineering Institutes
Profile of Ken Casimir Koh
Top L&D Leader 2023 SEA, Certified ChatGPT Expert, Certified Behavioural Consultant (D.I.S.C.), NLP Master Practitioner, Enneagram Practitioner, Brian Tracy sales trainer, S.P.O.R.T coach, Professional trainer, Digital Marketing consultant.
For more than 20 years, Ken has taken the path less traveled to pursue his passion and love for training and coaching people to achieve success. Thus far, Ken has personally trained and coached over 60,000 children, teenagers, parents, teachers, scholars, managers, directors, team leaders and sales professionals from Singapore, Malaysia, Indonesia, China and Hong Kong.
Ken’s training simply delivers!
With his keen sense and awareness, Ken always provides subtle prompts and questions that enable his trainees to uncover the much-needed answers within themselves.
My Passion - Developing People and Organizations to Fullest Potential and Evolutionary Calling.
My Calling - Create a positive and lasting impact in this world.
