95% Shots

A SHOT OF SELLING IDEAS INTERNALLY

You’re excited! You have an amazing proposal that you have put together. You’re confident that your ideas will definitely bring about positive change to your company. However, when you start presenting it to the scrutiny of the senior management, all of a sudden, shadows of doubts are cast over you and you don’t think it’s that good after all.

Learning to pitch your proposals is a skill that is essential for everyone who wants the satisfaction of seeing their ideas materialise. However, just presenting the idea on its own may not be enough. We understand the daunting task of presenting to senior management – the pressure of having “only one chance”, the ticking clock and not forgetting the unexpected questions that will be raised. The key to successful selling is being able to explain the idea so well that key decision makers are able to see the value and wisdom of the solution.

In this 2-day training, you will get the opportunity to experiment with different and unexpected ways of delivering their material. You’ll also get a bonus of learning how to create an environment of mutual respect and trust where ‘buying’ can happen.

Day 1: Knowing your audiences and establishing trust
Module 1: Learning channels
This is where you’ll be introduced to the different types of learning channels for different types of people. You’ll understand how people absorb information, therefore enabling you to figure out the best way to deliver your message to your target audience.

Module 2: The behavioural matrix
Ever wondered why you get along so easily with certain people but not with others? That’s because different people have different behavioural styles. This segment will introduce you to the four different behavioural styles, help you identify your style and learn how to communicate more effectively with people from other quadrants, anticipating their responses and answer their needs – be it spoken or unspoken.

Module 3: Breaking the invisible wall
For senior management to accept your recommendations, you need to earn their trust and respect. Have you thoroughly understood the business objective as well as the marketing objective? Have you done sufficient groundwork? Do you believe in the work you are selling? All this will show in the way you carry yourself and communicate about the work you want to sell.

Day 2: The sell, the sell, the sell!
Module 4: Strategising the sell
Once you know your audience and you’ve established trust, you’re ready to anticipate their responses and plan how to lead them to the conclusion you desire by structuring a compelling case.

Module 5: Time for some creative experimentation
There are loads of creative ways to communicate your message. This is the part where you’ll get to come up with ideas, experiment on them, and get feedback.

Module 6: Feel the fear but do it anyway!
Sometimes there’s no avoiding a presentation when you need to sell the idea to senior management. Don’t let a great idea be canned just because you feel nervous in front of an audience. Learn to relax when under pressure and take control of your nervous energy before you present. You can then fully focus on your audience and make a connection.

 
The objectives of this training are:

  • To develop the ability to effectively present and sell business proposals and ideas to key decision makers and/or senior management
  • To understand the different types of audiences in order to better anticipate questions and prepare the answers
  • To be comfortable and confident speaking in strategic and often pressurised situations by developing your own presentation style
Trainer : Janet Lee
Duration : 2 Days
Time : 9am – 6.30pm

Contact Jon jon@95percent.com.my or call 03-2095 2995/1995 (Jon) to customize it to your company as an in-house program.

For the write up, click here to download.

Testimonials (click to view)

Here are some commendations from our previous participants;

The self-behavioural part, which allows me to identify myself, knowing myself & knowing other people. This is not beneficial only to selling, but it is also useful when we try to understand people in-depth. – Kate Thang, ADL Dept, Genting Malaysia

 

GAINED A LOT! Preparation-presentation flow, understand the objective. Understand who is our listener, what they want to hear, not what we want to tell, confidence up, efficiency up. – Will Low Wei Liang, Marketing Dept, Genting Malaysia