Negotiating Sales Success & Customer Loyalty - Contact us for further details. Kuala Lumpur, Malaysia

April 20, 2021

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"The art of leadership is saying no, not yes. It is very easy to say yes." - Tony Blair



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Negotiating Sales Success & Customer Loyalty

Kuala Lumpur, Malaysia

Contact us for further details.


The Negotiating Sales Success™ training program deepens understanding of two critical elements; the negotiating relationship as it pertains to the sales process and the negotiation process.

First, you will learn to understand the sales negotiating relationship through three pillars of Mutuality, Pro-activity and R.E.S.P.E.C.T. ™ (Responsiveness, Empathy, Service, Perspectives, Esteem, Courage & Truthfulness) .Second, you will understand key structural components of a successful sales negotiations process.

Negotiating Sales Success™ takes participants to a set of skills, insights and practices rarely experienced in the world of sales bargaining. The program’s unique approach sends each sales negotiator into the business world with a sharp edge over traditional win-lose & conflict-laden approaches.


  • Transforms understanding of the sales negotiating process
  • Expands personal power for effective bargaining
  • Uncovers differing negotiation and buyers’ styles
  • Creates range & alternatives for best results
  • Unveils our 5 phase approach for winning outcomes
  • Instills the Six Principles of Positive Influence
  • Heightens your ability to diminish conflict
  • Teaches a mutual-gains strategy
  • Aligns relationship building and the sales negotiating process
  • Delivers R.E.S.P.E.C.T. ™ model for success


  • Company Chairman & Directors
  • Business Development Managers
  • Sales & Marketing Managers
  • Procurement & Purchasing Officers
  • HR Directors
  • Legal Counsels & Advisors
  • Executives, Managers & Team Leaders
  • All Sales Representatives
  • All Professionals who Negotiate
  • VPs, GMs of Corporate Communications
  • Heads & Managers of Advertising
  • Customer Relations Managers
  • Media & Public Relations Managers


  • Negotiating Sales Benchmark Group Exercise
  • Integrating the Six Principles of Positive Influence
  • Expanding Your Emotional Intelligence/EQ-Life Intelligence
  • Understanding Negotiation/Sales Buyer’s Behaviors
  • Role Playing "What is Success?"
  • Developing Range & Alternatives
  • "Preparing" with Phase One
  • "Discovering" with Phase Two
  • Asking Powerful Questions
  • Deepening Listening Skills
  • The Close - Making Requests for What You Want


  • Reviewing Day One Learning
  • "Checking In" with Phase Three
  • "Trading" with Phase Four
  • Trading Concessions
  • "Evaluating" with Phase Five
  • Exposing Negotiating Sales Tactics
  • Managing Conflict with Others
  • Role Playing Exercise
  • Summarizing with Action Planning

Workshop Materials: Each participant receives a Negotiating Sales Success!™ Workshop Manual, containing an overview of the course plus work-sheets, examples and exercises.
Each participant will also receive a copy of Jim’s newly published book, “Negotiating Success - Tips And Tools To Building Rapport And Dissolving Conflict While Still Getting What You Want.” (Wiley Publishing)

Creating Customer Loyalty™ is a dynamic program that moves participants to powerful self-discoveries that dramatically strengthen their capacity to be a consultative agent of customer service.

This highly interactive program uses experiential learning to help you remove old and less useful methodologies and develop new attitudes and strategies for building stronger relationships while serving internal and external customers to meet their needs.

By the end of this program participants discover how operating from the principles of R.E.S.P.E.C.T.™ transforms collaborative results and leads to greatercustomer satisfaction and loyalty.


  • Expands Participant’s Positivity
  • Deepens Awareness of Impact on Others
  • Provides Tools for Building Relationships
  • Strengthens Essential Communication Skills
  • Enhances Ability to Empathize with Clients
  • Powerful Customer Service Techniques
  • Provides a Process to View Everyone as a Customer
  • Shares a New Approach to Handling Difficult Customers
  • Promotes a Positive Service Oriented Culture

Each participant receives a copy of the Creating Customer Loyalty™ manual and a copy of the DiSC Personality Profile Assessment tool.


  • Redefining Customer Strengths & Weaknesses
  • Uncovering Your Professional Strengths & Weaknesses
  • Tuning Your Radar for Areas of Opportunity
  • One Dozen Best Practices to Create Customer Loyalty
  • Increasing Your EQ-Total Life Intelligence
  • Using the 6 Principles of Influence
  • Understanding Customer Behavior Styles
  • Closing the Gap Between Differing Styles
  • Delivering Customer Service as a Standard
  • Embracing a Solution Oriented Approach
  • Responding with Timeliness & Effectiveness
  • Overcoming Communication Barriers
  • Increasing Communication Effectiveness
  • Crafting Powerful Questions to Understand Customer’s Needs
  • Listening Skills for Better Results
  • Objective Vs Subjective – Probing to Separate Fact From Fiction


  • Enhancing Connection with Every Customer
  • Using Empathy as a Critical Tool
  • Putting “Service” Back into Customer Service
  • Exploring the Customer’s Perspective
  • Selecting Best Perspectives for Situational Success
  • Elevating Esteem to Build Customer Loyalty
  • Building Courage for Tough Questions & Requests
  • Honing Authenticity & Truth-telling
  • Preventing & Dissolving Customer Conflict
  • Building Stronger Relationships Over Time


Download the PDF brochure today, or Contact us to register your seats today!

For full details & course availability, kindly contact




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