COURSE OUTLINE

DAY 1

 MODULE 1

The Way of the Samurai

01.  Master your Craft in the Way of the SWORD

02.  Kata – the Prearranged Forms in Practice

03.  Weapons used in Kenjutsu – The Way of Training

04.  Design your Protective Gears (Tools to handle any & every Questions & Objections)

05.  Kuji-Kuri (Overcome your Defeatist Attitude)

06.  Mindfulness in Battle - Focus on the Presence (Micro & Macro Awareness)

07.  Overcome Attacks (Easily Neutralizing Objections)

08.  Discipline & Preparation (Getting thoroughly organized)

09.  Sales Psychology (One of the fine Art of Closing Deals)

10.  Adaptability – Fluidity in Strategy (Tailor your pitch to each prospect’s unique needs)

11.  Honor & Integrity (Being honest & transparent to gain trust)

12.  Seppuku (切腹), also known as Harakiri (腹切り) - Accept the conseuqences

       of failute and improve.

13.  The Code of BUSHIDO – For professional attitude refinement

14.  Patience & Timing (Build rapport, nurture relationships, and wait for the   right moment to close)

15.  Respect for the Opponent (Customer-Centric Approach)

16.  Courage to Take Action (Take bold steps, never give up)

17.  Kaizen – Continuous Improvement

18.  Loyalty & Long-Term Relationship (Follow up, provide exceptional service)

MODULE 2

1.    Qualifying your Customers

2.    Kariudo (The Trapper & the Hunter Approach)

3.    Tsuri Apurochi (The Fisherman Approach)

4.    Laying Plans – for Time & Territory Control

5.    Brainstorming on 88 Sales Strategies

MODULE 3

Key principles from samurai sword fighting that can be applied to closing sales:

a)   Zanshin (Mindset & Focus)

b)   Maai (Timing & Precision)

c)   Henka (Adaptability)

d)   Kime (Confidence & Decisiveness)

e)   Suki (Understanding the Opponent) – Know how to handle the different   customer personalities)

f)   Keigo 敬語(Mastering Linguistic Skills)

g)  Heijoshin (Patience & Strategy)

h)  Rei – Respect & Honor

i)   Shiken Shobu (The Final Strike)

j)   Practical Application

MODULE 4

01. Weapons Used in Kenjutsu - The effective use of selling tools

02. Ryuha (Styles & Schools) - An insight on different selling system and styles

End of Day 1

DAY 2

MODULE 5

Strategic Concepts:

a)   Metsuke (Gaze) - Focus, listen between the lines and observe body lanhuage.

b)   Maai – (Distance and Timing) - How to on a timely approach bridge the gap   between rapport building and closing.

c)   Suki (Openings) - Calibrate and go for the close whenever there is an opportunity

d)   Zanshin (Awareness) - Be well prepared and on the alert throughout the sales

      presentation.

e)   Kiai (Spirit Shout) - How to get immediate attention.

MODULE 6

Oku Waza (Advanced Techniques)

a)  Laijutsu (The art of drawing the sword and striking in one fluid motion)

b)  Battojutsu (Focusing on quick-draw techniques for surprise attacks)

c)  Renzoku-waza (Continuous, flowing techniques combining strikes, blocks, and counters.

d)  Debana-waza (Striking at the moment the opponent initiates an attack, intercepting their movement)

e)  Tenkan (Pivoting or turning to evade an attack while positioning for a counter)

f)   Irimi (Entering deeply into the opponent's space to disrupt their balance and strike)

g)  Randori (Great results with minimal struggle)

h)  Tenkan (Turning resistance into collaboration)

i)   Get off the Mat (The Skills of Disengagement)

All of the above advance kenjutsu techniques will be related to selling effectively.

MODULE 7

Closing Techniques

a)  Renzoku Ken (連続剣) - This refers to "continuous sword strikes" or a series  of rapid, successive attacks. - Spin selling with multiple closing techniques

b)  Nidan Guruma (二段車) - A two-strike technique, often seen in kendo or   kenjutsu - A 2-closing combination technique

c)  Sandan Guruma (三段車) - A three-strike combination - A 3-closing combination technique

05.00pm – END OF SEMINAR

Training Methodology

An interactive combination of continuous motivation, directive & interactive learning to provide powerful principles & guidelines, coaching to provide clarity for practical action, activities to simulate important key areas, exclusive video for reflection, brainstorming for mental exploration to develop more ideas.

Comments By Participants on **Sales Samurai 1.0**

Comments by Hiroshi Kimura - Managing Director, Eisai Asia Regional Services Pte Ltd: "Master William has definitely delivered a very powerful sales empowerment session. I am very pleased to have engaged him in Kuala Lumpur & then in Bangkok"

Comments by Shafiq Rahman – Assistant Sales Manager, Skynet Worldwide:

"Master William is really fantastic. Overall, his knowledge and style of delivery really captivates our attention. The best training that I’ve ever attended”.

Comments by Mr. Yew Wei Tarng - Managing Director, of Eisai (M) Sdn. Bhd.:

"The Seminar is dynamic, interesting and edutaining"

Comments by Doris Chua – Managing Director of Mujor Bestari (M) Sdn, Bhd.:

Fantastic, highly entertaining and pragmatic. Never expected a sales seminar can be conducted in such a manner.

Comments by Michael HL Low – Managing Director, Integrated Technical Corporation: “William’s delivery was powerful, informative and straight to the point. My salespeople are all charged up indefinitely"

***Sales Samurai 2.0 is more advance in approach***

ABOUT THE SALES GURU MOTIVATOR 

William Leon Chua PhD 

He is the Founder, Chief Trainer and Principal Consultant of DRC Management & Training PLT. He is a sought-after management consultant and compelling corporate trainer & motivator on Advance Selling & Negotiation Skills, Sales Motivation, Leadership & Sales Management, Strategic Marketing, Leadership Empowerment, Strategic Management, Teambuilding, Interpersonal & Communication skills, Customer Service, Sun Tzu Art of War, Corporate Ethics, Mindset Change, TQM, and High-Performance Management, Stress Management, etc. He speaks to audiences in Malaysia, around the Asia-Pacific Region, and occasionally in Europe. He was a member of the Malaysia Association of Professional Speakers (MAPS) & the Malaysia Institute of Management (MIM) and a registered corporate trainer with the Human Resource Development Corporation of Malaysia (HRDC). Academically, he has acquired a Diploma in Sales Management, a Diploma in Business & Management, a BA majoring in Psychology and a PhD in Organizational Behaviour. Working Experience - With his more than 30 years of multi-industrial experiences complemented with his years as a professional corporate trainer since 1999, he has amassed volumes of skills, techniques, and ideas. He is more than a lecturer; he is a corporate trainer qualified with years of in-depth multi-industrial experiences. During this 1-day program he will impart 30 years of his research and invaluable experiences on the subject matter to the participants. All in all, he has provided corporate training to companies ranging from various manufacturers, universities, hotels, time-share companies, wholesale companies, housing developers, forwarders, pharmaceutical companies, MLM companies, fund management companies, banks and insurance companies etc. both locally in Malaysia and abroad. His approach to facilitating seminars is expounded with years of experience, research-based & is up-to-date informative as well as edutaining, highly motivating and at the same time pragmatic to ensure that learning is effectively projected into action and results. He has to-date directed & produced 2 astounding motivational training videos: (1) Manifestation & Transformation (2) The Kung-Fu of Business Management

To-date, he has conducted training to more than 700 companies, some of which are: ING Insurance, Cerebros,  Visi LA Security Force Sdn Bhd, TA Investment, VTLS Technology, VS Industry, Willowglen (M) Sdn Bhd, Vsource Asia Berhad, Vestheights Industrial Engineering, TQS Enterprise, The Edge Communications,  Wu Huang Engineering, Yee Lee Edible Oils, Pacific Insurance, UCB Pharma, Unisem, VIA Communication Network, RHB Bank, RHB Unit Trust, Alliance Bank, Asia Life, American Home Assurance, Amanah Saham Sarawak, Chartered Bank, Hong Leong Bank, Hong Leong Unit Trust, Wing Tiek Holdings, Mitsui Sumitomo, Amassurance, Techdos, PBDS, Toyota, Honda, Brother International, Basis Bay, Blue Scope Steel, BTV Productions, Betamek Electronics, Affin Bank, Boilercare, Miri Port Authority, Bintulu Port Authority, Paramount Property Development, ISL Services, Infiniti Medical, IOI Loders Croklaan Oils, Pantai Medical Center, SPC Industries, SNC Consolidated, Syntronic, Synergy Worldwide, P & O Global, PGF Insulation, Innosabah Securities, Jashin Cabins, SkyNet Worldwide, Sime Darby Travel, Top Glove, Epcos, Eli Lili, Eisai, Liberty Insurance, Tashin Steel, Eliston Engineering, Exxon Mobil, Farmchochem, Techdos, Tekla, Total Oil Malaysia, TH Properties, KDU, Nottingham etc.

His fields of expertise on corporate training among many other soft skills programs include:

(1) a wide range of Leadership Development Skills Programs,

(2) a series of Corporate Teambuilding & Team-bonding,

(3) Interpersonal & Communication Skills,

(4) Corporate Ethics & Discipline,

(5) Sun Tzu Art of War in Strategic Marketing,

(6) Professional Selling & Negotiation Skills,

(7) Sales Motivation,

(8) Sales Psychology,

(9) The Sales Samurai,

(10) a wide range of Customer Service Programs,

(11) Public Speaking Skills,

(12) Mind-set Change,

(13) Personal Development,

(14) Time Mastery & Goals Getting,

(15) Creative Thinking & Problem Solving,

(16) The Six Thinking Hats,

(17) Confidence & Power in Dealing with People,

(18) Stress Management,

(19) Security Management,

(20) Telephonic Skills,

(21) Grooming & Personality Enhancement etc.

DRC Management & Training PLT

Website: www.asia-seminar.com

Email: drleonchua@gmail.com / william@asia-seminar.com 

WhatsApp: 013-7296728 / 0162095570