Winning and Retaining Clients in Tough Times!

1. Key Challenges of Selling in a Downturn
2. Boom Time Selling compared with Downturn Selling techniques
3. 8Ps Process for Winning and Retaining Clients
4. Profiling, Pre-qualifying and Researching Clients
5. Creative Ways to Prospect for new clients in a Downturn market
6. Setting your "non-negotiables" and "bargainables"
7. What turns Clients On and Off?
8. Engaging and Convincing Your Clients
9. Right Pricing and Timing Strategies
10. Overcoming Pricing, Delivery and Quality Objections
11. Closing the Sale and Following Up in Relationship Selling
12. Saying “No” Tactfully Using 4Rs
13. Keeping yourself Motivated on challenging times
14. Recovering Lost Customers
15. Increasing Market Share in a Downturn Market
16. 10Cs to win and retain clients
17. Systematic Checklists for Winning and Retaining Clients

Training is practical, job-related and lively with case-studies, application activities, practical sessions, useful checklists and guidelines.

This practical workshop will benefit all levels of sales, marketing, business development, key account, client servicing, management, service, sales engineers and executives who have to secure business in tough times using the right techniques.

Sandra Sandu-Reeves

Sandra Sandu-Reeves is an inspiring and passionate global trainer, consultant, speaker and author with a twenty-five year track record training and consulting employees of Fortune 500 corporations in twenty countries across the Asia Pacific. Her training territory includes cities in Asia, Middle East and Australia.

Sandra graduated with a Masters degree in Education (Training and Development) distinction from the University of Sheffield University UK and a Diploma from Trinity College of Speech and Drama, UK. She is a Certified Trainer with the American Management Association (AMA) and a Licensed Trainer with Tony Buzan Centre UK in Thinking Skills, Brain Power, Creative Thinking, Innovation and Mind Mapping. Since 1993, she has been a Certified Management Consultant and is one of the rare recipients of the esteemed Fellow of the Institute of Management Consultants FCMC (USA) citation. Since 1997, she has been listed in the International Directory of Professionals and is Senior Director of CTC Consultants Asia Pacific.

Over the last twenty years, Sandra has been featured on leading television, radio and websites and has trained, consulted and inspired no less than half a million employees of key global corporations across twenty countries.

“Brilliant, engaging, practical trainer with wealth of global experience -IBM

Since 1982, Sandra has been a seasoned Global Trainer and Coach training employees in twenty countries across in the Asia Pacific from London, Dubai, to Sydney, Melbourne, Brisbane and Adelaide. She has trained all levels of executives in Time, Stress and Wellness Management. For 25 years from large corporations in twenty countries across the Asia Pacific including:

1. Standard Chartered Bank
2. Citibank
3. ING
4. Fortis
5. Societe Generale
6. Sumitomo Corporation
7. Sumitomo Bakelite
8. AON Asia
9. AC Nielsen
10. US Navy Office at Sembawang Naval Base
11. Singapore Prison Service
12. CSIT
13. Nokia Asia Pacific
14. Huntsmen Asia Pacific
15. Schering-Plough Asia
16. Singapore Exchange
17. Lee and Lee
18. Matco Asia
19. Gexpro Asia
20. Mc Dermott Asia Pacific