Moving Services: Selling for Success

Course Duration – 1.5 days

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    Trainer – Mr. Stephen Lewis, GMS – Steve has been involved in the industry in Asia for over 20 years. He is a FIDI trainer and his last role was Managing Director of UniGroup Asia. Steve is now his own boss. He has advisory roles with a number of US and Europe based moving and relocation companies and is an active investor in Asian moving and relocation businesses. Steve’s passion is training and education. He has a proven track record in growing businesses and truly understands the importance of investing people with the skills they need to create individual and collective success.

Synopsis:Three modules covering the basic selling situations that moving companies have to operate in.
These are:
  • Module 1 - Beyond Surveying – Win preference to win business Learn the complete set of skills required to not just wow the client at survey, but convert that preference to won work by effective consulting and follow up.

  • Module 2 – Corporate Sales – Speaking the Right Language to the Right People.Get smarter on identifying and targeting potential corporate clients. Find out more about which accounts are worth pursuing and which ones aren’t. Build, manage and use an effective corporate client database. Learn tips and techniques to get past the cold calling stage. Build smart presentations that speak to your corporate audience.

  • Module 3 – Industry Sales: where is the business? ; current alliances; what partners want; who’s who; intra-industry marketing; pricing platforms; rates requests and responses – going the extra mile; future trends