Top / Bottom Keywords : Sales Motivation Malaysia, Sales Motivation Seminars, Sales Motivation Seminars Malaysia, Sales Motivation Seminars Asia, Sales Motivation Seminars Europe
 
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  Training Programme
Company's Profile
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Leadership and Management Seminars
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Motivational Videos by Dr. William Leon Chua
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Public Training Calendar Year 2018
Teambuilding-Teambonding Workshops
 
Advance Professional Selling & Negotiation Skills
 

ADVANCE SELLING & NEGOTIATING SKILLS

~ A 2-Day Program ~

 

 

FOREWORD

Professional Sales Training is an important catalyst for initiating business growth. Yes, professional sales training is one of the most important integral parts of strategic marketing. Therefore it must be undertaken with greater precision. An alignment of time proven pragmatic skill-based approach to such training is a prerequisite to achieving greater success. Conclusively the appropriate training program must be tuned towards building the confidence and motivational level of the highest standard possible. The marked difference in attaining success does not rest entirely on the program materials itself. It is obvious that an experienced facilitator who is both qualified in the selling-field and proficient in the art of corporate training & coaching must be engaged to make the difference.


OBJECTIVE

To revive, refresh and renew the spirit of salespeople so that they can stay on track in the enthusiastic pursuit for more sales.


WHO SHOULD ATTEND

Marketing Managers, Sales Managers, Sales Executives, Agency Leaders and all who are involved in sales and business development.

 

COURSE OUTLINE / AGENDA

DAY ONE

REGISTRATION: 08.45am

COMMENCING: 09.00am sharp

 

1. Motivation & Confidence Building

Image Management

Developing a Professional Attitude

The Rules of Selling

Evaluating Sales Mistakes

Developing Sales Mistakes

 

TEA-BREAK: 10.30am – 10.45am

2. Communication Skills

The Basis of Communicating Effectively

The 4 Powerful Levels of a Sales Communication

Improve Communication with Neuro-Linguistic Programming (NLP)

 

LUNCH-BREAK: 01.00pm – 02.00pm

 

3. Telephonic Skills

Setting Objectives

Telephonic Script & Conversation Structure

Build Interest

Selling Appointments

 

4. Discovering Needs

Asking Open-ended Questions

Probing with Close-ended Questions

Listening Skills

Verity What was said

Going Beyond Needs Assessment

Build Task Tension

 

TEA-BREAK: 03.30pm to 03.45pm

 

5. Providing Solutions

Understand the Customer’s Concern

Provide On-Target Solutions

Present Features-Advantages-Benefits of your Product and Obtain Feedback

The AIDA Principle

 

END OF DAY ONE: 05.00pm

DAY TWO

 

SEMINAR COMMENCES AT: 09.00am

 

6. Negotiation Skills

Beginning Sales Negotiating Gambits

 Find Out How Much a Buyer is Willing to Pay

 Find Out if the Customer is Really Interested

 Always Ask for More Than You Expect

 Bracketing

 Never say ‘YES’ to the First Offer

 The Flinch

 Pretend to be Reluctant

 Focus on the Issues

 The Vise Gambit

 

TEA-BREAK: 10.30am to 10.45am

Middle Sales Negotiating Gambits

 Higher Authority

 Avoid Confrontation

 The Declining Value of Services

 Never Offer to Split the Differences

 The Hot Potato

 Trading Off

Ending Sales Negotiating Gambits

 Good Guy / Bad Guy

 Nibbling

 Concessions

 The Withdrawal

 Positioning for Easy Acceptance

How to Control the Negotiation

 Negotiating Drives

 Countering Questionable Gambits

 Negotiating Pressure Points

 Handling Problem Negotiations

 Handling the Angry Buyer

 

LUNCH-BREAK: 01.00pm to 02.00pm

7. Handling Objections

Building a Good Defense Against Difficult Questions & Objections

Putting Objections in Perspective

How to Tactfully Overcome Objections

 

TEA-BREAK: 3.30pm to 03.45pm

 

8. Closing Techniques

Identifying Buying Signals (Verbal & Non-Verbal)

How to Obtain a Buying Decision

The Rules in Closing

30 Pragmatic Closing Techniques

 

EVALUATION OF SEMINAR / GRADUATION: 04.30pm

 

END OF SEMINAR: 05.00pm

 

TRAINING METHODOLOGY

Pre-seminar Evaluation - Directive Lecturing - Interactive Learning - Use of Sales Training Videos - Work Groups – Case Studies - Brainstorming - Role Play - Coaching - Post-seminar Evaluation

 

TIME USAGE

Directive-Lecture: 60%, Coaching: 15%, Motivation: 10%, Training Videos: 5%, Others: 10%

 

DURATION

2 Days (Both days from 9am to 5pm)

 

TRAINERS PROFILE

Dr. William Leon Chua PhDis 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 Leadership Empowerment, Strategic Management, Teambuilding, Inter-personal & Communication skills, Strategic Marketing, Professional Selling Skills, Customer Service, Sun Tzu Art of War, Corporate Ethics, Mind-set Change, TQM, and High Performance 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 Federation of Malaysia (HRDF). Academically - he has acquired a Diploma in Sales Management from IMM, a Diploma in Business & Management from Swansea, a BA majoring in Psychology from University of Hawaii, a MBA and a PhD in Organizational Behavior from IUKL.

Working Experience - With his more than 30 years of multi-industrial experience complemented with his 20 years as a professional corporate trainer, he has amassed volumes of skills and ideas. He is more than a lecturer, he is a corporate trainer qualified with years of in-depth multi-industrial experience. During this 2-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 more than 700 companies ranging from manufactories, universities, hotels, wholesalers……to banks and insurance companies etc.

His approach to facilitating seminars is – research-based & up-to-date informative, entertaining, highly motivating and at the same time, serious in approach to ensure that learning is effectively projected into action and results.


 
 
 
 
   
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Top / Bottom Keywords : Sales Motivation Malaysia, Sales Motivation Seminars, Sales Motivation Seminars Malaysia, Sales Motivation Seminars Asia, Sales Motivation Seminars Europe