ADVANCE PROFESSIONAL SELLING  SKILLS

~ A 2-Day Program from 9am – 5pm~

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 approaches 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.

WHO SHOULD ATTEND

Marketing Managers, Sales Managers, Sales Executives, Agency Leaders and all who are involved in marketing & sales.

OBJECTIVE

·       Learn to realize the importance of an Organized Sales Presentation & about Sales Psychology

·  To impart more selling skills whether to be taken considered as top-up learning or unlearning to learn of transformation in the arena of professional selling.

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

TRAINING METHODOLOGY

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

Sales Training Preview by 

Dr. William Leon Chua

TLINE / AGENDA

DAY ONE

MODULE 1

1. Motivation & Confidence Building

o Image Management

o Developing a Professional Attitude

o The Rules of Selling

o Evaluating Sales Mistakes

o Developing Sales Mistakes

TEA-BREAK: 10.30am – 10.45am

MODULE 2

2. Managing & Convincing the Customer Types

o   Understanding the 14 Types of Customers and Learn how to win them

o   The Psychology of Tactical Selling

MODULE 3

3. Communication Skills

o The Basis of Communicating Effectively

o The 4 Powerful Levels of a Sales Communication

o Improve Communication with Sales Linguistic Programming

LUNCH-BREAK: 01.00pm – 02.00pm

          MODULE 4

4. Telephonic Skills

o Telephonic Script & Conversation Structure

o Build Interest

o Selling Appointments

5. Discovering Needs

o Asking Open-ended Questions

o Probing with Close-ended Questions

o Listening Skills

o Verify what was said

o Going Beyond Needs Assessment

o Build Task Tension

TEA-BREAK: 03.30pm to 03.45pm

6. Providing Solutions

o Understand the Customer’s Concern

o Provide On-Target Solutions

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

   Feedback

END OF DAY ONE: 05.00pm

DAY TWO

8. Handling Objections

o Building a Good Defence Against Difficult Questions & Objections

o Putting Objections in Perspective

o How to Tactfully Overcome Objections

9. Closing Techniques

o Identifying Buying Signals (Verbal & Non-Verbal)

o How to Obtain a Buying Decision

o The Rules in Closing

o 30 Pragmatic Closing Techniques

TEA-BREAK: 03.30pm to 03.45pm

        MODULE 5

7. Negotiation Skills

o 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

 LUNCH-BREAK: 01.00pm to 02.00pm

o Middle Sales Negotiating Gambits

§ Higher Authority

§ Avoid Confrontation

§ The Declining Value of Services

§ Never Offer to Split the Differences

§ The Hot Potato

§ Trading Off

TEA-BREAK: 10.30am to 10.45am

o Ending Sales Negotiating Gambits

§ Good Guy / Bad Guy

§ Nibbling

§ Concessions

§ The Withdrawal

§ Positioning for Easy Acceptance

o How to Control the Negotiation

§ Negotiating Drives

§ Countering Questionable Gambits

§ Negotiating Pressure Points

§ Handling Problem Negotiations

§ Handling the Angry Buyer

END OF SEMINAR: 05.00pm

TRAINERS PROFILE

Dr. William Leon Chua PhD, 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 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.