Professional selling skills in Asia, Sales Trainers in Malaysia, Training for Sales Professionals in Malaysia, Salesmanship seminar in Malaysia, Consultative sales training workshop in Malaysia
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The Art of Consultative Selling – Effective Techniques in Winning Customers


Effective Techniques In Winning Customers




2-Day Workshop


Selling is an important function of business. Salespeople must be able to source and bring home new business. To be able to do so, salespeople must be able to develop new techniques and cultivate a winning mindset.

The Art of Consultative Selling workshop will convert mere salespeople (who are merely selling their products) into more effective sales professionals who are solution providers and problem solvers who can complement their clients’ business needs. This workshop will introduce and reinforce prospecting techniques, behavioural analysis, one-on-one selling, negotiation approaches and closing techniques.





Module 1 : Consultative Selling defined


Key Learning Points:


ü      Comparing Current Styles of Selling

ü      Understanding the selling and buying cycles

ü      Identify Needs

ü      Needs Versus Wants


Module 2: Managing Relationship Selling


Key Learning Points:


ü      What is Relationship Selling

ü      Initiating research and approach stages

ü      Winning leads

ü      Contact Strategy


Module 3: Managing Need Identification and Dimensioning


Key Learning Points:


ü      Identifying Customers’ Needs

ü      Old Style – Product pushing and Presentation Skills

ü      Questioning and listening techniques

ü      Winning prospects’ confidence





Module 4: Managing, Producing and Monitoring


Key Learning Points:


ü      Looking at the big picture :Present a whole solution to Needs

ü      Understanding each need

ü      Checking agreement with customers before moving to their next point

ü      Direct close on the whole package

ü      Provide quality solutions


Module 5: Relationship Selling Skills


Key Learning Points:


ü      Setting your objectives for meeting

ü      SMART Objectives

ü      Never leave things to chance

ü      Full Sales Objective

ü       Call preparation checklist


Module 6: Preparation – Objectives and Research


Key Learning Points:


ü      Objectives and focal points of emotion during sales

ü      Focus of receptivity

ü      Focus of dissatisfaction

ü      Focus of power


Module 7: Gaining Entry


Key Learning Points:


ü      The sales letter

ü      Selling the meeting not the product

ü      Setting clear objective for each call

ü      Talk to the right person




Module 8: Creating The Right To Sell


Key Learning Points:


ü      The opening of the call

ü      The questioning strategy

ü      The Questioning Structure

ü      Types of questions: Situation Questions; Problem Questions; Implication Questions;  Pay-off Questions; Acceptance Questions and Commitment Questions


Module 9: Features, Advantages, Benefits (FAB) vs.

                  Consultative Selling


Key Learning Points:


ü      Understanding FAB

ü      Pairing FAB with Needs

ü      Pairing FAB with Wants

ü      FAB and Consultative Selling



Module 10: Handling Objections


Key Learning Points:


ü      Types of objection

ü      Do customers always mean what they say

ü      Winning over objections

ü      The communication strategy


Module 11: Closing The Sale


Key Learning Points:


ü      Staying alert to signs

ü      Questions

ü      Statements

ü      Body language


Module 12: Sharpening Basic Skills


Key Learning Points:


ü      Active listening

ü      Clarification and confirmation techniques

ü      Meeting of minds

ü      Using clear English


Module 13: Keeping Ahead of The Game


Key Learning Points:


ü      Remaining as the best closer

ü      The learning sequence

ü      Unconscious and conscious incompetence

ü      Conscious and unconscious competence

ü      Learning log


Module 14:   Sales Coaching


Key Learning Points:


ü      Identifying successful areas

ü      Identifying areas that need improvement

ü      Canned presentation vs. “Flying by the seat of the pants” techniques

ü      Behaviour during sales

ü      Walk the talk

ü      Learning log


Module 15:   Selling Skills Development


                Key Learning Points:


ü      Designing learning logs

ü      Determining learning objectives and learning outcomes

ü      Styles of selling exercises



At the end of the Programme, participants are expected to BE ABLE to:



ü      Prospect effectively


ü      Identify the needs wants of clients


ü      Present product with confidence


ü      Use the strengths of company to overcome the strengths of competitors


ü      Develop sell belief in the product


ü      Create the right atmosphere for a sales pitch


ü      Cultivate a selling mindset


ü      Handle objections


ü      Close sales


ü      Enhance sell skills and presentation


ü      Think ahead of clients and competitors


ü      Train others in selling techniques



Workshops will be conducted in an interactive manner. Trainer / facilitator will coach, guide, teach and encourage delegates to participate in the lessons. There will be role plays, quizzes, discussion sessions, etc.


Skills taught and learnt are transferable.



Sales Managers. Sales Executives.  Sales team.  .People who have to market their products and services.




PHILIP TAN LL.B (Hons); Dip International Advertising (IAA),

Cert.Ed (TESOL). MBA (Hull)



Highly experienced facilitator, motivator and public speaker Philip Tan will facilitate this programme.


A facilitator of varied experience and skills, Philip has his postgraduate management education from the University of Hull, UK. He has served in various capacities in senior management. He has held the responsibilities of vice president of a leading institution of higher learning, chief operating officer of an MSC status company, director of continuing professional education in a hospitality entity and group sales manager of an MLM. He has also served as Senior Examiner for the Chartered Institute of Marketing (CIM), Asia Pacific Board of Examiners. Philip has also trained headmasters, senior assistants and teachers from the Ministry of Education, the Government of Malaysia, in the use of Executive English. Philip is able to draw upon his past experience and varied qualifications and share them with his participants.


Philip has trained participants from various organisations that include MAYBANK, Public Bank, Corus Hotel, MUI Group, Malaysia Pan Pool S/B, Education Ventures S/B, Fulcrum Management, KUB ROC, Ministry of Education, Jebsen & Jessen, PERDASAMA, FELDA, Johore Tenggara Oil Palm (JTOP), Cadbury, SABIC, Kingdom of Saudi Arabia, Oman Telecom, LENO Marketing S/B, Antah Schindler, Texchem, Premium Nutrients Berhad, Machine Knives S/B,  DTZ Property Consultants, etc




“An exciting presenter that keeps us alert”
Ms Pel Loh, Vice President / General Manager Corus Hotel / MUI Group


“His charisma and sense of timing keep the audience focused and entertained”

  Mr Guan Swee Kwee, Managing Director, Japan Pulp and Paper


“That is what we want from a training provider – content plus excitement”. 

Puan Linda Tai, Penolong Pengarah / Assistant Director, Ministry of Education.


“After Philip hits the stage, whoever comes after will have a tough act to follow.”

 Mr U.K. Menon, Academic Director, Stamford College.


“Articulate. Perceptive. Witty – A Precise Wordsmith.”

Mr. Ee Chong Kok, Sales Director, Art Printing Works. (APW)


“I would recommend him”.

Mr Raymond Chan, Managing Director, Tien Wah Press S/B.


“He derives his authority from the credibility of his experience and expertise”

Professor James D. Graham, Head of Special Projects South East Asia for University of East London.




DRC Management & Training


1B, 2nd Floor, Jalan Emas 4, Taman Emas,

9th Mile Cheras, 43200 Selangor, West Malaysia

E-mail: /

Tel: 016-2095570 / 016-2582100

Providing corporate training programs since 1999

Malaysia – Singapore – Thailand – Brunei – China – Indonesia – Philippines – Cambodia – Vietnam – Laos - Myanmar


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Professional selling skills in Asia, Sales Trainers in Malaysia, Training for Sales Professionals in Malaysia, Salesmanship seminar in Malaysia, Consultative sales training workshop in Malaysia