ADVANCE PROFESSIONAL SELLING  SKILLS

~ A 2-Day Program from 9am – 5pm~

Ascend the Sales Everest!

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.

Website: www.asia-seminar.com

Email: william@asia-seminar.com

WhatsApp: 6013-7296728

OBJECTIVE

(1) Realize the importance of an Organized Sales Presentation & about Sales Psychology

(2)To acquire more selling skills, whether it’s - top-up learning or unlearning to learn of transformation learning in the arena of advance professional selling.

(3)To revive, refresh and renew the spirit & confidence of professional salesmanship so as to stay on track in the enthusiastic pursuit for more sales.

TRAINING METHODOLOGY

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

DAY ONE

MODULE 1

1. The Foundation of Professional Selling

· The Rules of Selling

· Evaluating Sales Mistakes

· Understanding why Customers don’t buy

· Developing a Professional Attitude

· Image Management & Interpersonal Skills 

· Overview of 88 Sales Strategies

TEA-BREAK: 10.30am – 10.45am

MODULE 2

The Organized Sales Presentation – The Professional Step-by-Step in Selling Effectively

· ‘Sell Yourself’ through Rapport Building to gain acceptance, approval & appreciation by the Customer

·  ‘Sell Needs’ by understanding the Customer’s worries & concerns

·  ‘Sell Solution’s like a Consultant by providing ideas for improvement and how your products or services can be useful

· ‘Sell the Sale’ by acquiring more than 20 Closing Techniques & applying whichever is applicable given the situation

MODULE 3

Interpersonal & Communication Skills

· Understanding the effectiveness of Sales Psychology

· Communicating & Convincing effectively with Sales Linguistic Skills

· Learning how to win the 14 Types of Customer Types

· Applying the 4-Steps to Winning the Customer

LUNCH-BREAK: 01.00pm – 02.00pm

         MODULE 4

Discovering Needs

· Asking Open-ended Questions

· Probing with Close-ended Questions

· Active Listening Skills

· Verify what was said

· Going Beyond Needs Assessment

· Build Task Tension

TEA-BREAK: 03.30pm to 03.45pm

MODULE 5

Providing Solutions

· Understand the Customer’s Concern

· Provide On-Target Solutions

· Present Features-Advantages-Benefits of your product or services and obtain feedback

END OF DAY ONE: 05.00pm

DAY TWO

MODULE 6

Handling Questions & Objections

· Building a Good Defense Against Difficult Questions & Objections

· The use of various Tactical Questions

· Putting Objections in Perspective

· How to Tactfully Overcome Objections

MODULE 7

Closing Techniques

· Identifying Buying Signals (Verbal & Non-Verbal)

· How to Obtain a Buying Decision

· The Rules in Closing

· 20 Pragmatic Closing Techniques

TEA-BREAK: 03.30pm to 03.45pm

          MODULE 8 - 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

TRAINER'S PROFILE:

 TRAINER'S PROFILE

William Leon Chua PhD is a multi-industrial practitioner, and having worked in numerous industries including Manufactories, Financial Services, Hospitality, Construction, & FMCG wherein he was designated in various positions inter-alia Branch Manager, Agency Manager, Regional Manager, Branches Operations Manager, Group HR & Training Manager, Group Marketing Manager, General Manager & CEO. All in all, he has acquired a wide spectrum of experience, knowledge & skills.

He was a member of the Malaysia Association of Professional Speakers (MAPS), was a panel trainer for the Malaysia Institute of Management (MIM) and the Malaysia Insurance Institute (MII).

He is a registered HRDF (on a full time basis) professional trainer since year 1999.

His working knowledge supplemented with his academic achievements such as Diploma in Sales Management, Diploma in Human Resource Management, Diploma in Business & Management, BA major in Psychology, PhD in Organizational Behavior and boosted with 20 years of research work (and continuing); he has empowered his capability in facilitating realistic strategic thinking down-to-earth seminars to meet his clients’ core needs on staff training & development. Complemented with his volumes of multi-style approach in facilitating seminars & workshops, he has been able to deliver captivating seminars with greater impact in a most pragmatic & highly motivating manner.

He has also produced 2 astounding motivational training videos; one on personal development, leadership, teamwork and the other on the kung-fu of business management.

His fields of corporate training among many other soft skills programs include: a wide range of Leadership Development Skills Programs, a series of Teambuilding-Teambonding Action-packed in-door/out-door training,  Interpersonal & Communication Skills, Corporate Ethics & Discipline, Sun Tzu Art of War in Strategic Marketing, Professional Selling & Negotiation Skills, Sales Motivation, Sales Psychology, a wide range of Customer Service Programs, Public Speaking Skills, Mind-set Change, Personal Development, Time Mastery & Goals Getting,  Creative Thinking & Problem Solving, The Six Thinking Hats, Confidence & Power in Dealing with People, Stress Management, Security Management, Telephonic Skills, Grooming & Personality Enhancement etc.

To-date, he has conducted training to more than 700 companies, some of which are: ING Insurance, Cerebros, TA Investment, KDU, TQS Enterprise, The Edge Communications, UCB Pharma, Unisem, VIA Communication Network, RHB Bank, RHB Unit Trust, Alliance Bank, Asia Life, American Home Assurance, Amanah Saham Sarawak, Chartered Bank, Hong Leong Bank, Hong Leong Unit Trust, Wing Tiek Holdings, Mitsui Sumitomo, Amassurance, Techdos, PBDS, Toyota, Honda, Brother International, Basis Bay, Blue Scope Steel, BTV Productions, Betamek Electronics, Affin Bank, Boilercare, Bintulu Port Authority, Paramount Property Development, ISL Services, Infiniti Medical, IOI Loders Croklaan Oils, Pantai Medical Center, SPC Industries, SNC Consolidated, Syntronic, Synergy Worldwide, P & O Global, KDU, Nottingham University, PGF Insulation, Innosabah Securities, Jashin Cabins, SkyNet Worldwide, Sime Darby Travel, Top Glove, Epcos, Eli Lili, Eisai, Tashin Steel, Eliston Engineering, Exxon Mobil, Farmchochem, Techdos, Tekla, Total Oil Malaysia, TH Properties, TT Engineering & Manufacturing and many more.

His fields of expertise on corporate training among many other soft skills programs include:

(1) A wide range of Leadership Development Skills Programs,

(2) A series of Corporate Teambuilding & Team-bonding,

(3) Interpersonal & Communication Skills,

(4) Corporate Ethics & Discipline,

(5) Sun Tzu Art of War in Strategic Marketing,

(6) Professional Selling & Negotiation Skills,

(7) Sales Motivation,

(8) Sales Psychology,

(9) The Sales Samurai,

(10) a wide range of Customer Service Programs,

(11) Public Speaking Skills,

(12) Mind-set Change,

(13) Personal Development,

(14) Time Mastery & Goals Getting,

(15) Creative Thinking & Problem Solving,

(16) The Six Thinking Hats,

(17) Confidence & Power in Dealing with People,

(18) Stress Management,

(19) Security Management,

(20) Telephonic Skills,

(21) Grooming & Personality Enhancement