Advance Professional Selling Skills, selling skills, advance selling seminar, HRDC approved sales seminar, PSMB approved sales program, sales & negotiation skills seminar, sales & negotiation skills program, advance selling techniques, negotiation skills program, negotiation tactics, advance selling tactics, street wise selling skills,
 
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HRDC Public Seminars for Year 2025
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Advance Professional Selling Skills
 

 

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.

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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

 

The Foundation of Professional Selling

01. The Rules of Selling

02. Evaluating Sales Mistakes

03. Understanding why Customers don’t buy

04. Developing a Professional Attitude

05. Image Management & Interpersonal Skills 

06. 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

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

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

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

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

 

MODULE 3

Interpersonal & Communication Skills

01.  Understanding the effectiveness of Sales Psychology

02. Communicating & Convincing effectively with Sales Linguistic Skills

03. Learning how to win the 14 Types of Customer Types

04. Applying the 4-Steps to Winning the Customer

 

 

LUNCH-BREAK: 01.00pm – 02.00pm

 

         MODULE 4

Discovering Needs

01. Asking Open-ended Questions

02. Probing with Close-ended Questions

03. Active Listening Skills

04. Verify what was said

05. Going Beyond Needs Assessment

06. Build Task Tension

 

 

TEA-BREAK: 03.30pm to 03.45pm

 

MODULE 5

Providing Solutions

01. Understand the Customer’s Concern

02. Provide On-Target Solutions

03. 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

 

01. Building a Good Defense Against Difficult Questions & Objections

02. The use of various Tactical Questions

03. Putting Objections in Perspective

04. How to Tactfully Overcome Objections

   

MODULE 7

Closing Techniques

 

01. Identifying Buying Signals (Verbal & Non-Verbal)

02. How to Obtain a Buying Decision

03. The Rules in Closing

04. 20 Pragmatic Closing Techniques

 

TEA-BREAK: 03.30pm to 03.45pm

  

          MODULE 8 - Negotiation Skills

               Beginning Sales Negotiating Gambits

01. Find out how much a buyer is willing to pay

02. Find out if the Customer is really interested

03. Always ask for more than you expect

04. Bracketing

05. Never say ‘YES’ to the first offer

06. The Flinch

07. Pretend to be reluctant

08. Focus on the Issues

09. The Vise Gambit

 

 LUNCH-BREAK: 01.00pm to 02.00pm

 

Middle Sales Negotiating Gambits

01. Higher Authority

02. Avoid Confrontation

03. The Declining Value of Services

04. Never Offer to Split the Differences

05. The Hot Potato

06. Trading Off

 

TEA-BREAK: 10.30am to 10.45am

 

Ending Sales Negotiating Gambits

01.Good Guy / Bad Guy

02. Nibbling

03. Concessions

04. The Withdrawal

05. Positioning for Easy Acceptance

 

How to Control the Negotiation

01. Negotiating Drives

02. Countering Questionable Gambits

03. Negotiating Pressure Points

04. Handling Problem Negotiations

05. 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,



 
 
 
 
   
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Advance Professional Selling Skills, selling skills, advance selling seminar, HRDC approved sales seminar, PSMB approved sales program, sales & negotiation skills seminar, sales & negotiation skills program, advance selling techniques, negotiation skills program, negotiation tactics, advance selling tactics, street wise selling skills,