Selling Skills: Are You Still a Sales Champion?

Course Description

Why are they not meeting their numbers?

When it comes to closing, tere's one very good reasn why the "oldest tricks in the book" almost never work; because outdated closing techniques are, by defnition, out of date!

Everyone - including your prospects - has heard of them, seen them in action or been subjected to them a hundred times over. And as a sales professional, the last thing you want your client to think is that you are just trotting out "Sales 2 Nugget #5", instead of getting to know them, their needs, and what your product can do to help meet them.

This 2-Days workshop is designed to re-ignite the Spirit of a Sales Champion that resides in every sales professional.

Program Outcomes
At the end of this program, delegates will:

• Be able to articulate the difference between Traditional Selling and Consultative Selling
• Win friendship and get sales from customers
• Be seen as a consultant and problem-solver instead of just a mere sales professional
• Improve your FAB communication skills
• Improve your art of influencing and persuasion
• Be self-driven by challenges and no longer accept self-excuses
• Increase sales and fly like an Eagle in Sales Achievements
• Build quality relationships
• DIY conflict, anger and stress management

Course Outline

Introduction

• Icebreaker
• Course objectives
• Housekeeping

The Experienced Champion Sales Professional

• The Eagle and The Crow
• Once You were An Eagle... are you still one?
• Traditional Selling vs. Consultative Selling
• Exercise 1

Time t Awake From Slumber and Comfort Zone

• Who moved My Cheese
• Exercise 2

Consumer Behavior

• What is your percentage of closing?
• What do the percentages mean?
• Common negative statements from your customers
• What do the statements really mean?
• How do you handle objections?
• Exercise 3

Managing Personal Energy Level

• Know Your Main Competitor's FAB and Your FAB
• List down the FABs of your products
• List down the FABs of your main competition
• Demonstrate how you use FAB to influence your propect
• Exercise 4
• Create workable, actual Action Plan to be implemented right away!

The Art of Influencing ad Persuading

• Are you a good listener?
• What are the behaviors of a good listener?
• Winning Rapport
• Using questions to influence
• Is C-Level language necessary?
• Exercise 5

Do It Now

• Review and Consolidate learning

Philip Tan with over 25 years of diverse experience in academia, continuing professional education, management, consulting, marketing and advertising, has a lot to share with delegates in his seminars and workshops.

He is a management and soft skills guru, international public speaker, corporate trainer and motivator. Phlip has both academia and industry exprience from a diverse range of career paths that include holding senior management positions in tertiary education, dotcom, advertising and marketing and hospitality training.

In his dynamic career route, he has held portfolios of dean of the Faculty of Business and Economics and vice president of Sedaya College (now known as UCSI), Director of CPE, Taylors, School of Hospitality, Directorof Centre for Executive Education, HELP Institute (HELP University College), Vice President (Limkokwing University), Chief Operating Officer of Aims Technology, Senior Consultant (Performance Solutions Management), and Chief Executive officer od ICSA, Malaysia.

He was also the Senior Examiner for the Charted Institute of Marketing, UK (CIM). Currently, Philip also supervises post-graduates candidates of the University of East London (UEL) in their masters dissertations.

Philip is a registered trainer with PSMB/ HRDC.

Among his participants, Philip is known for his aplicable content and vibrant delivery. He is able to combine soft skills concepts with real life requirements for those on the job.

When he is not on the public speaking or corporate training circuit, Philip consults on strategic management and corporate law.

Specializations

Corporate Governance and Corporate Responsibility

• Boardroom Excellence: A Common Sense Perspective on Corporate Governance
• Framework for Corporate Responsibilty That Works
• Common Offences Committed by Company Directors

Marketing and Selling

• Writing Marketing Plans
• Writing Business Proposal
• Selling Skills

Business English and Communication

• Technical Writing
• Report Writing
• Business Communication

Management and Human Resource

• Leadership and Management
• Leadership for New Managers
• The Ultimate Leadership in You - Leading Change
• Situational Leadership
• Conducting Competency Based Interviews
• Behavioral Event Interview - Hiring Right, First Time, Every Time
• Writing Job Descriptions
• Setting Key Performance Indicators
• Balanced score cards
• Competency Based Interviews
• Conflict Management
• Negotiation Skills
• Time Management

Customer Service

• Service Recovery

* Tailer made course outline based on client's need.
* Minimun pax: 12
* Maximun pax: 25
* HRDF Claimable
* Zero cost meet up with our expert (based on availability and location)
* Post training report
* Fully colour printed course notes
* Souvenir

Contact us or email to us to customize based on your needs.