Professional Techniques To Upsell , Generate Leads & Value Creation for Sales Executives Workshop by Tee Keng Chai, Casey
Date: 5 & 6 October 2020 (Monday & Tuesday)
Time: 9:00am to 5:00pm
Venue: Hotel Istana City Centre Kuala Lumpur
Introduction:
The intensive workshop is an international sales training workshop aims to improve sales team competency in selling and closing deals. It means to use the power of Persuasion, Communication Skills and Selling System to achieve personal and organizational goals.

This workshop will coach the participants to apply the right and most effective selling skills to complete a deal. Participants will learn the selling strategy to build relationship, discover clients’ needs, presenting proposals and handle objections as well as closing the sales.

The purpose of this workshop is to turn sales executives to become excellent sales stars. Participants will be learning The Consultative Selling Skills and begin to set goal and achieve them when they know how to use the right techniques to achieve their sales target.

Objectives:
By the end of this workshop, participants should be able to:

- Discover the success secrets of the top Sales Consultants
- Influencing people around you to your idea
- Master an easy-to-follow Consultative Selling guide to getting anyone to buy from you instantly
- Master the upselling skills
- Recognize buyer’s motivations instantly with in-depth understanding of human’s need hierarchy
- Having a personal introduction, that arouses interest and build trust instantly using building trust skills
- Rid your sales “fear” and “procrastination” permanently
- Naturally deploy psychological techniques to create compelling reasons and a desire to purchase your product/service immediately
- Identify the features of your competition, to create distinction in your product/service
- Beyond features; How to show the real benefits of your product or service
- Winning business when you don't have the lowest pricing
- Create value for customers
Program Content:
Module 1. What Is Professional Consultative Selling (CS) and How It Helps To Improve Sales?
- Intro to CS
- The components of CS  in Selling
- Be the best & top Sales Professional

Module 2. The Professional Consultative Sales Process
- The Proven 4-Steps Sales Process
- Understanding customers’ belief, value and principle in the process of making decision

Module 3. How Sales Consultant Build Relationship With Customers
- Understand the expectation of customers
- How to be a problem solver
- How to help clients make decision?
- Understand Matching & Mirroring
- How to be a rapport builder
- How to use Matching & Mirroring to in selling?
 
Module 4. How To Upsell & Generate More Leads
- Understand the concept of upselling
- Steps in upselling
- How to get more leads

Module 5. Mastering The Techniques To Create Values
- What is value creation
- The proven ways to create value

Module 6. Need Analysis: How to Identify Your Clients’ Buying Needs
- Easy ways to qualify your prospects – avoid effort wastage
- How to probe for problems and magnify them for call to action
- Make it real and assume the close
  
Module 7. Master The Presentation Skills
- What are the barriers to effective mutual understanding
- The effective process of persuasion
- Understanding different personality
- How to manage each personality
- Apply NLP Persuasion Skills

Module 8. Effective Closing Skills
- Easy ways to close the sales
- How to identify the buying signals-physical and mental
- How to apply the NLP closing strategies

Module 9. How to Handle Objection & Difficult Customers
- What are the causes of objection
- How to turn objection into solution

Methodology:
This workshop will be delivered through:
- Lecture
- Case studies
- Role-play
Who Must Attend:
All Sales Executives
Investment Fees:
RM1,908.00 (Including 6.00% Service Tax) per participant (Standard Fee)
RM1,590.00 (Including 6.00% Service Tax) per participant (Early Bird Fee, register by 28 September 2020)

Group incentive: Register 3 participants from the same organization, the 4th participant is FREE. (Buy 3 Get 1 Free)
Registration:
There are 3 methods to register for this training:
  1. Kindly click here for online registration. Register Now.
  2. Kindly download this registration form, and fill up all the particulars. Please fax back to +6-03-6270-9993. Click here to download Registration Form (177KB).
  3. Call us to register. Tel: +6-03-6270-9883.
Notes:
This Training Programme is SBL Claimable *Subject to PSMB conditions.

Pembangunan Sumber Manusia Berhad (PSMB)We Are An Approved Training Provider Under SBL Scheme With Pembangunan Sumber Manusia Berhad (PSMB/HRDF)