Marketing & Communication Course

Effective Selling Skills for Maximum Results

Course Type: Seminar | Study Mode: Class Room
Keywords: Sales | Seminar

Course Detail

Introduction

Why You Should Attend This Course:

Great and successful salespeople do not just focus on selling they have a genuine interest in helping customers get what they want and need. Effective selling skills are what differentiate the average salesperson from one who can rise above the competition.

Are your salespersons projecting as professional advisors addressing to the needs of the prospective customers when selling? Have they practiced effective sales skills/strategies and navigated through sales process that matched customer needs and closed more sales? Do they know how to create rapport and adapt their communication styles to gain desires of customers for positive engagement and conviction to achieve better sales results?

In this workshop, the salespeople will walk through the sales process, practice sales skills to gain confidence and professionalism for increasing sales productivity and performance.

  • Gain power of positive sales mindset towards achieving sales targets.
  • Develop the skills, confidence and professionalism to make sales a success.
  • Practice highly successful sales habits for better performance.

Learning Outcome:

  • Develop sales mindset and attitudes that drive commitment to sales target
  • Understand the roles of a salesperson and the consultative sales approach
  • Map sales cycle with flexibility to buyers process and purchase behaviours
  • Qualify prospects and existing customers for new business opportunities
  • Plan for successful sales calls with an objectives in mind
  • Create positive first impression and sales conversation
  • Articulate compelling product value proposition to buyers unique needs
  • Sharpen active listening and questioning skills for customer discovery, solutions fit, and stronger relationship
  • Use of voice, vocal, visuals and verbal to control sales dialog and influence closing
  • Overcome sales objections with closing techniques
  • Nurture and engage prospects/customers for more selling opportunity and deeper relationship
  • Adapt communication styles that fit individual customers styles for closing business opportunities faster
Curriculum Overview

Course Outline:

  • Recognise the power and impact of positive sales mindset
  • Understand the role of a salesperson and the consultative sales approach
  • Develop the characteristics of a star salesperson
  • Identify and map the buying motivation and needs of the customers
  • Learn the steps of sales cycle prospecting, presenting, closing and follow up
  • Present and demonstrate your product and services confidently
  • Plan and prepare to advance in the sales cycle and control selling situations
  • Practice specific questioning techniques for uncovering customers' intellectual and emotional needs
  • Improve and adapt your communication styles to address different types of customers
  • Apply empathy and active listening to read customers' cues and interest
  • Practice language skills to control flow, direction and tone of each sales call
  • Develop professional manner to handle customer objections smoothly
  • Deliver sales promises for customer trust and retention
Other Information

Methodology

This is a practical, interactive and lively workshop. Facilitator will engage and encourage peer and group practices using realistic sales scenarios when conducting gap analysis for their reflection, review and, critiques on areas of improvements. Participants engage in experiential hands-on learning through mini-lectures, assessments, group discussion, role plays, skills-building activities and simulated case studies.

Who Will Benefit?

Any sales executives or newly appointed salesperson who wants to master the art of fundamental selling skills. Also for sales professionals who want to refresh their sales skills.

Trainer s Profile:

Cecilia Sim is highly enthusiastic and motivated in facilitating participants to uncover and develop their personal and professional potentials. She includes gap analysis training methodology and walks the participants through self-discovery process to review past and existing workplace experiences, highlight necessary changes and revitalise next action steps for personal development and better results.

Cecilia is a bilingual facilitator who conducts programs according to learners and organisational background, needs and requirements. She has strong people skills and cross-border experiences to work with participants across different industries and cultures in the region. Her 20 years of extensive industry experiences came from her previous roles as Trainer/Facilitator, Sales Consultant, Assistant Director, and General Managers in various industries ranging from information technology, education, membership and management consulting. Her past corporate sales and marketing experiences include sales support for information systems, promotion of high profile memberships for MNC, SMEs and startup in many fields. She was responsible for portfolio repositioning, change management, sales results and performance of her team and organisation in her previous positions.

Her key competencies include corporate training, course development, and management consultancy services in the areas of sales and marketing, communication, customer services, supervisory management and mentoring.

Among many others, Cecilia's corporate clients include Ascendas Services Pte Ltd, Chemipac Marketing Services, Koda Ltd, ComfortDelGro Rent-A-Car Pte Ltd, Premier Rent a car, Diethelm Singapore Pte Ltd, Nike, Inc, MTU Asia, Kennametal Pte Ltd, American Express Singapore, Sime Darby Singapore Ltd, Spa Esprit, Applied Materials, SL Global Pte Ltd, Yung Wah Ind Co (Pte) Ltd, YHI Corp (Singapore) Pte Ltd, Chubb Singapore Pte Ltd, City Development Limited, Goodwood Park Hotel, York Hotel, PSC Group Limited, Singapore Food Industries Ltd, People s Association, WDA, Ministry of Education, Ministry of Defense, Singapore Police Force, People s Association, SAFRA. Her participants include organisations from Indonesia, Malaysia, Thailand, Vietnam, India, Pakistan, Australia, China and Hong Kong.

She holds a Master of Business Administration from University of Adelaide, Australia, Bachelor of Business Administration (Honor, major in Management Information System) from Northeastern University, Boston, USA. She also holds an Advanced Certificate in Training and Assessment (ACTA), WSQ, and is a certified trainer for Service Professional (CSP) and GEMS.

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