Course Information

Schedules
  • 27 May 2024 (Mon)
Registration period
17 Jan 2024 (Wed) - 27 May 2024 (Mon)
Price
HKD 2,980
(Tuition fee for Members: HK$2,780
Tuition fee for Non-members: HK$2,980
Early Bird Discount:HK$200 less each. Deadline for Discount: April 27, 2024
(For those who make payment one month before the course commencement date)
Group Discount: HK$200 less each
(For those companies which send a total of two or more participants to this course and enrol at the
same time))
Course Level
Study Mode
Duration
1 Day(s)
Language
Cantonese, English
Location
14/F Fairmont House 8 Cotton Tree Drive Central
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Course Overview

High-performance salespeople achieve results not by ‘hard selling’ to customers. Research in effective selling suggests that customers expect salespeople to have the product knowledge and, very importantly, to be a resource for customers. Effective selling is no longer transaction based, but rather, it is relationship based. The selling skills we learned in the past remain important and fundamental to success, but what distinguishes high performers from mediocre performers is the way we involve the customers throughout the selling process – from opening sales calls, identifying customers needs and hot buttons, creating and presenting options, to handling objections and closing the sales. The skills involved cannot be underestimated. Customers buy from the company through you; how you relate, communicate, present yourself, your professionalism, commitment and passion all count! Remember, customers always have options.

This workshop is designed to help salespeople acquire effective selling skills and techniques to achieve better results.

 

What You’ll Learn

CONTENTS
1. Dispelling Myths and Achieving High
Performance Sales
 Principles of Effective Selling
 Characteristics of High Performing Sales
People
 Sales Competencies
 Dispelling the Myths about Selling
2. Fundamentals of Selling Skills
- by phone and face-to-face selling
 How to Make Cold Calls
 How to Connect and Relate with Customers
 How to Involve Customers through
Encouraging and Questioning skills
 How to Make the Progress of Sales Call
Explicit
 How to Create a Positive Image of
Yourself and Your Company
3. Skills and Techniques of Selling that Sell
 How to Prepare for Sales
 How to Open and Conduct Sales Calls
 How to Identify Customer Needs and
Their Hot Buttons
 How to Explore, Develop and Create
Appropriate Sales Options
 How to Handle Objections
 How to Observe Buying Signals and
Close the Sales
4. Case Studies and Skills Practices
 Role Play
 Critiques and Demonstrations


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