Essential Sales Skills for Professionals

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • July-29-2024

    Kuala Lumpur

  • Aug-26-2024

    Kuala Lumpur

  • Sep-30-2024

    Kuala Lumpur

  • Oct-28-2024

    Kuala Lumpur

  • Nov-25-2024

    Kuala Lumpur

  • Dec-30-2024

    Kuala Lumpur

Dates in Other Venues

  • July-22-2024

    Istanbul

  • July-22-2024

    Paris

  • July-29-2024

    Singapore

  • Aug-05-2024

    Paris

  • Aug-05-2024

    Singapore

  • Aug-12-2024

    Barcelona

  • Aug-12-2024

    Dubai

  • Aug-19-2024

    London

  • Aug-19-2024

    Amsterdam

  • Aug-26-2024

    Istanbul

  • Sep-02-2024

    Paris

  • Sep-02-2024

    Singapore

  • Sep-09-2024

    Dubai

  • Sep-09-2024

    Barcelona

  • Sep-16-2024

    Amsterdam

  • Sep-16-2024

    London

  • Sep-23-2024

    Paris

  • Sep-23-2024

    Istanbul

  • Sep-30-2024

    Singapore

  • Oct-07-2024

    Singapore

  • Oct-07-2024

    Paris

  • Oct-14-2024

    Dubai

  • Oct-14-2024

    Barcelona

  • Oct-21-2024

    Amsterdam

  • Oct-21-2024

    London

  • Oct-28-2024

    Istanbul

  • Nov-04-2024

    Paris

  • Nov-04-2024

    Singapore

  • Nov-11-2024

    Barcelona

  • Nov-11-2024

    Dubai

  • Nov-18-2024

    London

  • Nov-18-2024

    Amsterdam

  • Nov-25-2024

    Istanbul

  • Dec-02-2024

    Paris

  • Dec-02-2024

    Singapore

  • Dec-09-2024

    Dubai

  • Dec-09-2024

    Barcelona

  • Dec-16-2024

    Amsterdam

  • Dec-16-2024

    London

  • Dec-23-2024

    Paris

  • Dec-23-2024

    Istanbul

  • Dec-30-2024

    Singapore

Course Details

Course Outline

5 days course

 

What is Selling?
 
  • Understanding the sales process
  • Sales pipeline
  • Appraisal skills
  • The Sales Cycle and how to build rapport
    • Understanding and dealing with different types of customer
    • Recognising Customer ‘Key Drivers
    • ’Individual selling styles
    • Dealing with difficult negotiations and situations
    • Non-verbal communication skills: body language, relative positioning

 

Communication skills

 

  • Differentiating yourself from the competition whilst maintaining integrity
  • Objective setting
  • Verbal communication skills: intelligent questioning, listening and challenging. ‘Pushing’ and ‘Pulling’
  • Understanding margin, mark-up, gross profit and net profit
  • Knowing when and where to discount. Gaining advantage from discounting

 

‘Pushing’ and ‘Pulling’
 
  • Understanding margin, mark-up, gross profit and net profit
  • Knowing when and where to discount. Gaining advantage from discounting.
  • Handling Objections
  • Closing the Sale
  • Telephone Sales: Techniques for generating a positive initial customer perception on the telephone
  • Turning telephone enquiries into sales

 

Appraisal skills and Sales appointments and meetings
 
  • Structuring the sale
  • Effective sales presentation techniques
  • Advancing the sale – measuring progress in the sale
  • Questioning, listening and giving feedback
  • Practicing the key skills in conducting an appraisal
  • Each participant takes the role of appraisee, appraiser and observer using a checklist

 

Performance appraisal documentation and follow up
 
  • Reviewing internal performance appraisal documentation
  • Providing follow up to the appraisal and frequency
  • Preparing for the performance appraisal meeting

Course Video