Essential Sales Skills for Professionals

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • Oct-28-2024

    Kuala Lumpur

  • Nov-25-2024

    Kuala Lumpur

  • Dec-30-2024

    Kuala Lumpur

  • Jan-06-2025

    Kuala Lumpur

  • Feb-03-2025

    Kuala Lumpur

  • Mar-03-2025

    Kuala Lumpur

  • Apr-07-2025

    Kuala Lumpur

  • May-05-2025

    Kuala Lumpur

  • June-02-2025

    Kuala Lumpur

  • June-30-2025

    Kuala Lumpur

  • July-07-2025

    Kuala Lumpur

  • Aug-04-2025

    Kuala Lumpur

  • Sep-01-2025

    Kuala Lumpur

  • Sep-29-2025

    Kuala Lumpur

  • Oct-06-2025

    Kuala Lumpur

  • Nov-03-2025

    Kuala Lumpur

  • Dec-01-2025

    Kuala Lumpur

  • Dec-29-2025

    Kuala Lumpur

Dates in Other Venues

  • Oct-07-2024

    Paris

  • Oct-07-2024

    Singapore

  • Oct-14-2024

    Barcelona

  • Oct-14-2024

    Dubai

  • Oct-21-2024

    London

  • Oct-21-2024

    Amsterdam

  • Oct-28-2024

    Istanbul

  • Nov-04-2024

    Singapore

  • Nov-04-2024

    Paris

  • Nov-11-2024

    Barcelona

  • Nov-11-2024

    Dubai

  • Nov-18-2024

    London

  • Nov-18-2024

    Amsterdam

  • Nov-25-2024

    Istanbul

  • Dec-02-2024

    Singapore

  • Dec-02-2024

    Paris

  • 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

  • Jan-06-2025

    Istanbul

  • Jan-13-2025

    Paris

  • Jan-13-2025

    Singapore

  • Jan-20-2025

    Amsterdam

  • Jan-20-2025

    London

  • Jan-27-2025

    Dubai

  • Jan-27-2025

    Barcelona

  • Feb-03-2025

    Istanbul

  • Feb-10-2025

    Singapore

  • Feb-10-2025

    Paris

  • Feb-17-2025

    Amsterdam

  • Feb-17-2025

    London

  • Feb-24-2025

    Dubai

  • Feb-24-2025

    Barcelona

  • Mar-03-2025

    Istanbul

  • Mar-10-2025

    Paris

  • Mar-10-2025

    Singapore

  • Mar-17-2025

    London

  • Mar-17-2025

    Amsterdam

  • Mar-24-2025

    Dubai

  • Mar-24-2025

    Barcelona

  • Apr-07-2025

    Istanbul

  • Apr-14-2025

    Paris

  • Apr-14-2025

    Singapore

  • Apr-21-2025

    Amsterdam

  • Apr-21-2025

    London

  • Apr-28-2025

    Barcelona

  • Apr-28-2025

    Dubai

  • May-05-2025

    Istanbul

  • May-12-2025

    Paris

  • May-12-2025

    Singapore

  • May-19-2025

    London

  • May-19-2025

    Amsterdam

  • May-26-2025

    Dubai

  • May-26-2025

    Barcelona

  • June-02-2025

    Istanbul

  • June-09-2025

    Paris

  • June-09-2025

    Singapore

  • June-16-2025

    Amsterdam

  • June-16-2025

    London

  • June-23-2025

    Dubai

  • June-30-2025

    Istanbul

  • June-30-2025

    Barcelona

  • July-07-2025

    Istanbul

  • July-14-2025

    Singapore

  • July-14-2025

    Paris

  • July-21-2025

    London

  • July-21-2025

    Amsterdam

  • July-28-2025

    Barcelona

  • July-28-2025

    Dubai

  • Aug-04-2025

    Istanbul

  • Aug-11-2025

    Singapore

  • Aug-11-2025

    Paris

  • Aug-18-2025

    Amsterdam

  • Aug-18-2025

    London

  • Aug-25-2025

    Dubai

  • Aug-25-2025

    Barcelona

  • Sep-01-2025

    Istanbul

  • Sep-08-2025

    Paris

  • Sep-08-2025

    Singapore

  • Sep-15-2025

    Amsterdam

  • Sep-15-2025

    London

  • Sep-22-2025

    Dubai

  • Sep-29-2025

    Istanbul

  • Sep-29-2025

    Barcelona

  • Oct-06-2025

    Istanbul

  • Oct-13-2025

    Paris

  • Oct-13-2025

    Singapore

  • Oct-20-2025

    London

  • Oct-20-2025

    Amsterdam

  • Oct-27-2025

    Barcelona

  • Oct-27-2025

    Dubai

  • Nov-03-2025

    Istanbul

  • Nov-10-2025

    Paris

  • Nov-10-2025

    Singapore

  • Nov-17-2025

    London

  • Nov-17-2025

    Amsterdam

  • Nov-24-2025

    Barcelona

  • Nov-24-2025

    Dubai

  • Dec-01-2025

    Istanbul

  • Dec-08-2025

    Singapore

  • Dec-08-2025

    Paris

  • Dec-15-2025

    London

  • Dec-15-2025

    Amsterdam

  • Dec-22-2025

    Dubai

  • Dec-29-2025

    Istanbul

  • Dec-29-2025

    Barcelona

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