Sales Presentation - How To Convince Your Customers

PROGRAM : SALES PRESENTATION - HOW TO CONVINCE YOUR CUSTOMERS

Back to Marketing & Sales Courses

INTRODUCTION

It has often been said in the sales fraternity, "You may have a very good product, but when you cannot present, you have lost the sales." Sales professionals today must equip themselves on what to say and what not to say. Buyers want to hear benefits, but more than often, we hear sales personnel selling features. This programme will help the sales person to compartmentalise his thoughts so that he can eventually appear and deliver his offerings confidently and convincingly.

COURSE CONTENTS

DAY 2

Introduction
- The importance of sales presentation
- Planning the presentation.

Module 1 - Selling Benefits
- Redefining your product by analysing the Features, Advantages and Benefits (the FAB factor).
- Redefining the 6 main benefits of your product.

Module 2 - The Uniqueness of your company/product
- Analysing the various unique offerings of your product/company that will stand up in the mind of the prospect/customer.

Module 3 - Offering Value-added services
- The right approach to deriving value-added services.
- The 5 conditions that make up value-added services.

Module 4 - The Technique in Sales Presentation
- Why the need to present
- When you present - you make the difference.
- The 5-step formula to presenting a product.

DAY 2

Role-play
(Participants will be required to either present on a one-on-one or one to a group. Fellow participants will be required to form a panel to critique each role.)

METHODOLOGY

1st. Day – Lectures, Group discussions, Case studies
2nd Day – Role plays to ensure that the skills have been transferred.

TARGET AUDIENCE

Sales people who are involved in performing sales presentations

COURSE TRAINER

Mr Billy Ong (Billy) brings into the consultancy field his immense depth in marketing and sales that spans three decades in diverse industries. A Chartered Marketer (UK) by profession, he now imparts his wealth of experience and knowledge to the next generation of marketing professionals as a lecturer not only in strategic marketing program but in export marketing as well. Prior to embarking into his present venture, Billy spent seven years in the banking sector, the last attachment being BSN Commercial Bank as Manager of Consumer Banking before heading the bank’s marketing team in product development.

His most noted achievement was his involvement in the turning around of the RM 52 million Kelab Darul Ehsan in the last recession. He also participated in the charting of the deposit growth for Perwira Affin Bank. Other notable achievement – the recipient of the CEO Book Award at BSN Commercial Bank for his outstanding contribution in strategic planning for the bank.

COURSE FEES

In-House Course Fee :	Call 6016-216 1383 (Mr. Jimmy Ong) or Fill in Inhouse Request Form	Inhouse Course Request Form
Public Course fee:	To Be Advised	Public Course Registration
Date/s :	TBA (2 Days Program)
Time :	9am – 5 pm daily
Venue :	In House/Hotel/TNI Centre