Selling In Tough Times

PROGRAM : SELLING IN TOUGH TIMES

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COURSE CONTENTS

Training Objective & Benefits

To apply the appropriate selling skills that are derived from hands-on experience thus leading to more sales being closed.
Participants will learn how to apply benefit selling on customers.
To conduct a proper sales presentation to clients.
The ability to read buying signals.
Close more sales by using six simple closing techniques.

INTRODUCTION

Know your internal & external factors that will affect your selling activity.
The business definition of your company
Why should the customers do business with you?
How do you start selling? It’s in the attitude
What the customer would like to know. (role-play)
Your credo in selling in tough times.

OBJECTIVES

At the end of the program, the participants will be able to:

Formulate strategies to stay apart from competitors
Create customer profiling to accelerate business
Leverage on existing customers to increase results
Build referral system
Apply skills in getting referrals
Implement referral action plan

TARGET AUDIENCE

Sales & Marketing Personnel

PROGRAM OUTLINE

Module 1 – The Planning Process

Part 1 : Analyzing your Products Using the FAB Factor

"How much do you really know your own products?"
Understanding the Features, Advantages and Benefits of your products
How the FAB is applied in selling "Dissecting" your product - work group session.

Part 2: Selling Benefits

Analysing the six common benefits in product selling

Part 3: Sell Unique Factors of your Organization.

No matter whether a company is small or large, there are always certain unique features that the buyer may not know about. This is the part where the seller will learn how to excite the buyer in buying the product.

Part 4: Sell Value-added Service

No customers will pay a good price if he does not enjoy certain VAS from the seller’s company. In this part of the module, participants will be guided in knowing the proper process to deriving one or two VAS for the customer/s.

Module 2 - Presenting your Products (video supported)

The mental preparation - Present creatively
Do not project yourself as a "run of the mill" sales person. Present your belief in your company, your product and you. The 5-step formula to an effective sales presentation.

(NOTE: You may have the best product in the market but when your presentation lacks colour, you have lost the sales.)

Module 3- Reading Buying Signals & Closing the Sales.

No sales can be effectively closed without the seller knowing first how to read the buying signals of the buyer and then proceed onto trial closings. Having done this, the participants will be guided on the usage of six common type of closing methods, and finally, learn how to ask for the order.

Module 4 – Setting Standards to succeed

The various types of standards to implement.
The Prospect Information Sheet and its usage.
Applying the Call Objectives form.
Applying the Weekly Planner – the application of sales call ratios.
The Call Report – the objectives and what it means to the sale person.
Understand the application of call ratios.

Module 5 – Handling Tough Customers

Understand the characteristics of four common types of tough customers and the tactics involved in handling them so that they will continue to do business with your organisation.

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