ACHIEVE SALES TARGET | THROUGH COMMUNICATION SKILLS

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COURSE DURATION	:	1 Day (7 Hours)
AWARD TYPE	:	Certificate of Completion
TOTAL COURSE FEES	:	RM 400 per participant (HRDF Claimable)
VENUE	:	In-house (client’s location)
MIN/MAX Participants	:	Minimum 3 participants

OVERVIEW

An IMPORTANT element that generate revenues for most businesses is the sales. Sales personnel of any businesses faces day to day issues for example, angry or upset customer, executive companies, in office or on street, from negotiations to closing deals effectively.

WHO SHOULD ATTEND

1. In the service & sales industry (e.g. Insurance agents, property agents, hospitality-related staff)
2. All levels of Sales personnel's
3. Business owners requiring sales skills
4. Anyone new to sales

LEARNING OUTCOMES

1. improve communication to achieve sales target
2. maximise the quality and quantity of sales
3. adapt to customers emotions in sales matters
4. develop a better understanding of their needs
5. improve presentation skills and face to face contact with clients
6. develop a winning sales strategy
7. close more sales with clients
8. improve negotiation and persuasion skills

SALES BASICS

1. Understanding Sales
2. The Customer Comes First
3. The Power of Your Solution
4. The Power of Your Process

COMMUNICATING CONFIDENTLY

1. Increasing the Positive Impact of Your
2. Communication
3. Adapting to Your Audience
4. Listening to Understand and Build Trust
5. Managing Common Communication
6. Challenges
7. Be a Better Communicator
8. Honing Your Message
9. Say It Like You Mean It
10. Look Like You Mean It
11. Confronting Anxiety
12. In Action

EFFECTIVE SALES PRESENTATIONS

1. Connecting with the Audience
2. Your Mannerisms
3. Your Appearance

SALES PROSPECTING

1. The Mindset
2. Preparation
3. Your Process

ASKING GREAT SALES QUESTIONS

1. Generate Questions from Insights
2. Digging Deeper
3. Tone

SELLING FINANCIAL PRODUCTS AND SERVICES

1. Why Financial Services Sales Matters
2. Financial Services Sales Professional- role
3. Financially Active Customers
4. Customers Want

PERSUASIVE SELLING

1. Role of Psychology in Sales
2. Prospecting
3. Initial Meeting
4. Qualification of ideal client
5. Presentation
6. Objections
7. Negotiating
8. Closing
9. Referrals

HANDLING EMOTIONAL CUSTOMERS

(E.G.: UPSET, ANGRY, ABUSIVE)

1. Serving emotional Customers
2. Preventing and learning from emotional
3. customer

HANDLING OBJECTIONS

1. Selling and the Sales Process
2. The Big Five
3. What Else Can We Do?

CLOSING A COMPLEX SALE

1. Identifying the Buying Journey
2. Identifying Buyer Objectives and Challenges
3. Using Insights to Drive Urgency to Buy
4. Defining Your Compelling Differentiation
5. The Complex Sales Conversation Model

FIELD SALES

1. Territory Management
2. Your Manager and the Home Office
3. Psychology of a Field Representative

SALES NEGOTIATION

1. Alternative to Compromise
2. How to Outsmart Negotiation 101
3. Negotiations That Stick

DELIVERING BAD NEWS TO A CUSTOMER

1. How to Break Bad News to a Customer
2. The Four Keys to Delivering Bad News
3. What to Do in Specific Situations That Call for
4. Bad News
5. Communication Channels

PRACTICAL TECHNIQUES

1. Recap of Understanding Sales (1.)
2. Building a Sales Relationship
3. Diagnosing the Sale
4. Prescribing a Solution
5. Handling Objections
6. Closing Sales
7. Efficiency and Measurement in Sales