The Consultative Selling Skills Workshop by Tee Keng Chai, Casey
Date: 15 & 16 July 2019 (Monday & Tuesday)
Time: 9:00am to 5:00pm
Venue: Hotel Istana City Centre Kuala Lumpur
Introduction:
The Consultative Selling is an international sales training programme. This training teaches your sales personnel’s not to become a product pusher but become a consultant to the clients.

This programme will coach the participants to apply the professional and most excellent sales stars. The basic belief of this programme is that we are responsible to awaken and utilise the potential stored within us. Our past success becomes our enemy if we settle for what we have. Do not let what you cannot do interfere with what you can do. In essence, we must refuse to be satisfied with our last accomplishment or discouraged by our present failure or obstacles because potential never has a retirement plan.

Participants will be learning The Consultative Selling Skills and begin to set goal and achieve them when they know how to use the power of their mind to achieve effective selling and negotiation skills to complete a deal. Participants will learn the selling strategy to build relationship, discover clients’ needs, presenting proposals and handle objections as well as closing the sales.
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Objectives:
By the end of this programme, participants should be able to:

- Discover the success secrets of the top Sales Consultants
- Influencing people around you to your idea
- Master an easy-to-follow Consultative Selling guide to getting anyone to buy from you instantly
- Master the art of negotiation
- Recognize buyer’s motivations instantly with in-depth understanding of human’s need hierarchy
- Having a personal introduction, that arouses interest and build trust instantly using building trust skills
- Rid your sales “fear” and “procrastination” permanently
- Naturally deploy psychological techniques to create compelling reasons and a desire to purchase your product/service immediately
- Identify the features of your competition, to create distinction in your product/service
- Beyond features; How to show the real benefits of your product or service
- Winning business when you don't have the lowest pricing
- Understand different personality and how to manage them
- Develop Proactive Attitude and Be Confident

Program Content:
Module 1. What Is Consultative Selling (CS) and How It Helps To Improve Sales?
- Intro to CS
- The components of CS  in Selling
- Be the best & top Sales Professional

Module 2. The Professional Consultative Sales Process
- The twin forces of motivation: excitement vs. suffering
- Understanding customers’ belief, value and principle in the process of making decision
- The proven 4 steps to a successful sale process

Module 3. How Sales Consultant Build Relationship With Customers
- Understand the expectation of customers
- How to be a problem solver
- How to help clients make decision?
 
Module 4. How To Use Influence ,Matching & Mirroring To Build Rapport With Customers
- Understand Matching & Mirroring
- How to be a rapport builder
- How to use Matching & Mirroring to in selling

Module 5. How To Negotiate With Customers
- Understand what is Power Negotiation
- How to use Negotiation to close deal

Module 6. Mastering The Art of Listening
- Make listening as a tool to understand clients?
- The proven ways to listen
- How to develop the art of acknowledging
- Influence your clients by total listening

Module 7. How to Identify Your Clients’ Buying Needs
- Easy ways to qualify your prospects – avoid effort wastage
- How to probe for problems and magnify them for call to action
- Make it real and assume the close
  
Module 8. How to Present ,Convince and Persuade Effectively
- What are the barriers to effective mutual understanding
- The effective process of persuasion
- Understanding different personality
- How to manage each personality
- Apply Persuasion Skills

Module 9. How to Close The Sales
- Easy ways to close the sales
- How to identify the buying signals-physical and mental
- How to apply the closing strategies

Module 10. How to Handle Objection
- What are the causes of objection
- How to turn objection into solution
- Apply L.A.C.P.A to handle objections

Module 11. How to understand customer’s personality
- What is personality
- There are 4 types of personality
- How to identify the behaviours of each personalit

Module 12. How to Touch the Hot Button of Each Personality
- What are the motivation of eah personality
- How to stir the emotion of each personality
- How to lead the clients to buy

Methodology:
This training will be delivered through:
- Lecture
- Case studies
- Role-play
Who Must Attend:
All Sales Professional
Investment Fees:
RM1,908.00 (Including 6.00% Service Tax) per participant (Standard Fee)
RM1,590.00 (Including 6.00% Service Tax) per participant (Early Bird Fee, register by 08 July 2019)

Group incentive: Register 3 participants from the same organization, the 4th participant is FREE. (Buy 3 Get 1 Free)
Registration:
There are 3 methods to register for this training:
  1. Kindly click here for online registration. Register Now.
  2. Kindly download this registration form, and fill up all the particulars. Please fax back to +6-03-6270-9993. Click here to download Registration Form (177KB).
  3. Call us to register. Tel: +6-03-6270-9883.
Notes:
This Training Programme is SBL Claimable *Subject to PSMB conditions.

Pembangunan Sumber Manusia Berhad (PSMB)We Are An Approved Training Provider Under SBL Scheme With Pembangunan Sumber Manusia Berhad (PSMB/HRDF)