How To Sell Successfully To Corporate Customers

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 How-To-Sell-Successfully-To-Corporate-Customers-HRDF-Trainings

Introduction

Those who know how to negotiate get the bigger piece of the pie. No exceptions.

Negotiating effectively is a subtle, unobtrusive professional skill. It has to be learnt just like any other skill. It directly influences corporate profitability. All company staff members SHOULD know how to negotiate. If you are not aware of negotiation principles, you are costing your company millions of dollars in lost opportunities.

Your prospects, customers, suppliers, partners and associates are applying negotiation principles and tactics on you right now, encouraging you to give them a bigger portion of your share of the pie — without your realizing it. Of course, you don’t realize it — because the basic premise of negotiating is that it is applied without the other side even remotely sensing it.

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • How to sell in a non-manipulative manner when the customer has no budget
  • The differences between being product centric and solution centric
  • Why people buy only what they want to buy, and when they are ready to buy
  • How to make prospects call you and say they want to buy from you
  • How to upgrade from “sales person” to “trusted advisor”
  • Why a benefit will only be a benefit if it benefits the customer
  • How customers go thru a buying process
  • Strategic selling — basis of executive level professional selling
  • How to turn business-to-business selling into a science and a project
  • The key players in a complex buying situation
  • The S.U.S.U. model
  • How to gain access to the key decision maker
  • How to help prospects see (and admit that they have) problems
  • How to tactically diagnose prospects’ problems that your products can solve
  • The tactical sales process — the pain-pleasure tactical selling model
  • The psychology of objections
  • How to analyze the JOHN HAMMOND objection busting strategy
  • How to deal with “price” objections
  • How to help customer reach the final decision

Who Should Attend

This course is designed for Sales Persons, Sales Managers, Marketing Managers. In short, your entire sales and marketing team

Methodology

This course requires audience participation techniques such as individual exercises, group exercises / discussions, peer-teaching activities, case studies, role plays, humor, kinesthetic exercises, super learning inducement / stress release exercises, subconscious-mind conditioning activities, music, and watching and discussing video clips

Module

  • SMALL GROUP DISCUSSION – CHALLENGES & PROBLEMS I FACE WHEN I SELL TO CORPORATE
  • HOW TO MAKE CUSTOMERS COME TO YOU RATHER THAN YOU GO LOOKING FOR THEM
  • HOW TO BRAND YOURSELF AS AN EXPERT IN YOUR INDUSTRY
  • ONE SURE WAY TO STOP BUSINESS FROM SLIPPING THRU YOUR FINGERS
  • HOW TO SELL IN THE CURRENT DOWNTURN WHEN CUSTOMERS HAVE NO BUDGET
  • DO WHAT OTHER SALES PEOPLE DON’T DO — INCREASE SALES PRODUCTIVITY BY SOLVING PROBLEM
  • INTRODUCING CUSTOMER-CENTRIC PROBLEM-SOLVING SOLUTION SELLING
  • WHEN YOU ARE IN FRONT OF THE CUSTOMER — THE F2F (FACE-TO-FACE) TACTICAL SALES
  • THE PSYCHOLOGY OF OBJECTIONS
  • HELPING CUSTOMER REACH THE DECISION
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Fee: RM 1,000 per pax


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Duration: 2 Days


Note: In-house course is available. Request it HERE

 How-To-Sell-Successfully-To-Corporate-Customers-HRDF-Trainings

Introduction

Those who know how to negotiate get the bigger piece of the pie. No exceptions.

Negotiating effectively is a subtle, unobtrusive professional skill. It has to be learnt just like any other skill. It directly influences corporate profitability. All company staff members SHOULD know how to negotiate. If you are not aware of negotiation principles, you are costing your company millions of dollars in lost opportunities.

Your prospects, customers, suppliers, partners and associates are applying negotiation principles and tactics on you right now, encouraging you to give them a bigger portion of your share of the pie — without your realizing it. Of course, you don’t realize it — because the basic premise of negotiating is that it is applied without the other side even remotely sensing it.

How Will You Benefit

Upon completion of this programme, the participants will be able to :

  • How to sell in a non-manipulative manner when the customer has no budget
  • The differences between being product centric and solution centric
  • Why people buy only what they want to buy, and when they are ready to buy
  • How to make prospects call you and say they want to buy from you
  • How to upgrade from “sales person” to “trusted advisor”
  • Why a benefit will only be a benefit if it benefits the customer
  • How customers go thru a buying process
  • Strategic selling — basis of executive level professional selling
  • How to turn business-to-business selling into a science and a project
  • The key players in a complex buying situation
  • The S.U.S.U. model
  • How to gain access to the key decision maker
  • How to help prospects see (and admit that they have) problems
  • How to tactically diagnose prospects’ problems that your products can solve
  • The tactical sales process — the pain-pleasure tactical selling model
  • The psychology of objections
  • How to analyze the JOHN HAMMOND objection busting strategy
  • How to deal with “price” objections
  • How to help customer reach the final decision

Who Should Attend

This course is designed for Sales Persons, Sales Managers, Marketing Managers. In short, your entire sales and marketing team

Methodology

This course requires audience participation techniques such as individual exercises, group exercises / discussions, peer-teaching activities, case studies, role plays, humor, kinesthetic exercises, super learning inducement / stress release exercises, subconscious-mind conditioning activities, music, and watching and discussing video clips

Module

  • SMALL GROUP DISCUSSION – CHALLENGES & PROBLEMS I FACE WHEN I SELL TO CORPORATE
  • HOW TO MAKE CUSTOMERS COME TO YOU RATHER THAN YOU GO LOOKING FOR THEM
  • HOW TO BRAND YOURSELF AS AN EXPERT IN YOUR INDUSTRY
  • ONE SURE WAY TO STOP BUSINESS FROM SLIPPING THRU YOUR FINGERS
  • HOW TO SELL IN THE CURRENT DOWNTURN WHEN CUSTOMERS HAVE NO BUDGET
  • DO WHAT OTHER SALES PEOPLE DON’T DO — INCREASE SALES PRODUCTIVITY BY SOLVING PROBLEM
  • INTRODUCING CUSTOMER-CENTRIC PROBLEM-SOLVING SOLUTION SELLING
  • WHEN YOU ARE IN FRONT OF THE CUSTOMER — THE F2F (FACE-TO-FACE) TACTICAL SALES
  • THE PSYCHOLOGY OF OBJECTIONS
  • HELPING CUSTOMER REACH THE DECISION

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Lim Geak Kuang

Biodata: Lim Geak Kuang is a training consultant in the areas of Consultative / Solution-Centric Selling Skills, key Account Management, Persuasion and Influencing Skills, Managerial Excellence, negotiation skills, strengths-based talent management, 360-degree collaborative leadership skills for managers, C.A.S.T (Conflict, Anger, Stress, Time) management and mind or intuition enhancement skills. He is an NLP Practitioner, a Silva Mind Control Facilitator, the founding member of International Association of Coaches, a Jim Rohn International Affiliate and a Fellow of the Institute of Sales and Marketing Management. Lim is also a certified e-Business Associate (EC-Council), Herrmann Brain Dominance Instructor, Competency-Based Training & Education Instructor as well as an approved CMSI Sales Personnel Certification Advisor and Instructor.

Stanley Cham Chai Soon

Biodata: Stanley Cham Chai Soon is a passionate consultative trainer, wellness coach and value- based motivator who tackles a lot of subject matters during his workshop sessions and training programs. He holds a Master's degree in Business Administration and is an esteemed member in respectable institution, such as the Registered Financial Planner, International Management Centers Association and the University of Action Learning. Stanley's experience in the accounting field enhanced his skills and understanding on various subject matters, like Team Synergy, Corporate Responsibility, Sales Motivation, Leadership and Attitudinal Change. After holding management positions in the past, he has adequate background on Managerial and Supervisory and shares it through high- touched training skills. His unique proposition in Organizational Effectiveness makes him an in- demand speaker among many corporate organizations.

 

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