PROFESSIONAL SELLING SKILLS

Confidence in selling comes from understanding the product, the customer and the ‘sales process’. This 2 day training course is designed to provide the salesperson with the key skills and competencies required to become effective relationship builders and to be able to achieve consistently high sales results. This course includes several individual and group activities designed to help participants practice their selling skills.

Designed for:

Sales people, client service personnel, account managers and other individuals who need to gain sales commitments from clients.

Date: 10 & 11 - October 2019 (2 days)
Location: Harmony Saigon Hotel
Trainer: Nguyen Huu Thanh (Mr.)
Training fee: 5,400,000
Language: Vietnamese

Learning Objectives:

• Identify the key stages in the sales process 
• Qualify a customer and an opportunity 
• Match the product to the need in terms that meet the customer’s technical and personal buying criteria 
• Use effective questioning techniques to assess buyer needs, while building customer commitment towards buying 
• Handle objections with confidence 

Course Content:

1. The developing role of the sales person

• Understanding the most important personal characteristics for a salesperson

2. Initial sales calls

• Opening Statements
• Approach methods

3. Key steps in selling

• The 7 Step Selling Cycle
• understanding consumer wants and needs
• recommending solution/s or option/s
• clearly explaining benefits
• relationships to needs
• confirming that the solution and benefits address needs

4. Assessing and qualifying the customer need

• Identifying Customer’s Needs
• Summarising Needs

5. Questioning techniques

• Recognising different types of questions
• Technique for asking and answering questions
• Purposeful Questioning
• Styles of Influence

6. Listening skills

• What is active listening
• Techniques to improve active listening
• Checking and demonstrating understanding
• Individual and group demonstration

7. Matching the customer need

• Cost / benefit solutions

8. The presentation of the product

• Understanding the characteristics of effective presenters and presentations
• Developing strong communication skills-platform skills
• Structuring a presentation-introduction, main body and conclusion

• Using the most appropriate language in presentations

• Using effective visual aids in a presentation

9. Objection handling

• Effective Response Methods

​10. Listening skills

• Obtaining Commitment
• Basic techniques for closing the sale

About our trainer:

Mr Thanh has over 20 years experience in training, leadership and management, coaching and mentoring and quality assurance.

He is currently the Deputy General Manager of Quality Assurance at Vietnam Airlines. One of his roles at Vietnam Airlines is to deliver training programmes to numerous departments and staff to develop the organisation’s human resources.

In addition to his work experience at Vietnam Airlines, he has delivered many training workshops to a variety of clients. Furthermore, he was a certified trainer at Dale Carnegie Vietnam and delivered many in-company training programmes to a variety of clients.

His training and coaching style combines professionalism, passion, high level of energy and enthusiasm, humour, and sincere care. He has a heart, devotion and aspiration to grow people, which make him a very accountable, encouraging, patient and persistent trainer.