Due to the current competitive climate, many businesses are much dependant on their sales teams to generate the revenue needed to sustain and keep the business viable. Sales persons, in competing with their competitors and as well as in having to meet their targets & quotas are trying harder to "sell" their product offerings to prospective customers. A fundamental flaw in most sales people is that they tend to tell the customer everything that they want the customer to know. But, is that what the customer really wants to hear?

In this informative & interesting 1-day workshop, participants will discover tried, tested & proven methods in presenting professionally to prospective customers that will differentiate them & their competitors and most importantly, to be able to win that sale.

Objective

At the end of this workshop, participants will:

• Learn to "think out of box"
• Understand the definition of Sales
• Learn what are the principles of effective selling
• Discover the fundamental selling skills
• Know the different listening levels
• Learn the art of asking high gain questions
• Learn how to manage & handle objections
• Know how to differentiate between features and benefits
• Learn how to deliver an effective presentation, following-up with the prospective customer as well as in handling delays

Outline

Who should attend

This enlightening & interesting workshop is strongly recommended & highly suitable for all sales persons (regardless of experience) who are required to present their product and or service offerings to prospective customers face-to-face or over the telephone. It is also suitable for those who’re not yet in sales but are considering going into the sales industry, or someone who’d like to pick up new skills & techniques in presenting to a prospective customer.

Methodology

This session includes group discussions, personal reflections, videos & role-plays.

Gregory Chua's Profile

Gregory is a very dynamic and entertaining trainer/speaker. With more than 20 years in direct sales, he brings with him a wealth of experience in the field of personal selling - from telephone prospecting techniques to face-to-face selling skills that garner results.

Gaining his experience from marketing office security and medical equipment, Gregory spent 13 years in a local leading business and credit information service provider.

As a Senior Account Manager, he was tasked with marketing the group's services ranging from business/credit information to debt recovery and account receivables management. Besides holding the highest sales record in the company & being responsible for growing the customer portfolio, he also provided regular training sessions to the sales team on the professional & finer art of selling as well as debt recovery techniques to collection officers in the group of companies.

Apart from being the official in-house trainer, Gregory has also conducted many external seminars and workshops to participants from the Government ministries and statutory boards, Multi-National Corporations as well as Small & Medium-sized Enterprises. Some of these include Ernst & Young, BP Singapore, ExxonMobil Asia Pacific, NTUC Income, Hong Leong Asia, Hong Leong Finance, Singapura Finance, Epson Singapore, Chubb Singapore, Tuas Power, Societe Generale, Gleneagles Hospital, National Cancer Centre, National Heart Centre, National University Hospital, J.V. Fitness (California Fitness Centre), Starhub Ltd, Pacific Internet, Tenet Insurance, QBE Insurance (Intl), Maybank, OCBC Bank, HSBC, RHB Bank, ECICS Ltd, Cycle & Carriage Industries & many others.

Gregory was also a trainer for the Singapore Association of Credit Management (SACM) on the certification program "Collections Best Practice."

Gregory believes in the principle of giving only the best of oneself & never shortchanging the company & customers. His motto: "Where knowledge is.....your greatest asset"