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Improving Result Through Solution Selling


Who Should Attend?

Executives involved in Sales/Marketing, Sales Engineers, Training Managers or those who want to improve sales results that will exceed customer expectations and sales goals

Your Facilitator
Sidney Yuen has more than 20 years of experience in the areas of management consultancy and benchmarking. He is the Chairman of the Hong Kong Benchmarking Clearinghouse, Hong Kong Call Centre Association and Hon. Secretary of the Hong Kong Management Consultancies Association. Sidney was past chairman of the HKMA Quality Award’s Board of Examiners, the Sales & Marketing Executives Club, Distinguished Salesperson Award (DSA) and the Institute of Training and Development. Prior to running his current position, Sidney was New Accounts Director at American Express and a Business Development Director at Andersen Business Consulting, Greater China. He has trained hundreds of sales professionals in telecommunications, financial services and technology industries.
Introduction

To help corporate sales team members to become solution consultants. The program will provide an experience in developing an understanding of the systemic nature of a client problems and designing and communicating an effective solution to the client.

The overall objective of the proposed training is to provide your sales professionals with the assistance that we believe is necessary to have them acquire a better skill-set to manage the ever increasing expectations of their customers. You want your team to project a professional and confident image, and have the commitment to achieve target.

Agenda
  • Session One:
    • Introduction & expectations
    • Building a foundation – know your products, market and buyers
    • Evolution of selling
    • Basic Principles
    • Key selling competencies
    • Develop your own personal pipeline sales plan
  • Session Two
    • Lead qualification
    • Pre-proposal review
    • Follow up strategies
    • Prepare sales presentation to target organization
  • Session Three
    • External marketing technique – the power of leveraging
    • Compete when you are faced with strong competition
    • Review selling challenges
    • Overall Review

Venue & Fees

Date/Time: Aug 30, 2005 (Tue) 9 am – 5 pm
Venue: Ballroom, Langham Hotel, 8 Peking Road, TST, Kln, Hong Kong.
Fee Structure: HK$1,760 (members of HBC/Group Discount)
(if registered before Aug 1, 05)
  HK$2,200 (Normal fee)
* lunch, refreshment and training material included