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Improving Results Through Solution Selling

The ONE DAY seminar which will 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.

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

Agenda

Session One:

  • Introduction & Expectations
  • Building a foundation - know your products market & 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
The Facilitator

Sidney Yuen

Sidney has more than 20 years of experience in the areas of management consultancy and benchmarking. He is the Chairman & CEO of HBC Limited, 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.

Venue & Fees

Date/Time: October 5, 2006, 9.00 am - 5.00 pm
Venue: The Royal Pacific Hotel, TST
Fees: HK$1,800 (if register before 7 Sept, 2006)
HK$2,200 (Standard)
Lunch, refreshment & training materials included