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Consultative Selling Workshop

This one day skill based workshop is designed to help Technical Sales Professionals to become solution consultants. It will provide an experience in developing an understanding of the systemic nature of a client problem and designing and communicating an effective solution to that problem to the client.

By the end of this workshop, participants should be able to:

  • Take a broader prospective to client problems
  • Apply appropriate consultative skills to solve client problems
  • Reflect on their current ability to build a personal sales plan
  • Sell value, build relationship and strengthen trust every interaction with their clients
Agenda:
  • Introduction and expectations
  • Building a foundation - know your products, market and buyers
  • Planning your strategy and tactics and establishing a sales plan
  • Key selling competencies
  • Process of identifying prospects and stakeholder analsysis
  • Lead qualification
  • Building a compelling business case
  • Pre-proposal review
  • Follow up strategies
  • External marketing technique - the power of leveraging
  • Holding a sales review meeting

The workshop is interactive and practical in nature. We draw from our many years of experience in research on best practices and consulting projects with clients. We will use case studies, client’s materials and integrate them into skill practices.

The Facilitator:

Sidney Yuen

Sidney Yuen has more than 30 years of experience in the areas of sales and marketing. A change agent and a facilitator, Sidney has consulted with numerous clients turn their technical engineers into consultants. More recently, he has helped a US multi-national company establish its consultative sales framework.

Sidney led a sales team to achieve revenues of over US$10M per year and his experience spans across Asia Pacific mainly in the Telecom and financial service sectors. He is Chairman of the International Outsourcing Professionals (HK) and HK Call Centre Association’s Awards. He was Head of Consultancy services at Convergys Corporation, Asia Pacific and a practice leader at Andersen Business Consulting. Prior to his consulting career, Sidney was head of Operation at American Express and head of training at BAT and the Swire Group.

Venue & Fees

Date/Time:

17 June, 2010, 9.00 am - 5.00 pm

Venue: Prince Marco Polo Hotel, Tsim Sha Tsui, H.K
Fees:

HK$3,000 / Early Bird (if register before 3 June, 2010)
HK$3,400 / Standard

note: Lunch, refreshment & Participant manual included

Please refer to our website for cancellation policy and registration terms and conditions. www.hbc.hk