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Authentic and Practical Selling: Maximizing Opportunities in the New Selling Environment

October 28, 2020 @ 9:00 am - October 29, 2020 @ 4:30 pm

Why join the workshop?

Selling is no longer just about closing the deal. It isn’t about checking a box and moving along to meet a sales quota. With stiff competition, salespeople nowadays must consider every aspect of the business, shifting from a purely tactical focus to developing an overall strategy that will produce sustained success.

Objectives:

  • Develop resilience to keep moving forward in achieving sales goals

  • Spot opportunities to maximize in the new selling environment.

  • Revisit or refine selling techniques & approaches to improve selling effectiveness

Outline:

  • Positive Thinking

  • Context (VUCA)

  • Clarifying your goals

  • Overcoming limiting beliefs

  • Unhelpful thinking style

  • Focus on “want goal” and “can control”

  • What has changed?

  • Customer engagement

  • Customer behavior change due to Covid19

  • Walking in the shoes of the customer (think, feel, do)

  • External & internal changes (market, competition, internal capabilities)

  • Competitive Selling

  • Customer service vs selling

  • Principles of selling

  • Sales process

  • Needs identification process – how to ask the right questions

  • Positioning your product & communicating it’s value proposition

  • Prospecting & Closing the Sale

  • Best practices in prospecting

  • How to overcome sales objection

  • Negotiation tactics

  • Closing with confidence

  • Sales management approach (start, continue, stop)

Methodology:

  • The program will be live/synchronous. The resource person will be speaking real-time (not recorded) to the participants discussing topics, facilitating activities for engagement and answering questions for clarity. Each session will have breaks every 45 minutes to 1 hour. 
  • The program will also have an output as proof of learning. 
  • Class size will be limited to a maximum of 20 participants so concerns of each participant can easily be addressed.

Who should attend:

The course will be beneficial to account executives, sales agents, professional medical representatives, telemarketers and anyone who is learning the skill of selling. Entrepreneurs and those in the field of marketing and operations will also benefit from this course.

Program Schedule:

Day 1

9:00am-11:30am

2:00pm-4:30pm

Day 2

9:00am – 12:00nn

Introductory Rate:

Php 4,480 (Php 4,000 plus 12% VAT)

Details

Start:
October 28, 2020 @ 9:00 am
End:
October 29, 2020 @ 4:30 pm
Event Category:

Organizer

Jeff Chua
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INQUIRER ACADEMY

2nd floor, Inquirer Academy Building
cor. Ponte St., 4168 Chino Roces Ave, Makati, 1204 Metro Manila
+63 945 215 8935 / (02) 8834-1557 / 8771-2715

GET UPDATES

Be one of the first to learn about our upcoming courses. Subscribe now!

INQUIRER ACADEMY

2nd floor, Inquirer Academy Building
cor. Ponte St., 4168 Chino Roces Ave, Makati, 1204 Metro Manila
+63 945 215 8935 / (02) 8834-1557 / 8771-2715