05/08/2013
Cambodia Japan Win Win Partners Co., Ltd
Upcoming Training Event
[ 2 Day International Training Seminar : "Professional Selling Skills" on 24-25 August 2013 conducted by Toshio Yamamoto, Professional Trainer & Expert from Japan]
------------------------------------------------
Workshop for Developing “ Professional Selling Skills”
for Building-up Win Win Customer Relationship,
More Sales and More Profit
By Mr. Toshio YAMAMOTO
_____________________
Introduction
The objective of this workshop is to help the participants understand the principles of professional selling mind, knowledge and skills. The ability to sell professionally has been a much sought-after and essential skill in the modern organizations and the commercial world. This is especially so in the context of professional organizations where it utilizes its salespeople to reach out to prospective buyers or customers. People-to-people interaction is thus a vital factor to fulfil the organization’s objectives; however, difficulties may occur during communication and the sales process. Developing selling skills will give the salespeople much more confidence and higher productivity because they can communicate clearly and convince well, selling the respective products and services. As such, the utilization of the Dynamic Selling Process becomes a powerful advantage for effective selling as well as professionals.
Success in selling rests on doing the right things at the right way and timing rather than some elusive knack or talent. Professional selling competency can be learnt like any other set of skills and habits. Professional Sales Career teaches the habits and practices of top professional salespeople through optimized sales training or coaching methods. Take this course for a shortcut to success.
The sales techniques and selling ideas here have all been effective at some stage. Many are still widely used. Think about what you are selling, the market that you're selling into, the people you meet in the selling process, and use what will help you sell better. If you are managing sales people, the best results generally come if you allow sales people to work to their strengths; in a way that is natural to them.
Program Objectives (Benefits):
Developing B2B (Business To Business) Professional Solution Selling Skill for:
- Developing Customer Value & Satisfaction
- Gaining Orders
- Developing New customer & Repeat customer
- Developing Customer Relationship
Program Contents
[ Ten Steps of Selling Activity and Selling Skill ]
Day 1
[0]- Marketing Basic Concept
1-Marketing basic concept
2-The marketing role for business performance
3-CRM(Customer Relationship Management) is Key to Success
[1]- Qualification of Professional Sales Person
1-Salesmanship
2-Customer communication skill
3-Selling skill
4-Product knowledge
5-Market knowledge
[2]- Setting the Sales Goals and Targets
1-Goal (sales goal, profit goal, market share goal, customer development goal)
2-Sales policy
3-Process targets by (product, market, area, channel, period)
[3]- Exploring and Selecting Prospective customers
1-Prioritizing market and customer
2-Exploring and selecting prospective customer
[4]- Preparing for Visiting Client & Sales Negotiation
1-Planning customer visiting program and schedule
2-Understanding customer, competitor and company
3-Preparing for presentation and negotiation
[5]- Approaching
1-Sell salesperson Rapport)
2-Introduction of company and product
3-Checking customer relation with competitors
Day 2
[6]- Exploring Customer Needs
1-Five steps of exploring customer needs
[7]- Making Presentation (Recommending the product)
1-Making proposal of business solution
2-Timing of recommending product
3-Making presentation of service
[8]- Responding to Objection
1-Negative factors of purchasing
2-Response for objection
3-Way of response talk
[9]- Closing
1-Preconditions for successful closing
2-Methods of closing
[10]- Follow-up
1-Serving customer to support
2-Solving claims and complaints
3-Communicating with customer to build up intimate human relationship
4-Confirming customer satisfaction and listening to customer needs and expectation
1-Role play of seller and buyer
2-Checklist of selling skill level
How to Develop the Professional Selling Skill to Gain the Customer Satisfaction and Orders
Marketing Basic Concept
- What are the roles of marketing and sales to achieve the business performance?
Qualification of Professional Sales Person
- What are the qualification of professional salesman to keep realizing the sales increase through customer satisfaction
Setting the sales goals and targets
- How to set effectively and practically the sales goals and targets
♥> Exploring and Selecting Prospective customers
- How to find the prospective customer
Preparing for Visiting Client & Sales Negotiation
- How to prepare effectively the sales talk and response talk for the sales negotiation before visiting the clients
Approaching
- How to visit and talk clients attractively
Exploring Customer Needs
- How to find effectively the customer’s needs, wants and dissatisfaction
Making Presentation (Recommending the product)
- How to make effectively a presentation of product and service and checklist for presentation
Responding to Objection
- How to respond effectively to the customer’s negative attitude on dissatisfaction, distrust, objection and refusal
Closing
- How to close effectively the sales negotiation
Following-up Service and Communication
- How to follow up customer after sales in order to build up the mutual trusting relationship
Target Participants
Who should attend: This course is designed for
- Sales Directors,
- Sales Managers,
- Marketing Managers,
- Sales Supervisors,
- Customer Service Managers,
- General Managers,
- Businessmen /Business Owners,
- Business Development Professionals,
- Entrepreneurs, Sales Leaders,
- Sales Professionals,
- Sales and Marketing Executives,
- Sales Reps and anyone who needs to sell directly/indirectly to get archive bottom-line results or for those who want to refresh their selling skills.
It is suitable for participants from any segment of the consumer, business, industrial or service industry.
-----------------------------------------
Trainer's Profile - Toshio Yamamoto
Mr. Toshio Yamamoto is a Japanese expert consultant and a professional master trainer of business, sales and marketing. He had spent his 38 years as sales and marketing manager and director for Panasonic company and oversea company, such as in Japan, Kenya, Tanzania, Saudi Arabia, East Africa and Asia. He is also a global sales/marketing trainer of Panasonic, holding 300 time sales and marketing seminars for 50 oversea companies with 9,000 participants within 30 nations.
Mr. Yamamoto is a sales and marketing lecturer of practical business management. He has been recognized as a expert of sales and marketing management by Japan International Cooperation Agency (JICA). As an expertise consultant for JICA, he’s delivered his training programs at Kyrgyz Japan Center, Kyrgyz National University, Cambodia Japan Cooperation Center, Osh University, Kazakhstan Japan Center, Paraguay Industrial Association, Laos Japan Center, Ukraine Japan Center, Vietnam Japan Center and Laos Japan Institute.
Mr. Yamamoto has also played a vital role as a business, sales and marketing expert/consultant for European Bank for Reconstruction & Development (EBRD). For his terms with EBRD, he’s delivered his training courses to the various firms in Kazakhstan Uzbekistan and Mongolia.
Mr. Yamamoto was also a trainer and consultant with Win Win Partners in Japan for global sales/marketing seminars, consulting and trainings. Through his practical and extensive experiences of a global professional certified trainer of business, sales and marketing management, Mr. Yamamoto has conducted a lot of training programs/seminars and trained thousands of people in more than 30 countries around the world.
Mr. Yamamoto is currently working as a business and sales/marketing consultant with some companies in Cambodia and as a consultant & trainer and president of his own company, Cambodia Japan Win Win Partners Co., Ltd (CJ Win Win Partners).
___________________________________________
