Black Belt Selling Techniques

Duration: 2 days

Program Outline

Selling today is different from years past. So many of the old selling "tactics" bothering on manipulation and soft cohesion simply no longer work. Customers now have more and better choices. They are better educated and better informed. They are more demanding. They know how to extract maximum value and are doing their job. What about our sales team? How are we closing our deals? Are we adding value or dropping price? Are we still selling the old fashion way or helping the customers buy?

Black Belt Selling Techniques Intensive is a two-day practice oriented skill based training workshop designed to put the participants through the rigor of selling in a highly competitive and possibly undifferentiated environment. It is built on the reality that "people love to buy but hate to be sold". The workshop will equip the participants with the critical mindset and essential skills to make a real difference and impact in the world of selling.

Benefits

After attending this program, you will be able to...

  • Gain deep insights on why & how customers buy.
  • Begin to reshape your selling strategies to be in sync with the purchasing strategies of your customers.
  • Actively use & apply N.L.P. based methods to quickly & effectively build and enhance rapport.
  • Ask hard questions in a soft way to not only uncover customers wants & needs but also the dominant buying motives.
  • Define the true value of your offerings seem from the customer point of view.
  • Confidently present the Unique Selling Proposition of your product/service offerings & effectively defend your price premium.
  • Systematically & effectively handle sales objections including price objections
  • Fill your tool kit with a repertoire of soft as well as hard closing techniques to increase your closing success ratio.
  • Quickly identify the customer personality type & tailor your communication strategy to match. Nurture & build a solid bankable relationship with your customers that transcends price.
  • Re-define the way you engage your customers - from selling to helping him/her buy.
  • Become a true sales champion - one whom the customers welcome, enjoy meeting & love giving business to.
  • For those who put the techniques to work - watch the sales revenue, market share, company profit & consequently, the income soar.
  • For those aspiring to make it to the top in the world of selling - you will learn everything you need to know to get to the top.

Workshop Contents

Understanding Customer Buying Concept

Customers buy for their own self-serving reasons. Understanding why they buy what they buy and how they buy will open the doors for value selling.

The First Key To Success – The Power of Bankable Relationship

Everything rises and falls with relationship. In this segment, participants will learn how to build, nurture and use the power of positive relationship to maximize sales effectiveness. Superior rapport building skills, including the use of body language in communication, will be covered.

Look Harder – Probe Deeper

Using power probing techniques, participants will learn how to ask tough questions in a soft way and thereby probe deeply in search of real customer needs as well as business opportunities that may not be readily apparent.

Our Real Value Proposition

Knowing how our service offerings affect the customer’s business is the key to creating real value. Participants will learn how to connect our service offerings to customer’s buying concept (CBC). The role of price in buying decision will be highlighted and participants will understand and appreciate why price, although important, is not always ‘d’ most decisive factor. Participants will get an insight on how customers increase their value and what we must do in response - without unnecessarily slashing price, and destroying our bottom line.

Objections! Objections! Objections!

Using real objections from customers, participants will learn how to systematically and effectively handle sales objections including the much dreaded price objection. They will also learn how service failure and crisis can be exploited and turned from being sales killers to sales boosters.

The Art of Closing The Sale

Nothing happens until a sale is closed. In this segment, participants will take home ten closing techniques that are proven to be useful and relevant in the real world. They will also inculcate the mindset of ‘maxing’ outputs from each and every customer interaction.

Communicating Effectively With Different Customer Personality

No two customers are the same. In this segment, participants will learn how to identify their own unique personality and those of the customers. They will learn how to vary their communication style to more effectively “reach” the customer.

Methodology

We use competency based learning models and deploy a myriad of accelerated adult learning methods in our delivery including:

  • Group discussions
  • Skill-drills
  • Internalization exercises
  • Experiential games
  • Video Role Plays
  • Case studies drawn from the learners business context
  • Team-based application projects

We enable the participants to be totally immersed in the program and learn from the inside-out.

By the end of the intervention, the participants would be willing, able and ready for a change in thinking, feeling and actions.

About The Trainer: Yim Choong Chow

Experience:
  • 40 years corporate experience in Asia & Europe
  • Last position: Managing Director of International Shipping Co in Singapore with annual turnover of US$500 milion
  • Training, facilitating, coaching & consulting since 2001
Professional Qualifications
  • Certified Performance Coach
  • Official Certified Partner - The Predictive Index
  • ACE of Sales
  • HRDF Approved Trainer
  • Consultant – Singapore National Productivity Board
  • Author of seven (7) books