G K Lim's How To Sell Successfully To Corporate Customers

Training Provided by Human Resources Services Selling needn't be a series of lucky coincidences -- it can be an exact science. Thanks to up-to-date, tested, refined, evaluated, proven, validated, highly-praised and widely-taught American sales technologies, any sales person can consistently bring in repeat sales from the same customer. This program presents the best of both worlds -- aggressive, results-oriented, free-wheeling American sales formulae, processes and strategies, repackaged to suit the Asian psyche and to meet the current challenging Asian sales environment. Participants will learn how to . -Sell by solving customer's problems -Be solution-centric, not product-centric -Apply the Customer-Centric Solution-Selling Model -Use the Symptoms-Problems-Causes-Implications Analyzer -Effectively block objections and stalls -Build up a repertoire of success stories, testimonies, and references -Identify buying influences using the C. U.T. E. Model -Manage key accounts effectively, productively and profitably -Manage the sales process using project management principles -Effectively use the B2B Problem-Solving Solution-Selling Roadmap Visit: http://www. gklim. com

G K Lim's How To Sell Successfully To Corporate Customers Powerful prospecting strategies
It s not what you know, it s how you market yourself
Using The Law of 250 to attract prospects

Strategic selling -- basis of executive level professional selling
The irrefutably logical sales process
Turning business-to-business selling into a science

Buying influences involved in a complex sale
What a buying influence is
The C. U.T. E. model
Characteristics of the four buying influences

Introducing tactical selling
What tactical selling is
Role play -- You are now in front of a prospect / customer

Managing the sales process as a project
Introducing the C. U.T. E. instrument
Understanding psychological buying attitudes

The psychology of objections
In the first place, why do people give objections?
The various methods of responding to objections

Closing the sale
How to trial-close
Discussing the many closing techniques commonly used


Visit: http://www. gklim. com/ programs/ solution. html

About The Training Provider: Human Resources Services

More Training from Human Resources Services

• G K Lim's "Enhancing the leadership qualities of the sales manager"
• G K Lim's "Getting The Message Across"
• G K Lim's "How To Earn Other People s S.T.A.R. (Support, Trust, Admiration & Respect)" (in Kuala Lumpur
• G K Lim's "It's A Deal -- Effective Business Negotiation Skills"
• G K Lim's Customer Service Excellence Training (inhouse program)
• G K Lim's How To Lead Your Subordinates To Higher Productivity
• G K Lim's Key Account Management Program (an inhouse offering)
• G K Lim's Stress Management Program