OXCEL Training: Successful Selling Skills - 8-9 December 2011

SPECIAL TRAINING SEMINAR

“SUCCESSFUL SELLING SKILLS”

 

Course Title         Language of Instruction Venue Duration Date Time Admission Fee  Free Group booking OXCE Members

: SUCCESSFUL SELLING SKILLS : English with Khmer Translation and Explanation. : Hotel (to be confirmed) : 2 Days (16 Hours) : Thursday 8th & Friday 9th December 2011 : 08:30 – 17:30 : USD190.00 booking before 2nd Dcember 2011   (after that the investment cost will be $220 per participant)    : Coffee Breaks, Lunch, Training Materials and    Certificate of Attendance from OXCEL. : 5 persons will get one free.  : Will get 20% discount (from $220) until 2nd Dec 2011.

For more information/ registration, please feel free to contact us.
OXCEL (CAMBODIA) CO., LTD

No. 74, Street No.360, Sangkat Boeung Keng Kang III, Khan Chamkarmorn,Mobile Phone:  015-757575/012-225252/010666697 | 023-987545| 023-994255 | E-mail: info@oxcelcambodia.com | Website: www.oxcelcambodia.com |  F: www.facebook.com/oxcelcambodia  

OXCEL SPECIAL ADVANCED TRAINING SEMINAR

“SUCCESSFUL SELLING SKILL”

Companies today are struggling to find the one thing that matters in today’s competitive marketplace. Price?... Quality?...Innovative product features?....

THE ANSWER: THE STRONG SALESPERSON

Who Should Attend This Course?

This course is designed for all individuals who want to learn, develop and upgrade their successful selling skills and those who want to refresh it.

-          Sales Representatives and Executive,

-          Sales Supervisors,

-          Sales and Marketing Managers.

-          Entrepreneurs,

-          Business Owners.

-          Individual would like to learn this skill. 

Why Attend This Training Course?

- Understanding the principle of successful selling.

- Developing a positive attitude and success mind.

- Developing health self-esteem and fighting fears.

- Developing an effective selling skill in Business-to-Consumers (B2C) and Business-to-Business   

  (B2B).

- Understanding the difference between selling and marketing.

- Developing an effective people and people reading skills.

- Understanding the sales target and goal-setting.

- Understanding how to master the prospects (or identify the target customers).

- Understanding how to identify the right decision makers in B2B.

- Developing an effective sales presentation.

- Understanding how to handle customers’ objections.

- Understand the selling process through the USP (Unique Selling Point).

- How to close more sales and follow up.

- Knowing how to win new customers and keep the existing customers.

- Increasing more sales and interpersonal relationship with the clients.

- Understanding the ten selling rules.

Training Objectives:

By the end of this training, the participants will learn:

- how to develop strong successful selling skills.

- how to meet the sales target and increase more sales.

- how to become a great successful salesperson.

- how to develop a great interpersonal relationship and

  effective people skill.

- how to talk and meet the right decision makers in B2B.

- how to sell in B2C and B2B.

- how to change to the positive attitude and success mind.

- how to handle all sales objections.

- how to develop self-motivation and work independently.

- the ten selling rules.

Course Outline:

Day 1:

Attitude and Success Mindset (Module 1 and Module 2)

• Developing positive attitude and success mindset. 
• Understanding the whole salesperson successful factors:

a) attitude,

b) People reading skills,

c) Product Knowledge,

    d) Effective Selling Skills (prospecting, sales presentation, handle objections, closing and follow up, records and service). 

• Understanding the ten selling rules. 
• Understanding on how to control the winning attitude. 
• Understanding self-image, conditioning and high productivity. 
• Learning how to set a goal. (Goal-setting or targets). 
• Sales Motivation every day. 
• Understanding why a salesperson failed?.
• The 20 qualities are generally found in successful salespersons.
• From fails to success. 
• Time management in sales. 
• Understanding the Maslow’s hierarchy of needs and comparing their products to each need. 
• Do I manage my area effectively? 
• Principle of Successful Selling.

Master Prospector (Module 3)

• How does the prospect see you? 
• Identify the right prospect and not suspect. What is the difference between prospect and suspect? 
• Understand how to develop the right questions. 
• Understanding the market analysis. 
• Centers of influence. 

Sales Presentation (Module 4)

• Understanding the four stages of prospect’s psychology. 
• Understanding the people wants and desires and the 25 reasons why people buy. 
• Understanding the different between features and benefits.
• How to develop a good sales presentation. 
• Some irritating habits to avoid.

Practical Movie.

Day 2:

Handling Objections (Module 5)

• What is the solution? 
• The role of sales questions. (Objections).

Negotiations (Module 6)

• Trade Off 
• Developing effective people skill.

Close the Sales (Module 7).

• Understanding how to close a sale.

Follow Up After Sales (Module 8).

• Understanding the importance of a follow-up.
• After sales services.

Selling in B2C and B2B (Module 9)

• Selling in B2C
• Selling in B2B 
• Preparation and Planning.

Practical Movie.

Training Methodology:

 -      Lecture and presentation.

-      Group discussion and sharing experiences.

-      Case studies.

-      Role play.

-      Games.

-      Videos.

TRAINER’S PROFILE: Mr. Sarana SAN

OXCEL CERTIFIED TRAINER

Mr. Sarana San got the scholarship from the French government to pursue his MBA in International Business at School of Management at the Asian Institute of Technology, AIT Bangkok, Thailand in 1996 and received a certified MBA from  the Oxford Centre For Leadership, UK in 2007. He has also attended many short course trainings such as Commercial Development at Canadian Foreign Service Institute in Ottawa, Canada, and other leadership trainings in various Canadian cities such as (Toronto, Vancouver, Calgary) and other countries – Singapore, Malaysia, Indonesia, Vietnam and London, UK.

With 16 years of working experiences in various positions with national and multi-national companies, he brought along with him various management and leadership skills. His business background with Royal Investment and Trust Co Ltd (Malaysia-Cambodia JV) and Emperor International Bank Co Ltd (Hong Kong) in marketing and sales department and managing retail gas stations in nationwide for Shell Oil Company of Cambodia Co Ltd (Multi-national company) and then moved to serve as the former Canadian Trade Commissioner at the Canadian Embassy (Canadian Government Staff). He’s currently running his own companies and serving as:

• The country director of OXCEL (Cambodia) Co., Ltd.
• The managing director of PPT Inter Trade Co., Ltd (Import Export business). 
• The director of Orange Drinks Supply (ODS).
• The president of LKN (Cambodia) Co., Ltd providing the consulting services to students and parents who would like to pursue their higher education abroad in USA, Canada, UK, Australia, New Zealand, Switzerland, Ireland, China, Singapore and Malaysia. 
• And a certified trainer of The Oxford Centre for Leadership (OXCEL). Mr. Sarana helped and equipped a lot of Cambodian nationals with knowledge & capacity building through his training courses.