Course Code: CPD0652/2021
Category
GPM: General and Professional Matters
OSH: Occupational Safety and Health
OTM: Environment, Information Technology, Quality and Other Technical Matters not directly related to a Trainee's own discipline
FREE: Free Course
Course Name
Consultative Selling and Negotiation Skill
Category
GPM
Date
21 - 22 June 2021 (Mon -Tue)
Time
9:15am - 5:15pm
Organized by
STEP Coaching & Consulting Limited
Speaker
Mr. Stephen Lam (CEng MIET, NLP Practitioner, Coach)
Venue
2/F, Nathan Tower, 518-520 Nathan Road, Yaumatei.
Fee
HK$3,000 (HK$2,600 for HKIE member)
Introduction

Consultative selling is an important skill to generate business in a highly competitive environment. This workshop aims to provide the participants with the knowledge on consultative selling skills. In addition, this workshop provides a framework of how sales negotiation should be conducted and the relevant skills that one needs to possess with the goal to close the deal. On completion, this course can raise participants’ confidence in dealing with difficult customers and tough project situations.

Objectives
  • To understand consultative selling and negotiation skills
  • To know how to handle resistance to close the deal
  • To apply these skills in daily selling
Contents
  • Consultative Selling Framework
  • Preparing for the sales call
  • Probing for Clients’ need
  • Communication and influencing Skill
  • Different types of negotiation strategies
  • Negotiation tactics
  • Handling objections and resistance
  • Resolution of negotiation deadlock
  • Closing the deal
Language

Cantonese with English terminology

Registration

Please complete and return the standard reply form together with a crossed cheque made payable to “STEP Coaching & Consulting Limited” for the attention of  Mr Stephen Lam

Enquiry

Mr. Stephen Lam, Tel: 60488001  

Email: cpd@step-coaching.com.hk at www.step-coaching.com.hk

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