Effective Sales Preparation for Maximum Results - Being well prepared is the key to winning more sales orders!! 
Learn Practical Techniques to Successful Selling with Top Sales Guru, Andrew Soong ! Introduction Achieve Better Sales Results Through Better Preparation! Many sales people do not spent sufficient time preparing themselves for their sales call. They attend sales calls without having a good understanding of the objectives for the call. They do not ask the right questions to fully understand the needs and 'pain' of the customer. They are unprepared to handle objections. They do not know how to close the sale. This course is designed to help sales people increase sales effectiveness by learning how to systematically prepare for their sales calls. Course Objectives At the end of the course, learners will be able to: - Understand the concept of preparing for a sales call.
- Understand the different types of customers and why they buy.
- Understand the sales process and the types of sale.
- Understand the 'unique personal gain' of each actor in the sales drama.
- Understand the importance of looking for the 'pain points'.
- Customize the needs analysis questions to fully understand the needs (pain points) of the customer.
- Understand the importance of listening.
- Anticipate objections and how to handle and overcome them.
- Customize closing techniques to secure the order.
Course Outline - Customer profile - Why do customers buy?
- Types of Sale – Transactional and Complex sale.
- The Pre and Post Sales Process.
- Identifying the roles of the Actors in the Sales Drama.
- The makings of a Quality Sales Call.
- Developing a Plan for the Sales Call.
- Developing the Feature-Benefit preposition.
- Defining the Unique Selling Preposition from the competition.
- Effective questioning techniques to probe for needs (pain points).
- Formulating the needs analysis questions.
- Formulating the 'Elevator Pitch'.
- Effective listening skills - the difference between hearing and listening.
- Anticipating objections and how to handle and overcome them.
- Preparing effective closing techniques to secure the orders.
Training Methodology A highly interactive adult-focused program with plenty of real-life scenario discussions, sharing, role-plays, games, quizzes and questions/constructive feedback sessions. Note: Please bring your notebook computer and your most recent sales project list to the training for the hands-on exercise. For Whom - A must for all newly-appointed sales people who wish to succeed in a highly competitive Business to Business sales environment.
- Existing sales people who wish to upgrade themselves to improve their sales performance for the company.
- Sales people who wish to transform themselves from ordinary performers to Business to Business sales professionals.
Testimonials "Andrew is very experienced, motivated and an energetic trainer who shared with us a lot of his experience. I learnt a lot. Really enjoyable training class!!"
- Sales Manager - ABSciex Hong Kong "Andrew was very animated in conducting the class thus grabbing everyone's attention all the time. He also kept a good logic and flow in his delivery of the training content. I enjoyed his class very much."
- Marketing Manage - Hach Company Singapore "Andrew's way of instruction was superb. His communication and sharing of ideas and his sales experiences with the class was very clear."
- Sales Manager - Raytek India "A very well conducted training. Lively and engaging. Team participation and engagement methods were very effective."
- Managing Director – Leica Instruments Singapore "I liked Andrew's training style. He makes things very interesting to the audience. With a lot of questions asked by him and role plays, we become involved a lot in the classroom activities. Good experience for me. I enjoyed it very much."
- Country Manager - Hach Company Vietnam Our Master Trainer 
Andrew Soong has trained employees ranging from all levels of the organization, such as Vice Presidents, Directors, Heads of Departments, Managers, Supervisors, Team Leaders, Executives and Support staff in programs such as Value Added Selling, Problem Solving, Business to Business Selling, Sales Negotiation, Presentation Skills and many others. As a trainer, he is a very dynamic, vibrant, entertaining and engaging speaker. With more than 30 years of business to business sales experience, he brings with him a wealth of experience in the field of selling and negotiating skills. Andrew held various sales and senior management positions beginning his sales career as a Sales Executive with a UK based manufacturing company to a Managing Director and Regional Sales Director with a few US Multinational companies in the Petroleum, Marking and Coding and Medical industries. His ability to link concepts, examples & experiences to actual workplace situations and ROI Measurements, has helped his participants feel inspired to put into practice the skills learnt. His systematic thinking, clarity in communication and delivery of training has resulted in favorable feedback and positive comments from his participants. He has trained international participants from countries such as Singapore, Vietnam, Malaysia, Brunei, Indonesia, Philippines, Thailand, Japan, Taiwan, China, Korea, India and Australia – from Management teams in the Top Multinational Companies such as Fluke Corporation, Tektronix Southeast Asia, Hach Company, Leica Microsystems (SEA), AB Sciex, Gilbarco Veeder-Root Asia, Grid Communications, SAP Asia, among many others. His specialties include: Value Added Selling, Monetization of Benefits, Effective Sales Preparation, Effective Presentation Skills, Consultative Selling, 'Sell Like a Doctor' & Sales Negotiation. Andrew believes in the principle of giving only the best of oneself. In his training, he ensures that the best training is being delivered in a very distinct and creative way. Thus, he trains people to become the leader of leaders with the techniques and methods that will help them grow and improve in every way. Andrew always aims to share the best knowledge he possesses with everyone without fail in order to radically mould people that will bring success and high productivity in the industry. Among the many companies he has provided training for, some of them are:
Fluke Corporation – Singapore, Korea & Vietnam
Tektronix Southeast Asia – Singapore & Korea
Hach Company – Singapore, Vietnam & Taiwan
Leica Microsystems (SEA) – Singapore
Leica Biosystems (SEA) – Singapore
Kavo Dental Asia Pacific – Singapore
AB Sciex – Singapore
Gilbarco Veeder-Root Asia – Singapore, China, India and Thailand
Keithley – Korea
Raytec – Singapore & India
Portescap – Singapore & Korea
ELE International – Singapore
Thomson Linear – Singapore, Korea & India
Kollmorgen – India
Grid Communications - Singapore
SAP Asia - Singapore
Wittmann Battenfeld - Singapore
Activhealth – Singapore
HKL Scaffolding & Formwork – Singapore Andrew has been conducting training for more than 10 years. A mechanical engineer by training, he has more than 30 years of sales experience. He has a Diploma in Marketing (Chartered Institute of Marketing, UK) and a Diploma in Sales & Marketing (Marketing Institute of Singapore). He is a certified Black Belt trainer in Value Added Selling, a certified Brian Tracy trainer and is also a certified NLP practitioner. In House Customized Training We deliver customized designed courses that are tailored to your organizational needs. Our professional trainers are domain experts with extensive international experience. Do contact us today @ 6278 9785/ elsie @360degrees.com.sg for no-obligation training needs assessment, we will work in partnership with you to identify needs, develop training and find instructors that best fit your business environment. | 
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