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ABOUT EVENT
28th October, 2009
Amari Atrium Hotel, Bangkok
09:00 am to 04:30 pm
“100 Great
Sales Ideas”
Maximizing Sales Effectiveness
Creative approaches to increasing sales and
profitability
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Selling to maximize
positive impact on customers
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Using client
understanding to boost sales
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Key techniques to
underpin success and differentiate from
competition
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Boost Your Sales (100
Great Sales Ideas) From Leading
Companies around the World
A new workshop linked to the Bestselling
book “100 Great Sales Ideas”
Book description
 Selling is crucial to the very survival of
any company. This book contains 100 great
sales ideas, extracted from the world’s best
companies, to help anyone improve their
sales and their careers. Whether you are a
sales manager, oversee a department, lead a
company, or run a small business with a
handful of employees, this book is full of
innovative ideas that are designed to make a
difference to your sales and the way you
manage them. Each idea is summarized and
delivered in a sharp and stimulating
fashion, making it instantly practical and
inspiring.
Introduction
All businesses must operate in dynamic and
competitive markets; customers are
increasingly demanding and fickle, and their
expectation of service and value in all
their aspects increases years by year.
Selling must not only be persuasive, it must
differentiate clearly from competition near
and far (including internationally). Yet it
must reflect customers’ real needs and
create and maintain ongoing business
relationships.
This one day review will show you how to
adopt a creative approach to selling - it
sets out the principles and techniques that
– proven internationally – work to:
Objectives
Participants will understand:
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The special nature of
sales processes
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What customers expect
and how they will respond to business
relationship being handled effectively
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How to sell in a way
that links to the nature of the product
or service and create an experience that
makes people want to buy and buy again.
Who should attend?
All sales staff; also those managing this
function and wanting to improve their team’s
performance.
Course Outline!
The current pressure and new realities of
competition – the nature of markets and what
it implies for sales approaches, the way in
which customers view sales and sales people
and how they select and make decisions to
buy one thing rather than another.
Creating a powerful approach – the overall
structure involved – the need to understand
the client and their thinking – the detail
necessary – differentiating from competition
– the buyer/seller relationship: creating it
and using it to build business – organizing
factors that support and enhance sales
meetings.
Directing the sales meeting
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The role of
organization – planning and organizing:
you, the customer, the environment and
the sales aids.
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Opening – making a
winning first impression – creating the
right atmosphere and building rapport –
getting control – identifying customers’
real needs – questioning techniques –
linking to the way you describe and
demonstrate the product/service.
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Presenting your case
– making a persuasive case – making it
attractive, clear and credible – using
the “shopping list” approach to sell the
full range of “product” – maximizing
differentiation and building in novel,
yet useful, elements to make the
approach memorable.
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Handling Objections –
the positive side of objections –
keeping control – the options to deal
with them – maintaining the balance of
the case.
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Closing – action to
gain a commitment – what to do if things
cannot be tied down – linking to follow
up.
Increasing sales certainty – follow up
methods, progressing the contact and the
power of persistence – tying down the
business – linking to ongoing sales – the
written quotation and selling in writing.
Summary – action for the future.
NOTE: at every stage the emphasis is on
creating an approach that is an antidote to
“selling by rote” and which is distinctive,
memorable and which makes customers sit up
and take notice – and, ultimately, action.
For more information on Patrick Forsyth
Seminar please contact us.
TELEPHONE
AIM Client Services 02-2700-984
Outside Thailand +66-2-2700-984
FAX
02-2700-986
Outside Thailand +66-2-2700-986
Email & Web Site:
aminrais@gmail.com
amin@aiminlines.co.th
www.aiminlines.co.th
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