Objectives

It’s no secret that selling has changed in recent years. We are all working harder, with more responsibilities. High pressure selling is no longer effective. Customers want involvement. They want to be recognized and listened to. And they don’t want you to forget them once the sale is made. Two key objectives of this one-day workshop are to help employees feel more comfortable and skilled in selling to their customers and to help them identify and address some of their customer service challenges.

Benefits

• Understand a wonderful paradox: helping other people get what they want gives us more of what we want
• Use goal-setting techniques as a way to focus on what you want to accomplish and develop strategies for getting there
• Recognize the difference between features and benefits of products and services
• Identify and be able to better present the competitive strengths of your products and services, so that you can be proactive in handling objections and more successful at asking for the business
• Use different types of selling for different situations
• Identify ways to find new clients and network effectively

Outline

• Essential selling skills
• What is selling?
• Features and benefits
• Setting SMART goals
• Time management tips
• Customer service
• Types of selling
• Ten major mistakes
• Finding new clients
• Selling price

Facilitator Profile

Dr Balbir has a wide range of experience both in the non-profit and profit sectors in management and leadership roles. He has been lecturing for 20 years and his prime areas of training are in Customer Service, Creativity, Stress Management, Organizational Psychology, Healthcare, Communications, Interpersonal Relations, Presentation Skills, Leadership and Motivation, Work Psychology and Business English.

Dr Balbir has also facilitated numerous other workshops/seminars centered on life skill programs. He often travels to South-East Asia countries to facilitate lecturer management and social science academic courses to post-graduate and PhD students.

In many ways, he is a coach, educator, facilitator, and consultant. He is sensitive to the learning needs of others, and has a warm and pleasant personality. He sets out to research new teaching methods that would produce self-directed, self-motivated, and self-acting learners – the kind of learners that would be valuable assets to any organization. Apart from his operations and management experiences, he is actively involved in planning, and development of new programs for professionals in the training/education arena. When he is not conducting training sessions, Dr Balbir is a lecturer of undergraduate and postgraduate students in English, Communications, TESOL, Management courses and related Social Science & Education Management modules.

Dr Balbir holds qualifications in Social Science (Psychology), a Masters in HealthCare Management and a Doctorate degree in Education. He is also a certified Instructor in the Train-the-Trainer program. Dr Balbir is a fellow member of the Institute of Healthcare Services, UK and the Institute of Management Specialists, UK. Dr Balbir has worked in the Healthcare industry for 14 years, Education & Training industry for 16 years, and remains active as a Senior Lecturer, involved in business development projects and education consultancy work. He held academic advisory positions at various overseas colleges and is enthusiastically involved in overseas business development in education.