consultative selling & negotiation strategy for salespeople
TRANSCRIPT
PROGRAM
1. Review of Sales Process- Understanding the sales process- Focusing on areas for improvement in order to
increase success ratio2. Consultative Selling
- Listening to your client- Selling products vs solutions- Using open-ended questions or closed
questions- Analyzing key stakeholders- Reviewing UPC (Understanding / Proposing /
Closing)- Role play 1 “Find the best solution!”
3. Negotiation 1: Get to Know Your Counterpart- Understanding the negotiation process- Setting goals- Analyzing key stakeholders- U (Understanding)-Role play 2 “Know your counterpart”
Consultative Selling and Negotiation Strategy are the next logical steps for those who have participated in the UPC sales training. Establishing a good rapport with clients is something most sales people can readily do. Taking it to the next level is something many sales people struggle with, particularly when it entails taking a more assertive approach with clients.
In this program, you will review your current sales process and learn the framework and tools to plan your sales process in a more systematic manner so as to improve your overall results.
▶For application and inquiry https://www.cicombrains.com/en/event/jakarta/20171206.html
Wednesday, 28 February 2018
Consultative Selling & NegotiationStrategy for Salespeople
Learn effective consulting and negotiation practices to enhance your performance
Instructor
Time: 8:30-16:00Venue: Master of Management, Universitas Gadjah Mada(MMUGM) Jl. Dr. Saharjo No. 83 Tebet Jakarta SelatanCapacity: 25Admission fee: IDR 2,200,000 (including lunch & 10% VAT)Application deadline: 22 February, 2018
*The training will be conducted in Bahasa (Indonesian)
Participants (Training is conducted in Indonesian)• Sales Reps, Sales Managers• Recommend for participants who attended UPC Sales Training
before
Contact: Mikiko Katsu, Debby LiE-mail: [email protected] Akihabara Daibiru,1-18-13 Soto-kanda, Chiyoda-ku,Tokyo 101-0021 Japan
Phone: (81)(0)3-5294-5576 / Fax: (81)(0)3-5294-5578
Contact: Ryan < [email protected] > Dicky < [email protected] >Program: Master of Management, Universitas Gadjah Mada(MMUGM) Jl. Dr. Saharjo No. 83 Tebet Jakarta SelatanPhone: (62) (21) 83700333, 83700339, 83700340Fax: (62) (21) 83700372
■ Inquiry
<Japanese and English> <Indonesian>
Applications from other training firms/competitors will not be accepted.
©2017 CICOM BRAINS Inc. https://www.cicombrains.com
Co-hosted by Master of Management, Universitas Gadjah Mada (MMUGM) and CICOM BRAINS Indonesia.
Herman HuangEducationMBA from IMD Business School, Switzerland / MSc., Electrical Engineering, National University of Singapore, Singapore / Received ASEAN Scholarship from Singapore Government / BEng., Electrical Engineering with major in Control, Gadjah Mada University, Indonesia
CareerHe has 12 years of international sales, management training and engineering experience in upstream energy activities, as well as a deep passion to develop people to their fullest potential.
CurrentAfterworkingintheoilandgasfieldinIndonesiaand other ASEAN countries, he joined Shell Technology Ventures where he set up local businesses throughout Asia. He later founded Semesta Energy Services in May 2011 which offers consulting services for technical and strategic issues as well as leadership development for the oi & gas sector. He has been invited to numerous international conferences to share his expertise and experience. His friendly and practical teaching style has made him a favorite at all levels of managementtraining.HeisacertifiedtrainerofUPC as provided by CICOM BRAINS, Inc.
Universitas Gadjah Mada(MMUGM)
Participantswillreceiveacertificateofcompletion from MMUGM after the training.
< UPC® Sales Training Program ADVANCED >
4. Negotiation 2: Plan a Strategy- Knowing your plan B (BATNA)- Issue analysis- Establishing your positions- P (Proposing)
5. Negotiation 3: Communication in Negotiation- Negotiating with UPC- Role play 3 “Target for a Win-Win closing”