- +603 5635 3698
- enquiry@appc.my
Profitable Sales In Difficult Times
Date : 8th ~ 9th June 2023
Venue : The Westin Kuala Lumpur
Time : 9 am ~ 5 pm
Days
Hours
Minutes
Seconds
Why you need this programme ?
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Sales have not picked up
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Sales results are not predictable
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You don't know where it went wrong
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You can't get customers to buy again
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You don't know how to make prospects buy from you
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Your solution is exciting only to you, not to your customer
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You are not sure to have understood customers entirely
The Facilitator
Dirk Dewulf
- Engineer Micro-Electronics
- Master in Business Administration
- HR Development (Vlerick Management School)
Dirk is a seasoned & energetic professional with 30+ years of experience in sales training & consulting and sales strategy implementation.
He is an expert in designing & implementing customized training projects in sales & sales management with a very hands-on & holistic approach.
He is considered as a practical, logical, trusted and empathic sparring partner for decision makers, senior managers and co-workers in organizations.
Well-organized yet flexible business consultant and trainer with a strong focus on people’s talent development (Skills – Attitude – Motivation – Coaching)
Course Objective
Selling products and services is challenging at the best of times, but it’s even harder when the economic landscape has changed because of national or international conflicts, an economic downturn, a pandemic or any other factors impacting the buying behavior of customers. This programme aims to give participants new insights in dealing with tougher market conditions and will motivate to step forward & roll up the sleeves
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Learn what to do in difficult times when it comes to commercial attitude, sales time planning and reframing the value proposition.
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Improve the success rate in selling price increases and deal better with price negotiations and/or discount discussions.
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Understand the key success factors in prospecting and practice these new skills to create more impact when hunting for new business
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Become a trusted advisor in assisting customers and acquire new skills to capture the changed buying criteria and decision making process knowing that customers go through a difficult time as well.
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Strengthen your belief that there are plenty of opportunities for upselling & cross-selling and learn how to turn these opportunities into real business value
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Learn how to apply simple yet powerful closing techniques into the sales process and seal more deals.
Course Outline
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Difficult times versus Opportunity times
- always look at the bright side of business
- difficult times but not for everyone
- expand your network with existing customers
- take time to explore new opportunities
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Sales planning
- plan (much) more time for prospecting
- choose the right target to sell more to existing customers
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Take advantage of the challenging situation
- have different conversations with customers and prospects
- learn more about their pains & gains
- ask smarter questions
- find new or other solutions together
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The psychology of a price increase
- for the customer
- for the salesperson
- practice: how to handle it
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Prepare your case
- explain the why of the increase
- show how the new price is still a fair value deal
- reframe the overall value proposition
- practice: pitch the price increase & get instant feedback
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Price negotiations – discount negotiations
- what to do & what to avoid
- learning by doing: role playing
- tips & tricks in price negotiations
- practice: price negotiation roleplay
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Handle objections effectively
- absorb & analyze
- ask precise questions
- argumentation and proof
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Powerful closing skills
- powerful closing skills
- propose options
- believe in what you do and say
- practice: real-life case roleplay
Get to the venue
REACH US
The Westin Kuala Lumpur
199, Jalan Bukit Bintang, Bukit Bintang, 55100 Kuala Lumpur, Malaysia
Get more information
