2-Day Course

Motivation and Strategies for Successful Selling ~ Finding The Sales In YOU

23 & 24 March 09

9.00am ~ 5.00pm

Hotel Armada Petaling Jaya    

Introduction: 

• Products and services of a company need to be marketed by the sales personnel / intermediaries.
• Sales personnel entrusted with selling should develop effective methods/ skills to sell their products or services.
• Sales personnel are not born; they can be trained to perform the task effectively. Not only they need to equip themselves with technical know how about the products but also the art of selling and the selling attitude.
• On the other hand, selling has its ups and downs. Besides developing effective tools and techniques for successful selling, at the same time, salesperson will have an opportunity to learn how to bring the same high energy and enthusiasm to each sale in good times and bad. 
• It is all about building and maintaining that inner drive and confidence.  

Course Objectives 

• Understand each stage of the selling process and learn tools for each one.
• Develop the confidence and competencies to sell effectivelyUnderstand how the right state of mind affects the sales outcomes.
• Who Should Attend:Sales person at all levels.Sales person at the start of your career, wishing to build your confidence 

Course Outline: 

PREPARING TO SELL ~ Bringing the Bullets to the War  

• Motivation ~ Recognizing “NEGATIVE” & “POSITIVE “energy
• Establishing what you want ~ Goal setting and strategy

FINDING THE SALES IN YOU ~ Unleashing the Giants and Empires of the Minds 

• Understanding the beliefs you hold and how they help and hinder your success
• The power of change-over ridding bad habits   
• Believe in yourself-believe in your product- Good thinking is vital    
• How to boost and maintain inner drive & self-confidence
• The impact of changed iron-determination

IDENTIFY CUSTOMERS ~ Targeting the ‘YES’ 

• Prospecting
• Targeting
• Narrowing potential customers
• Customer analysis

SALES STRATEGIES ~ Methods and Ways to Impress 

• Personal selling skills
• Grooming
• Body language
• Effective Presentation and demonstration
• Handling negotiation
• Handling Complaints
• Probing and keeping customers
• Closing sales
• Overcoming rejections
• After sales services – Follow up

EMPOWERING MYSELF ~ Never Say Never 

• Training –Unconscious unable to unconscious able
• Qualities of a SALES person
• Product / Company Knowledge Management
• Forecasting and others  

Course Leader: 

Ms. Seko Ong Chai Hwa holds a double major Bachelor Degree in Marketing & Management and minor in Psychology from La Trobe University, Melbourne, Australia. She is a speaker and a corporate trainer in Life Motivation, Selling Skills, Business Communication Skills and Power of Leadership.

She has years of selling experience for Omegatrend, Nutri Metrics & Giraffe World. Prior to her venture into the training & educational field, she was very active in the video production industry.

She was the owner of a video production company by the name Calling Shots specializing in corporate videos to product videos to TV programs and TVCs. With zero client bases, her business grew gradually and some of her works include Petronas, Marlboro, Citibank, TNB, Coca-Cola, KFC, Toshiba, Salem and Bank Simpanan Nasional.           

She left the video production industry and continues to pursue in the educational field. She was awarded The Excellent Performance Award by the Associate of Business Executive (ABE) Chairman from London along with Director of Studies of Binary Business College Mr. Joseph Adamkalaiam and also received a Best Performance Award at Sepang Institute of Technology College in 2001.

She conducted Life Motivation Seminars ~ “If You Think You Can, You Can Part I & II” at Sepang Institute of Technology College two years consecutively (2002 & 2003) for the lecturers, Management staff and students. Currently she is the Core Lecturer with the A.L.C. College in Klang, although only attach as part-time.

Started with only 7 business students 2 years ago, she single handedly brought the business faculty of the college to 137 students today. In addition she has also conducted numerous Motivational Courses and Workshops since year 2000.

She works with various corporations, non-profit organizations and non-governmental organizations such as Bank Simpanan Nasional, Eon Distributors, Mac Donald, TNB, HSBC, Systematic Groups, Kinetic Resources Sdn Bhd, Sunrise Groups, Rotary Clubs, S.I.T College, Omega Trend, Embassy of the Republic of Argentina and Soka Gakkai Malaysia.    

In year 2004, she trained over 300 narrators in the area of motivation and communication for the 'Dialogue with Nature by Daisaku Ikeda– Photo Exhibition’ at the National Art Gallery, which attracted over 96,000 viewers. She was invited back again to train its permanent narrators this year in January and recently in April 2006. 

She has also attended numerous Motivational Courses & Seminars conducted by professional trainers such as Anthony Robbins, John Maxwell, James Allen Programs, Barbara Cliff and James Little.  

Currently she is embarking on finishing her 1^st motivational book. This collaboration with her good friend will hopefully see its light in the near future 

Course Fee:  

(CLAIMABLE UNDER HRDF / SBL SCHEME) 

• RM 950.00 per participant
• RM 900.00 Per Participant for 2 or more participants