COURSE OVERVIEW

Why do salespeople spend so much time approaching prospects, preparing quotations and following up, yet struggle to convert opportunities into actual sales? Why do potential customers ignore calls, delay decisions, compare prices or continue purchasing from existing suppliers? In today’s competitive business environment, successful selling requires more than product knowledge, persistence and attractive pricing.

Customers are increasingly informed, selective and value-conscious. They expect salespeople to understand their business challenges, provide relevant solutions and demonstrate clear value. Traditional selling approaches that focus heavily on product presentations, repeated follow-ups and price discounts may no longer be sufficient to influence purchasing decisions or build long-term customer relationships.

This programme is designed to strengthen participants’ sales capabilities throughout the selling process, from identifying and approaching potential customers to understanding their needs, presenting persuasive solutions, handling objections and securing sales commitments. Participants will learn practical prospecting strategies, consultative questioning techniques, relationship-building skills, value-based selling, negotiation and effective closing methods. The programme also addresses common sales challenges such as reaching decision-makers, winning customers with existing suppliers, managing price objections and improving quotation conversion.

By the end of the programme, participants will be able to approach sales opportunities with greater confidence, communicate value more effectively and manage customer relationships professionally. Through realistic sales scenarios, role-playing exercises and practical workshops, they will develop structured techniques to generate quality leads, strengthen customer engagement, improve sales conversion and achieve more consistent sales performance.

LEARNING OUTCOMES

By the end of this workshop, participants will be able to:

✓ Identify and qualify potential customers through effective prospecting and lead-generation strategies.

✓ Approach prospects and decision-makers confidently using appropriate communication and engagement techniques.

✓ Apply consultative selling and questioning techniques to uncover customer needs, challenges and buying motivations.

✓ Build customer trust and communicate compelling value propositions that differentiate their products or services.

✓ Handle customer objections, price concerns, competitor comparisons and existing supplier resistance effectively.

✓ Apply practical negotiation techniques to influence purchasing decisions and achieve mutually beneficial outcomes.

✓ Recognise buying signals and apply appropriate closing techniques to secure customer commitments.

✓ Develop structured sales follow-up strategies and practical action plans to improve sales conversion and performance.

WHO SHOULD ATTEND?

This programme is suitable for sales executives, sales representatives, business development executives, account managers, key account personnel, sales engineers, technical sales personnel, sales supervisors, sales managers and professionals involved in customer acquisition, sales presentations, quotation follow-up, negotiation and business development activities.

COURSE BENEFITS

The programme uses interactive discussions, practical sales case studies, prospecting exercises, consultative selling role-plays, customer engagement simulations, objection-handling practice, negotiation exercises and sales closing activities. Participants will apply the techniques to realistic business situations involving customer acquisition, competitive selling, price resistance, quotation follow-up and sales conversion.

TRAINING DURATION

Full 2 days training (9:00 am – 5:00 pm)

PUBLIC PROGRAM COURSE FEE

Single Registration – RM 1,580.00 nett per participant

Group Registration – RM 1,180.00 nett per participant

(For 4 participants or more from the same organisation)

(The fee covers training materials, lunch, coffee/tea, snacks, supplementary notes, a detailed training report with assessment and a Certificate of Completion)

OTHER IN-HOUSE & PUBLIC TRAINING ENQUIRIES

Looking for more training programmes or customised learning solutions for your organisation?

We offer a wide range of Public Training Programs and customised In-House Training to meet your organisation’s learning and development needs.

For programme details, training proposals, quotations or further enquiries, please contact us:

Email: [email protected]
Tel: +604-297 6881
WhatsApp: +60 11-1289 6881

For our latest public training schedules and upcoming programmes, please visit:

www.progresslink.com.my/events/

Register with us today! Training fees are eligible for claims under the HRD Corp Claimable Courses scheme.

 

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