Consultative Selling Skills Course
Competition
is a key factor. The level of skills required to be a success twenty years ago,
will not result in significant sales today. We need the highest level of skills
to ensure success.
The cost of employing salespeople is high. This includes indirect costs and
staff. Without the highest level of skills this investment produces a poor
return.
Selling is, on the whole, an unsupervised profession. At key points with
customers usually the salesperson is by himself/herself. This means bad habits
develop without the salesperson being aware. Skills need to be refreshed.
This course provides the essential selling skills needed in today’s highly competitive
arena.
Course Content
- Introduction
- The Role of Professional Salesman
- Self assessment: Knowing Your Sales Style
- To be sales professional
- Knowing your customer type
- Opening the sales and offering analysis
- Getting attention: technique and tips
- Handling difficult buyer and objection
- Motivating customer
- Closing the sales
Course Leader
Herdianto Purba lahir di Medan. Setelah
lulus SMA melanjutkan studi S1 di Yogyakarta. Pernah bekerja di salah satu
kantor konsultan keuangan di Semarang, bank swasta di Yogyakarta sebagai
Marketing Kredit untuk segment Corporate.
Krisis ekonomi nasional yang terjadi tahun 1997,
justru menjadi peluang untuk mengembangkan diri dengan studi S2 di Magister Managemen Universitas Gadjah Mada (UGM) Yogyakarta tahun 1999
dan memperoleh gelar MM (Master of Management) pada tahun 2001.
Pertengahan tahun 2002, Herdianto Purba diterima
di MDI Tack Training International, yaitu perusahaan yang bergerak di bidang
pengembangan Sumber Daya Manusia. Perusahaan ini merupakan salah satu affiliasi
dari TACK Training International yang berpusat di London dan tersebar di 52
negara di dunia. Selama di MDI, Herdianto
merangkap sebagai Sales and Marketing
Manager dan Redaktur majalah MDI
News.
Saat
ini, Herdianto Purba bekerja sebagai trainer freelance.
Beberapa
module training dan perusahaan yang pernah diberi pelatihan oleh Herdianto
Purba antara lain:
Effective Supervisory Management, Sales Training
& Sales Forecasting, Problem Solving & Decision Making, Coaching and
Counseling, Total Quality Management (TQM), dan lain sebagainya