Consultative Selling Skills

Overview

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 a Sales Professional
• Knowing Your Customer Type
• Opening the Sales and Offering analysis
• Getting Attention: Technique and Tips
• Handling Difficult Buyers and Objections
• 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