High-performance salespeople achieve results not by ‘hard selling’ to customers. Research in effective selling suggests that customers expect salespeople to have the product knowledge and, very importantly, to be a resource for customers. Effective selling is no longer transaction based, but rather, it is relationship based. The selling skills we learned in the past remain important and fundamental to success, but what distinguishes high performers from mediocre performers is the way we involve the customers throughout the selling process – from opening sales calls, identifying customers needs and hot buttons, creating and presenting options, to handling objections and closing the sales. The skills involved cannot be underestimated. Customers buy from the company through you; how you relate, communicate, present yourself, your professionalism, commitment and passion all count! Remember, customers always have options.
This workshop is designed to help salespeople acquire effective selling skills and techniques to achieve better results.
Date & Time
Friday, 17 September 2021
9:00 am – 5:00 pm
The Hong Kong Management Association,
14/F Fairmont House
8 Cotton Tree Drive
Central, Hong Kong
Medium of Instruction
English, which, depending on the needs of participants, may be supplemented with Cantonese or Mandarin
- Dispelling Myths and Achieving High Performance Sales
- Fundamentals of Selling Skills – by phone and face-to-face selling
- Skills and Techniques of Selling that Sell
- Case Studies and Skills Practices
Ms Weelan Ho is the Principal and Director of PGA Consulting Limited (HK) and the Director of Ascent Global Service Pty Limited (Australia). She has significant experience in helping companies create value and improve bottom-line results through Strategy Development, Operations & Sales Improvement, Service Excellence and Organization Cultural Change Programs etc., just to name a few. The clients she has worked with are multinationals, public listed companies, family-owned enterprises and SME across Asia Pacific in multiple industries as well as with the public sector.
Information at a Glance
Tuition fee for Members:HK$2,980
Tuition fee for Non-members:HK$3,180
Medium of Instruction:English & Chinese
Mode of Instruction:Face-to-face
Due to current COVID-19 situation, the mode of instruction might be changed from face-to-face to online teaching if necessary in the event that face-to-face classes cannot be held. The Association will contact the students concerned with details of such arrangements as necessary.