Learn From The Best
Mr. Vigneswaran Applasamy has been involved in lecturing, research, management, sales and training for more than 14 years in the field of Electrical Engineering, Manufacturing sector, Higher Education, Sales and Marketing. He is a Certified HRDF Trainer. In addition, he has been accredited by Harisson Assessment in Employee Development, completed Emotional Energy Management Trainer Course and attended Gamification and Behavioural Design workshop by Yu-kai Chou. Vigneswaran holds a Masters in Electrical Engineering from Universiti Teknologi Malaysia and is a registered member of Board of Engineers Malaysia (BEM).
His professional career begun in Singapore as a Sales Engineer and later ventured into the Higher Education sector in Malaysia. He has served as a Vice Principal of a college and moved on to lecture and undertake research in a leading private University where he was noted for his publications in the International IEEE Conferences of Power & Energy and Business, Engineering & Industrial Applications. His articles since have been cited 9 times by other international authors in their respective publications. This was also the period where he ventured into corporate training as an Associate Trainer for Topesh Consultancy and Training Services PLT beginning 2011. He has since worked with a few other training providers.
He has used his industrial and training expertise to develop soft skills programmes with a 20/80 approach; 20% lecture, 80% practical accompanied by a training manual individually customized for each programme. Each sub-section of a programme is incorporated with as many exercises or activity to enhance the practical understanding of participants.
He has since developed over 30 training programmes in the area of Soft-Skills. He’s participants include those from Global Enterprise International Malaysia (A Member of Singtel Group), Galeri Petronas, Petron Malaysia Refining & Marketing Bhd, Sarawak SEDC, UMW Holdings Bhd, Bintulu Development Authority, KPJ Healthcare, Coway (M) Sdn Bhd, Lim Kok Wing University, Maxis Customer Service Sdn Bhd, Bursa Malaysia Berhad, Honda Malaysia, Pos Malaysia Berhad, Maybank Berhad, UEM Group Berhad, UEM Sunrise Berhad to name a few.
His pragmatic approach have been well received by various segments of people, owing to his wide exposure to various industries over the years. He is well known for his highly charged, energetic yet humorous training sessions where he never fails to continuously engage with participants throughout.
SELLING MADE SIMPLE: Tools to Jump Start Your Sales Success
4 - 5 November 2020, (9:00am-12:30pm)
What some people don't understand is that to be a professional sales person, many skills, qualities, abilities and immense knowledge are used. Today, sales professionals have the ability to earn as great or greater income than those they sell to. A great sales professional should and in many cases does receive great respect.
In any transaction with others, you may need to go through a sales activity. This activity may not necessarily involve the exchange of money. You might be selling your ‘skills’ in a job interview, or you could be selling the ‘features’ of your design to an engineering committee. In any of these interactions, you can greatly benefit from knowing ‘how’ to sell. Selling optimises your transaction to get the best results for what you have to offer. Naturally, it is quite important to know the tricks of the trade in order to get the best outcome with minimum effort.
If you are in a professional sales position, knowing these skills, qualities, abilities and immense knowledge is even more central to your daily professional life and livelihood. Today, sales professionals have the ability to earn as great or greater income than those they sell to. It is therefore almost critical to go through some systematic training to get prepared for all eventualities.
In this course, you will learn about different aspects of sales, become familiar with traditional and more modern approaches and learn how to use psychology to obtain optimum results.
Module 1: PREPARING TO MAKE THE CALL
Objective: Researching, planning and contacting the right target market
Identifying the Right Person to Contact
EXERCISE: Identifying the Right Person to Contact
Research and Planning
EXERCISE: Research and Planning
Creating Potential Solutions
EXERCISE: Creating Potential Solutions
Making the Cold Calls
EXERCISE: Making the Cold Calls
Using the Referral Opening
EXERCISE: Using the Referral Opening
Module 2: CUSTOMER NEEDS
Objective: Focus on the customer’s needs and pitch your sale from the most efficient angle to get maximum results
Features & Benefits
A Few Auxiliary Techniques
EXERCISE: USP & UPB
Module 3: SELLING FORMULA
Objective: Phrase your sentences efficiently when selling a product or an idea
AIDA-Attention, Information, Desire, Action
EXERCISE: Put it All Together
EXERCISE: AIDA – Sorting the Statement
EXERCISE: AIDA – Sell Me a Product
Module 4: MANAGING OBJECTIONS
Objective: Handle objections professionally & effectively
Common Types of Objections
EXERCISE: Common Types of Objections
Strategies to Overcome Objections
EXERCISE: Strategies to Overcome Objections
Who Should Attend
Lecture; Business Games; Individual & Group Activities; Feedback Session; Role Plays; Demonstration
After Attending, You Will Return To Your Job
Researching, planning and contacting the right target market
Focus on the customer’s needs and pitch your sale from the most efficient angle to get maximum results
Phrase your sentences efficiently when selling a product or an idea
Handle objections professionally & effectively
Nett - RM 500.00
(Incl 6% Service Tax)