Holistic Sales Skills
Course Information
Course Introduction
This course is designed to help Sales Professional succeed by consistently exceeding sales targets. This is a Two-Day course that equips Sales Teams to excel through holistic sales skillsets.
Learning Outcome
The participants will have a good understanding of the roles, responsibilities and expectations of the as a Sales Professional. Harness holistic skills with Sales Success OrchestratorTM methodology which is proven over 30 years with multi-million-dollar deal closures. The established formula will help Sales Teams drive repeatable success.
Course Outlines
Day 1
Topic 1: What does a Sales Role entail?
Take pride in the importance and key roles of a Sales Professional at personal and professional level.
Topic 2: Strategy
- Formulate and foster key eco-system partnerships for industry wins together
- Understand the major lead generation tools commonly used
- Craft a multi-faceted holistic business and marketing strategy mapped with accountable actions and outcome against time, targets and results for success
Topic 3: Self
- Personal Branding : Build a distinctive personal branding and trademark of excellence, integrity and professionalism
- Time Optimisation : Productive time management to set right sales priorities, state of body and mind for optimal sales efficiency
Day 2
Topic 4: System
- Presentation Skills : Deliver impactful and impressive corporate presentation with confidence, eloquence and clarity, with multi-media, timing and content structure
- Complex Account Management : Penetrate and manage a desired large account with multi-prong approach and groom it into a long term revenue house
Topic 5: Service
- Communication : Communicate effectively with target audience and articulate clearly unique value proposition, evoke the desired response and outcome with amicable approach, even during conflicts, to bring about cordial working and business relationships
- Networking : Able to identify the right target to network with purpose, focus, strategy, authenticity and effectiveness to attract, befriend, establish strong connection and relationship
- Rapport-building : Build quick and deep rapport to be remembered with effective follow up with contacts established for relationship building to advance business process or customer service excellence
- Phone Etiquette : Speak with courtesy, confidence and conviction to leave a lasting impression and derive the objectives of each tele-conversation for success, ranging from lead generation through cold-calling, information gathering and positive customer influence
- Questioning Techniques : Extract critical information through strategic questioning for competitive information, key decisions, pain points and details to structure for strategic win
- Customer Service : Serve customers, both internal and external, in a natural, professional and differentiated manner to leave a lasting impression
- CRM : Foster trusting and lasting customer relationship management for recursive sales
Trainer's Profile
Ms. Christina Tan
Christina Tan has been a sales professional for more than 25 years, with 10 years of sales management experience. She has diverse exposure as Sales and Business Development Director, Product Manager and Consultant spanning across world class multi-national companies, local multi-nationals, SMEs and government trade agencies.
Applying a successful proven methodology, Christina acquired close to 100 clients including Fortune 500 clients, government agencies and local large and medium enterprises. These customers include real estate, healthcare, home team, education, telecommunication and manufacturing sectors. She had contributed in contracts of over $100m and sustainable pipeline of multi-million-dollar for key accounts 3 years ahead. She created legacy deals for pioneering world class technologies, breaking into green field markets from scratch to million-dollar markets. In her consulting role with Singapore trade agencies, she had assisted SMEs in business, productivity and quality improvement national programme committees and winning Star Awards.
In her management role, Christina has systematically trained sales teams on effective communication with customers, networking techniques to increase business contacts and sales pipelines, rapid rapport-building to create connections, consultative and insightful selling and building lasting customer and partner relationships. Christina sets high training standards in customer service, advocating impactful personal branding and image, tactful phone conversation and phone etiquette. In addition, sales teams will acquire skills in the management of challenging customers, conducting of professional customer meeting and impressive presentation skills.Â
Christina guides sales team on how to formulate strategic partnership for multiplier effects for business optimisation. Other critical skill sets like time optimisation, counteracting objections, sales closure and cycle management are what Christina has successfully proven through her sales career and training of her team.
Christina has a balanced blend of both hard and soft skills. She graduated with Bachelor of Engineering in Electrical and Electronics (2nd Class Honours) from Nanyang Technological University and was awarded Graduate Diploma in Marketing (Silver Medal Award) from the Marketing Institute of Singapore. She was also top achiever in Integrated Productivity Improvement KAIZEN Course organized by Asian Productivity Organisation conducted in Japan.
Companies that she had worked in included SMEs, MTI Agencies now Enterprise Singapore, MNCs (Dimension Data, Equinix, IBM) and large GLC (ST Engineering). Her vast exposure provides good understanding of business contexts to contribute to the sales force across key sectors.
To date, she has trained and coached hundreds of entrepreneurs, Sales Leaders and Professionals, ranging from financial services, IT, direct sales, education, manufacturing, sustainability, healthtech and other key industries to achieve increased sales results. These include Gojek, MeshBio, Financial Alliance, Prudential, NTUC Club and others.