BCCT Two-Day Workshop at Mode Sathorn Bangkok – 10th & 11th September 2015

Date: Thursday 10 – Friday 11 September 2015

Time: 9.00 am – 5.30 pm (registration at 8.45 am)

Venue: Mode Sathorn Bangkok

Facilitator: Laurie Smith, Director at ADVANCE Learning & Development

Language: This workshop is conducted in English

Cost: THB 11,500 net per person for BCCT members & THB 12,500 net per person for non- members. This fee is inclusive of VAT, course materials, buffet lunch and coffee break.

Payment: Pre-payment for the full fee is required by 5.00 pm of Monday 7 September. You can pay directly by credit card or by bank transfers to BCCT account: Kasikorn Bank 709-2-36464-4 or Standard Chartered Bank 001-0-023454-2.

Cancellation policy: BCCT is not able to refund for any cancellations after 5.00 pm on Monday 7 September.

The fee for this training session provided by the BCCT qualifies for a 200% corporate income tax deduction for the member company.

Selling your product or service is an essential source of revenue creation for most companies. The problem is, the market-place has become extremely competitive and highly commoditized – and customers have much more choice available to them and far greater numbers of suppliers to meet their needs. As a result, the way businesses buy has changed dramatically – customers today are much more demanding, cost-conscious and risk-averse.

Despite this, many companies and sales people still apply outdated, ineffective sales approaches that no longer work – and worse still, can seriously damage both their credibility and reputation in the business community. To successfully meet these challenges and maximize all and any sales opportunities, consultants need to be equipped with the very best and latest skills available.

This intensive but highly interactive 2-Day advanced sales workshop is specifically designed for all professionals that play an active role in their company’s Sales and Business Development efforts. The training is both valuable and absolutely vital to equip sales people with the skills necessary to face the challenges of selling in the modern business environment.

By the end of this training, participants will have the necessary skills and capabilities to:

Be more successful in winning business – year after year!

Understand and apply a smarter, more effective and strategic approach to selling

Powerfully position yourself so that customers will want to talk to you – not your competitors!

- Engaging clients in more commercially-focused, strategic conversations

- Understanding how organizations buy (factors influencing the buying process)

- ‘Value-selling’ – understanding what clients really value (aligning your offering to meet their needs)

- The importance of understanding your client and their business – applying tools and frameworks to effectively do this

- Understanding the clients buying process (the ‘buying cycle’) and aligning your approach to theirs

- ‘Selling the Value’ (‘Price vs Value’ – aligning your offering to meet the client’s needs)

- Effective negotiations (achieving better negotiation outcomes)

- Handling client concerns and difficult questions

- Reaching and maintaining agreement (closing the deal!)

- Understanding how and when to negotiate

- Effective negotiations – a better preparation strategy

- Price vs Value – understanding your strengths

- Handling client concerns, objections and difficult questions

- Reaching and maintaining agreement (closing the deal!)

-- Inspire Bangkok 2015-09-04