Competition is fierce. To become a trusted business advisor to your customers, you must learn to use sales skills as a strategic asset against the competition . Your salespeople must be competent at getting your prospects to understand, believe, and value your competitive advantages — so that price isn’t they key decision issue. They must be able to present the selling messages to all the key stakeholders in your customer's organization. They must deal effectively with both the logical and personal issues involved in a sale.
The Competitive Selling Strategy program teaches your salespeople to construct a specific "road map" to get them to their goal: the sale. It teaches them to anticipate and avoid the pitfalls of roadblocks, detours, and breakdowns along the way caused by the customer's buying process and the competition.
By the end of the program, you will be able to:
- Develop clear, organized selling strategies for each individual sale and overall account.
- Identify the key stakeholders and understand the "logical" and "personal" motivations that impact each person's buying decision.
- Clarify your advantages versus your competition, and learn how to get your customers to understand, believe, and value your advantages.
- Understand the importance of selling the value of your advantages in order to overcome issues of price, effectiveness or relationship.
- Clarify the most effective selling strategies for winning against your key competition.
- Apply selling skills in closing deals
Who Must Attend
Company’s CEOs, Business Consultants, Sales Managers, Marketeers, Online Sales and Marketing Professionals, Social Media managers and anyone who wants to learn how Insight Selling can help them sell and profit through the roof.
Module 1: Competitive business environment
- Competition in the 21st century
- The impact of competition on an organisation
- Stay relevant in the competitive environment: Mindset, Skills, Process
Module 2: Customer Situation Analysis
- Customer compelling needs to buy
- Understand customer buying cycle and their perception of values
- Systematic process for gathering and organizing key information regarding the customer needs and wants
Module 3: Competitive Situation Analysis
- Define what is ‘win’ for your products
- Establishes a systematic process for identifying how to win in your competitive environment.
- Identify key strength and weakness of your products
- Deep dive into key competitors and conduct competitive analysis.
Module 4: Develop competitive advantage
- Beyond features and benefits
- Develop full values proposition
Day 2 :
Module 5: Competitive sales presentation
- Use the 4 -step persuasion technique to convince your customers
- Summarize the opportunity or gaps
- States the big ideas
- Explain how it works
- Reinforce the benefits
- Practical session : Sales Presentation practice
Module 6: Competitive selling skills
- Develop a questioning strategy to uncover needs that can be uniquely solved by your products
- SPIN Questioning tools
- Negotiate mutual interests
- Negotiate on price
- Practical session : Sales role play
Module 7: Competitive sales strategy
- Understand four types of sales objectives
- Account and stakeholder strategy
Small group discussions, case studies, role-play, interactive presentation and Q&A
CERTIFIED BEHAVIORAL & CAREER CONSULTANT (The Institute of Motivational Living, Inc. USA, Certified Trainer for DISC InsightsTM Personality System, LearningKeysTM, CareerKeysTM)
CERTIFIED NEURO-LINGUISTIC PROGRAMMING (NLP) PRACTITIONER
DERMATOGLYPHICS – DNA Profile; scientific study of finger-print analysis
CERTIFIED NEURO ACTION PRACTITIONER
CERTIFIED PSMB/HRDF TRAINER
RON LEONG passion is to help organizations and individuals uncover their strengths, natural preferences in areas of learning and thinking, motivations and interests, and assist them in career decisions and planning. He uses various evidenced-based and reliable systems "DISC InsightsTM Personality System, LearningKeysTM, CareerKeysTM, Dermatoglyphics, and Neuro Action Technology. He founded “RON.1hundred – Life Transformation Program” and “From Employee’s Mindset to Entrepreneur’s Mindset” workshop.
He is a registered trainer (TTT/1253) with the Pembangunan Sumber Manusia Berhad (PSMB) or better known as HRDF. He has formal education in Business Administration, Interactive & Counseling Psychology as well as Hotel & Catering Management. He has also completed his Master in Business Administration (MBA) from the Swiss Management Forum. He is a member of the Toastmasters International since 1998.
Ron has over 30 years of work experience, of which, more than 15 years is in a managerial position. He started his career in the hotel industry, started as a part-time waiter and left the industry when he was Food & Beverage Manager in a resort in Port Dickson. He decided to make a change of his career to sales after almost 10 years in hotel industry. Though a rookie in sales, he broke the company sales record at the end of his second month. He continue to break even more sales record after that. Due to this, he was promoted to Marketing Manager in the Panasonic Office Automation company where he managed a group of sales personnel to market new products from 1996 to 1999. He also was in pharmaceutical industry where he market pharmaceutical products to hospitals and clinics in the entire Pahang and part of Klang Valley.
Ron then spent two years as a freelance trainer before joining Evios (M) Sdn Bhd, a security alarm company as its Operation Manager, where he manages the company of over 30 employees. He displayed excellent leadership qualities in his position that often required him to solve matters of employee work performance and grievances, as well as overcome other challenges which arose from a change in the management team.
Due to his interest in training, Ron moved to Asia-Pacific Strategic Centre Sdn Bhd in 2004, an academic institution where he managed the centre and conducted training. His capability as a leader and trainer was so well-regarded that he was asked to head a new training centre in another educational institution in 2007. Since then, he has been the Corporate Training Manager for Knowledge Genius Sdn Bhd which has 8 other branches all over Malaysia. His task includes leading the training division, assisting all the centres in marketing the training products, implementing new training products, conducting product training for all the centres and liaising with the HRDF office. He is also as a part-time lecturer for a Business and Hotel school in his company. Subsequently, he left the company to be a freelance trainer.
Today, Ron is renowned trainer, speaker & coach in the areas of individuals and organizations behavioural. He uncovers individual potential talent, strength and weaknesses and guides them to be great leaders in their organization. He also has a very wide experience in providing organizations in the knowledge of behavioural change in business and ways to innovate to ensure their organization stay relevant and provide his expertise in closing the generation gap. His current signature program help organization focuses on practical solutions in dealing with the challenges we faced today in this disruptive and volatile world.
Some of his clients were (inexhaustible)
A Famosa Resort, AEG GROUP (AIA Agency), AEON, Agro Bank, Alamanda Putrajaya Shopping Centre, Asia Brands, APM Seatings, Atom Corporation, B. Braun, Bank Islam, BASF Petronas, Batang Ai Longhouse Resort managed by Hilton, Bolton Properties, British American Tobacco, Bukit Kiara Properties, Charoen Pokphand, Cheme Advance, Christian Dior, Clara International, Clearwater Group, Columbia Asia, Commerz Trade Services, Continental Tyres, CTOS, Denso Corporation, DHL, Doka Formwork Malaysia, Ekspres Rail Link (ERL), Esquel Group, Etah Sdn Bhd, Favell Favco, Fella Design, Finisar, Green Packet, Groupon, Hicom Automobiles Manufacturing Malaysia, Hilton Kuching, Hitachi Electronics, Honda Malaysia, Hotel Granada Johor Bahru, HSBC, HSC Medical Centre, IMU Healthcare, Infineon, Japanese Tobacco International (JTI), Jimah Energy Ventures, Johor Port, Julie’s Biscuits, Kayaku Safety System, Kencana Petroleum Bhd, Kinohimitsu, Kuu Van Cha, Legoland, Malaysia Common Law Journal, Malaysia Newsprint Industries, Manjaku, Mazda Malaysia, Menta Construction, MERCER, Mesra Mall Terengganu, Mighty Bakery Sdn Bhd, Mimos Bhd, Malaysia Marine And Heavy Engineering Holdings Berhad, Mulpha International, Malaysian Communications and Multimedia Commission, Mazda, Media Prima Berhad, Minority Shareholder’s Watchdog Group, Multimedia University, MYOB Asia, New Straits Times Press, Nissan, NXP Semiconductors, Old Town White Coffee, Panasonic Electronics, Pembangunan Sumber Manusia Bhd, Perbadanan Nasional Berhad (PNS), Perodua, PEPS-JV, Petronas, Prince Hotel & Residence KL, Portescap, Public Mutual Berhad, Regent Hotel Kuala Lumpur, Rentokil Malaysia, Res Malaysia Sdn Bhd, Royal Bank of Scotland, S & O Electronics, Saint-Gobain Malaysia, Samsung Electronics, San Francisco Coffee, Secret Recipe, Senai Desaru Expressway Berhad, Shell, Sheraton Hotel, Sime Darby Group of companies, Sinclair Knight Merc, Skynet, Sony Malaysia, Southern Acids, Star Publication, Sunway University, Suria KLCC Shopping Centre, Sweet Tape, Tateyama Kagaku Electronics, Taylors’ University, TDM Berhad, Tenaga Nasional Berhad, Texas Intruments, Tigges, Toshiba Electronics, Toyota, UOB Bank, Verns Holding, WSM Medic, Yamaha Electronics, YWCA and most of the public universities.
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