Course Overview
Customers are becoming more sophisticated and have more opportunities to deal with many companies in their search for the preferred product or service provider. Hence, the unforgettable image of the organisation and its sales people are always in the customers’ minds. Organisations must ensure that they have properly trained sales staff to help close the deals and continuous quality customer service will help instill trust and reliability in customers.
The Needs Based Selling Skills Training course is designed to provide attendees with both the customer service and sales skills required during a sales process and build awareness of the importance of providing excellent customer service during the sales process. The course will also help participants to approach sales ethically and project a more professional image for themselves and the organization they represent.

Learning Outcomes
Attendees will benefit and learn to:
• Appreciate and better understand the needs based selling concept and why it is important in the offering of needs based product and services
• Apply effective needs based selling skills and customer service behaviours during the sales process
• Recognise the importance of quality service and understand why it must come hand in hand with making a sale
• Make the necessary preparation before approaching customers
• Understand the activities required during a Needs Based Selling process: identifying opportunities, approaching the customers, establishing needs, preparing recommendations, presenting solutions and ongoing customer service
• Understand the differences between product features and product benefits
• Able to better explain product features and product benefits as part of presenting solutions to customers
• Build awareness and recognise the importance of continuously providing quality customer experience during the interaction with customers
• Conduct the business and offer products ethically

The workshop will benefit the followings:
• Frontline staff and supervisors/officers who are in the sales roles
• Individuals who are keen to sharpen their needs based selling skills

The workshop will be supported with:
• A colour printed visual presentation slides and space for personal notes
• Relevant Individual Work Exercise, Group Work Exercise and Participants’ Presentations
• Selling skills enhancement activities with facilitated group/ individual review and feedback sessions
• Sharing of Best Practices by our Consultant from actual work application

Duration of the Course: 3 days