2-DAY MASTERCLASS

HOW TO MASTER THE

ART OF SELLING
16 & 17 Jan 2020 | Thu & Fri
9 am to 6 pm
Sule Centre, Yangon

Selling is the Process of turning

Someone into a Buyer
There are 5 stages in the selling process – Discover, Diagnose,
Design, Decide, Deliver. Specific actions are needed by the sales
person at each of these stages to manage the buying process
effectively. The ability to understand the customer’s buying process
and to align the correct message and activity with where the
customer is in their buying process will predictably and efficiently
increase your win chance.

As a Sales Person, you need to know what to sell, who to sell to and
why should the prospect buy from you. This 2-Day Masterclass will
introduce to you a basic sales process and the basic sales tools that
you can use to effectively track and close deals.

At the end of this masterclass, you will be more confident, be able to

handle prospects and be a great closer of deals.
| More about this course…
Have you been given the sales job but have never gone through any
formal sales training? Then this 2-Day Masterclass on “How to
Master the Art of Selling” is for you!

This 2-Day Masterclass is designed to give you an understanding of

the selling process, the sales tools needed to manage the selling
process and to effectively close deals.

This course will focus on what you need to do at each stage of the
sales cycle. It will boost your ability to significantly increase your win
chance. And, you will gain practical advice and tips from an
experienced sales professional.

| In just 2 days, you will …

q Learn the 5 stages of the selling process,
q Learn what you need to focus on at each stage of the selling
process,
q Learn how to build a sales pipeline,
q Learn how to forecast your sales revenues,
q Learn proven techniques to help you nurture your sales
opportunities through to closure
q Improve conversion of sales opportunities.
| Course Schedule
DAY ONE

1: Introduction to the Selling Process

q What is Selling
q Learn the essential characteristics of all selling processes
q Become familiar with common terminology
q What is the Buying process
q Overview of what are the different stages in the buying process
q Sales Cycle
q Breakdown a Sales Process into separate stages
q What needs to be done in each stage

2: Stage 1 Discover
q Creating New Opportunities
q Create new opportunities by establishing a relationship through
understanding the suspect’s business environment, processes and issues
q Developing Relationships
q Building relationships with the key decision makers within your suspect’s
organization
q Lead with Value
q Create value through how you sell and not just through what you sell
q Customer Pain Points
q Recognize the critical business issues that motivates a prospect to act

3: Stage 2 Diagnose
q Opportunities Identified
q Determine who cares about the issues identified in Stage 1, who will most
benefit from a solution and who is responsible for taking action so that you
can engage these people
q Compelling Reason to Act
q Recognize when the prospect believes that action must be taken immediately
to address a business issue
q Assessing the Opportunity
q Assessing the opportunity to confirm that your prospect wants your solution
| Course Schedule
DAY TWO

4: Stage 3 Design
q Gain Support
q Gain the support of the key decision leader for your initial solution
q Framing the Solution
q Focus on the prospect’s concerns and perceived risks about your initial
solution
q Reviewing the prospect’s buying criteria
q Develop the list of business capabilities that the prospect needs and wants

5: Stage 4 Decide
q Moving to a Final Proposal
q Work with the prospect to develop the final solution
q Refining the Value Proposition
q Confirm that your proposed solution would positively impact the prospect
q Investment and ROI
q Develop the required ROI to support your final proposal

6: Stage 5 Deliver
q Project Management
q Monitor the implementation of the solution to ensure that the Client’s
expectations are met
q Track Solution Benefits
q Ensure that the results of the implementation is meeting or exceeding the
Client’s expectations
q Creating a Reference Story
q Leverage your success by creating a reference story with your Client

7: Wrap Up
q Action Plan
q Implementing Sales Pipeline Management
The 5D Sales Pipeline Management Process
| The approach…
This highly practical 2-Day Masterclass and follow-up implementation
sessions will enable companies to implement a structured and
systematic sales process in order to increase the conversion of sales
leads and grow sales faster.

This workshop is aimed at companies operating in a business-to-

business (B2B) or business-to-government (B2G) environment, selling
to big organisations where the decision making process resides with a
team. It is a must for those who wish to build a simple yet powerful
system to manage their business opportunities, improve their hit rate
and reduce the number of lost opportunities.

You will be taken on a 5-step journey, enabling you to build a roadmap

that is customised to your business. This Masterclass will give you the
tools, templates, best practices and enthusiasm required to take your
sales to the next level.

| Who should attend

Head of Sales, Sales Leaders, Salespeople and Sales Support Staff

| Course fees
USD500 per pax

Notes:
• The course fees includes 2 tea-breaks and 1 buffet lunch per day
• For more details and to register, please contact
ftliu@pdc2017.com
| Meet your trainer …
F T Liu has been a salesman since 1991 when he
joined DuPont as a Technical Sales
Representative.

Prior to that he spent six years working in a factory

as he believes that a good salesperson must have
experience as a user. In fact, that was the reason
why DuPont hired him – his experience in the
factory.
Frustrated with the fact that “what we have our customers do not
want, and what our customers want, we do not have”, F T was
invited to be part of the Product Marketing team eventually rising to
become the Director of Product Marketing for Asia Pacific. His job
was to listen to customers and get internal buy-in to allocate
resources to develop the products that they need.
He was based in Taiwan for 2 years as the Greater China Regional
Marketing Director for Temic Semiconductors, the electronics division
of Daimler-Benz, the maker of Mercedes Benz. His job was to build
up the Sales Team and the Channel Distributors.
F T became an entrepreneur when he started a dot com in 2000
helping MNCs move their products, services and technology to their
customers over the Internet. That venture ended 3 years later as a
result of the dot com bust.
He then spent the next 9 years in Supply Chain Management as the
Business Development Director for various MNCs and SMEs to help
their clients take costs out of their supply chains.
F T is a Singapore Certified Management Consultant and an author
of four books on business and engineering. He is also the Chairman
of the Professional Development Conference at Yangon in 2017,
2018 and 2019.
F T has also been conferred the title of “Specialist Adult Educator” by
the Institute for Adult Learning, a Singapore government agency
charged with helping adult educators turn professional.