Selling Essentials:
7 Critical Competencies for Every Sales Professional
Dear Business Leader,
Would you like to elevate your sales team’s performance and capture a larger market share? Sales success is not just about natural talent—it’s about mastering essential competencies that drive results.
Our Selling Essentials program is designed to equip your sales professionals with the skills, strategies, and mindset they need to thrive. We begin with a diagnostic process to identify the key challenges your team faces, ensuring that learning is tailored to deliver maximum impact.
By the end of this program, your sales team will be empowered to increase their sales effectiveness, close more deals, and drive business growth.
1. Defining Your Learning Goals
- Self-Assessment: Where do you stand? Identify strengths and areas for growth
- Setting personal learning objectives to maximize impact
2. Understanding Sales Metrics & the Sales Funnel
- The Sales Funnel: Tracking progress from lead to closure
- Key Sales Performance Indicators (KPIs) every professional should monitor
3. Competency 1: Goal Setting & Sales Planning
- Begin with the end in mind: Setting clear, measurable sales goals
- Strategic planning for consistent sales success
4. Competency 2: Prospecting – Finding & Engaging Potential Clients
- Identifying high-potential prospects
- Effective research techniques to understand buyer needs
- Modern prospecting strategies: Digital selling & social selling
5. Competency 3: Qualifying Leads – Asking the Right Questions
- The art of filtering and prioritizing leads
- Techniques to ask powerful, insightful questions
- Identifying the right decision-makers
6. Competency 4: Presenting with Influence & Persuasion
- The Feature-Benefit model: Presenting value that resonates
- Crafting a compelling elevator pitch
- Influence and storytelling in sales
7. Competency 5: Handling Objections & Negotiation Strategies
- Understanding buyer psychology to overcome common objections
- Negotiation techniques that build trust and close deals
- How to give concessions without weakening your position
8. Competency 6: Closing the Sale with Confidence
- The Trial Close: Identifying buying signals early
- Different closing techniques for different sales situations
- Overcoming last-minute hesitations
9. Competency 7: Account Penetration & Generating Referrals
- Building long-term customer relationships for repeat business
- Techniques to leverage referrals and expand client networks
10. The Power of Follow-Ups
- How to re-engage potential clients who didn’t buy initially
- Follow-up strategies that keep you top of mind without being pushy
11. Personal Action Plan & Commitment to Growth
- Each participant will create a personal action plan to apply their learning
- Final reflection & commitment to continuous sales improvement
By the end of the program, participants will be able to:
- Identify and address key sales challenges specific to their team or market.
- Apply essential sales competencies to increase effectiveness in client engagement.
- Implement practical strategies to improve sales performance and close more deals.
- Develop a growth-oriented mindset to adapt and succeed in a competitive sales environment.
- Drive measurable business results through enhanced selling skills and techniques.
This course is ideal for:
- Sales professionals who want to sharpen their skills
- Sales managers and leaders looking to coach and develop their teams
- Business professionals seeking a deeper understanding of the sales process
TECKBENG TAN
Tan Teck Beng, Chartered Accountant (CA), Workplace Health Promotion (WHP) consultant, Jigsaw Discovery Tool Trainer (UK), is a professional coach and trainer since 2004. Teck Beng is the founder of Performance Leadership Pte Ltd and the VP for ISDN Academy. His clients include multi-national companies, local SMEs and government bodies.
Teck Beng holds a degree from Nanyang Technological University (NTU) and a Health / Fitness Instructor Certificate from American College of Sports Medicine (ACSM). He is also a certified Fitness Instructor from the Singapore Sports Council.
In 2015, Teck Beng received the Nanyang Alumni Service Award from NTU. He served as the President of NTU Alumni Club from 2015 to 2017.
Teck Beng has organised and conducted live and virtual workshops on sales, customer service, productivity, positive thinking, change management, communication, and leadership for organisations across the globe. He is the key driving force behind the delivery of “Foundation of Automated System using Robotics” at NTUC Learning Hub. He is able to customise the training content to meet the specific needs and objectives of diverse cultures.
Teck Beng has been interviewed by BBC, Straits Time and radio station 95.8. Besides working with corporations to improve their results, he loves exercise. He is a martial art enthusiast who holds a black belt in Tae Kwon Do and Aikido.
