How was the training?

The participants were divided into 3 groups. After a brief self-introduction from the instructor, every participants introduced themselves, their company background and product to the rest of classroom. This helped let participants get to know each other and build a positive fellowship as well as business connection. The instructor also asked everyone to share their experiences as salesperson to the class as much as possible, because this activity will become one of the most effective parts with them.

At first, all of the participants barely talked to each other, but after the first role-playing activity they were getting along better. When giving comments, participants shared their opinions openly to improve the performance of their classmates who volunteered to role-playing. The overall atmosphere was warm and friendly.

Actually the participants experienced 2 Role-Plays. The first activity began right after the introduction. The instructor asked for 2 volunteers to role-playing; one as a salesperson and another as a customer who was looking for a new car. Meanwhile, the rest of the class will observe their performances and give a comment to them. During the first activity, though both role-players were equipped with information sheet, they have not learned about how to use HPC method yet. Therefore, they used their regular approach to customer; trying to sell the car by giving as many information as possible without trying to listen to what the customer really wanted.

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Then the instructor started HPC® lecture. He explained why the [Hearing] is very important and take the main part of HPC method. During the [Hearing] session, participants discussed in a group about how to change customers attitude toward salespeople from “Conservative” to “based on the trust” relationship. After the participants understood how to get useful information from customers and what customers really want by using [Hearing] method/technique, the class proceeded to [Proposing] and [Closing] phase. [Proposing] stage is to recheck and summarize the customers' desire and offer the best solution they can offer to solve the customers' issues. The [Closing] stage is to seal the deal, and some very useful and key points were indicated from the instructor.

In a second role-play, another 2 volunteers were given the situation. One is a manager who has a right to purchase any equipment and another is a salesperson. Since the participants have learned HPC method, they obviously improved their performance. For example, they had the goal set and were able to get the necessary information on the hearing and proposing phase.

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One of the participants told in the classroom that he have just been moved from factory to sales department. He had zero experience as a salesperson and was quite struggling with his task, then he was very happy with the training and he found that HPC® method could help him overcome his situation and improve his sales performance. And another experienced participant told us that even though she has several experience and specialty in sales activity, she learned effective method and useful techniques and method and had a good friendship which is absolutely worth joining this course!

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We believe using the HPC® framework will improve participants' sales performance more effectively and efficiently. Begin putting the knowledge and techniques into practice they learn in this program, participants will soon see the better results.

We will hold the next course on May 23rd, and we may add some more activities and exercise into this course since one of the participants wished it. We are looking forward to seeing you next time!

Upcoming course detail <Download>