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HPC® Consultative Sales Skills Online Training – 1 day program for Thai sales and business personnel <Report>

July 22nd, 2021report: HPC® Consultative Sales Skills Online Training –
1 day program for Thai sales and business personnel <Report>
Written by Cicom Brains UBCL CO., LTD. Nishada Namchoat

We (Cicom Brains UBCL CO., LTD.) held the “HPC® Consultative Sales Skills Online Training - 1 day program for Thai sales and business personnel on July 22nd, 2021.

What is the course about?<Click to read more>

HPC® Consultative sales Skills training program was first developed in Japan and has been provided to many of the leading Japanese companies over the past 20 years. It is now is being offered in China, Singapore, Indonesia and here in Thailand.

In this course, participants will learn "Effective Methods to Understand Customers’ Needs", "Mindset Successful Salesperson should have", and other valuable tools from a certificated Thai instructor in Thai.

Key Benefits---For participants with several years sales experience

How to more effectively build relationships of trust with clients
How to incorporate more consultative selling techniques
How to clearly identify potential customer needs and propose effective solutions

Key Benefits---For participants with little sales experience

Recognize what it takes to be a successful sales person
Understand the consultative selling approach and techniques
Learn from more experienced participants

This course shows participants “what kind of mindset a capable salesperson shall have" to improve business performance and "Hearing methods to grasp real customer needs" to get better business results. The curriculum is made up of interactive lectures, practical mini-exercises and pair role plays, which enable participants to put into practice the knowledge and techniques of HPC® in the workplace.

The experienced professional Thai instructor gives participants a lecture in Thai with care, therefore participants will be able to understand the program contents which had been developed in Japan without the language barrier. The instructor will also teach participants not just a way of speaking with the customer but firmly understanding real customer needs and becoming a trusted salesperson to whom customers want to talk first about their issues.

Through easy-to-follow lectures, practical exercises and role plays in Thai, participants will learn the “Market-In Approach” rather than the “Product-Out Approach” to maximize their performance/results.

How was the training?

The virtual classroom allowed participants to enter from 8:45AM and officially started at 9:00AM.

The online class were mainly focus on discussions and exchanging experiences between participants, with comment and lecture from the instructor.

Participants were asked to make a self-introduction with their company’s background, products, or service they are offering. During the introduction, instructor made a constructive comment to improve their introduction and using this short opportunity to gain good impression from listeners. The sample video of how to make a good self-introduction were watched and comment together. In the video, the participants will learn how to use their own experiences and their company’s strength to make a good impression in a very short time.

After this, the group were discussing what was their problems or issues they were often facing as a salesperson. They were sharing ideas on how to solve the issue and got a comments and opinions from instructor what was a good way to solve or deal with difficult situations.

The class was focusing on discussing between the participants and instructor than lecture. They were learning about the HPC ratio and what was a salesperson habits that could be fixed. How to change a status from an ordinary salesperson to a trusting partner that could help their customers to solving their pain-point.

During the class, participants were divided into group to discuss the topic ‘How to change customer’s cautious state to cooperating state’. They were given 10 minutes to discuss and then coming back to share their ideas in the main classroom with constructive comments from the instructor.

In the afternoon, participants were learning how to close the deal and what to do if the offering was rejected. Before the end of the class, the participants were watching the video to see a samples of salesperson and give a comment what should the person in the video could have done better.

We hope all participants enjoyed the online class and will soon see the better results by utilizing the learned knowledge in their workplace. And the questionnaire results by participants are below. Please utilize the information in this report to help you to understand how this program was conducted. We will hold this program on September 23, 2021.

We are looking forward to seeing you in a class.

Participant Profile

Participant Satisfaction

What is HPC^®?

HPC^®is an essential principle for an effective salesperson. Any sales conversation, be it a spontaneous elevator pitch or an hour long sales meeting, must cover three key elements - HEARING, PROPOSING, and CLOSING. To understand what the customer really needs, active listening is crucial to making an appropriate proposal on the spot.

Q.How do you feel about today’s program? (Excerption)

I felt involving in a class discussions and activities.
I learnt a lot of selling technics.
This class is good. I have learnt a lot.
The instructor’s is rich of experiences and sharing a lot of them with us.
The instructor gave a lot of knowledge and understanding.

Q.What did you get out of this program? (Excerption)

This course is very helpful and can be used in real life.
How to propose, approach to customer and close the deal.
Adjusting sales strategy
How to build a good relationship with customer to increase selling.
We can use HPC technic to improve our strategy to approach and contacting our customer.

Learn practical sales techniques
through an effective, proven program

We believe that it is critical for any corporation to ensure their sales employees are equipped with active listening and consultative selling skills to really understand customer needs, make appropriate proposals, and provide the best possible solutions. This will allow your company to compete more effectively in an increasingly competitive marketplace.

It is our pleasure to be your talent development partner and to support your company’s future growth and success. If you have any questions, please feel free to contact us.