Sales Skills and Closing Techniques

Most salespeople lose deals not because the product is wrong, but because the sales process breaks down. This 2-day programme builds the fundamentals of professional selling. from prospecting and discovery, to overcoming objections and closing with confidence. Participants leave with a repeatable sales process they can apply immediately, whether they sell B2B, B2C, or through consultative selling.

Modules

The Mindset of a Professional Salesperson
Why mindset determines results. Managing rejection and staying motivated. The difference between pushing and consulting.

Understanding the Buyer
How customers make decisions. Identifying decision-makers, influencers, and gatekeepers. The customer's buying journey and where to enter it.

Prospecting and First Contact
Finding qualified leads efficiently. Making a strong first impression in person, by phone, or via message. Cold outreach that gets a response.

Discovery and Needs Analysis
Asking the right questions to uncover real needs. SPIN selling basics. Listening for pain points, priorities, and budget signals.

Presenting Value, Not Features
Translating product features into customer benefits. Tailoring your pitch to what the customer actually cares about. Handling price objections before they arise.

Handling Objections
The most common objections and how to handle each one. The FEEL-FELT-FOUND method. Reframing price, timing, and competitor objections.

Closing Techniques
Reading buying signals. Assumptive, summary, urgency, and trial close techniques. When not to close. Following up without being pushy.

After the Sale
Managing post-sale expectations. Getting referrals. Building long-term customer relationships that generate repeat business.

Final Activity

Sales Role-Play Rounds. Participants practise live sales conversations in pairs and small groups, covering different stages from opening to close. Facilitator coaches on technique and mindset throughout.

Key Outcomes:
Follow a structured, repeatable sales process from first contact to close
Ask discovery questions that reveal real customer needs
Present value persuasively rather than listing features
Handle price, timing, and competitor objections confidently
Use proven closing techniques to convert more prospects

Fee: RM 3,500 per participant
Minimum enrolment: 1 participant
Duration: 2 Days
Level: All levels
HRD Corp Claimable
Certificate included