Professional Personal Selling – An Introduction & Overview of Essential Techniques
Generic Category: Creative Thinking (2 CPD credits awarded, subject to KEO’s approval)
Course Duration: 3.0 hours
Funding: Eligible for UTAP funding (for NTUC Union members, click here to find out more)
Course Synopsis:
Professional Personal Selling (PPS) is a strategy that salespeople use to convince customers to purchase a product or service. The salesperson uses a personalized approach, tailored to meet the individual needs of the customer, to demonstrate the ways that the product or service will benefit him.
In the Digital Age with disruptions caused by new business models and Artificial Intelligence(AI), Personal Selling skills become even more important. It differentiates your ability to rise above the masses and helps your customer feel understood, appreciated, and cared for. It helps you brand yourself and a true professional and prepares you to handle the big exclusive deals where the super-rich has specific needs and expectations that are unique to themselves.
If you handle the sale of luxury properties, commercial properties, shophouses, and en bloc sales, this course is will help you understand that each stage of the sales process is important in getting the deal completed properly.
How do you tailor your approach, prospecting, and sales strategy to cater to this segment? What are the various techniques for handling objections and closing the sale?
This course is useful not only for Real Estate Salespeople, Team Leaders and KEOs. It is a skill for anyone doing business development, consultants selling ideas and concepts to Board of Directors and decision-makers. It gives a practical 5-step programme that anyone can pick up and use immediately.
This is a practical class done in a workshop style, limited to no more than 30 pax per class to enable practice and feedback. Class attendees must be prepared to participate actively, be videotaped and critiqued by fellow class participants in order to enjoy the benefits of EXPERIENTIAL LEARNING. The workshop combines short lectures, videos, role-plays and actual demonstrations to acquire these critical skills.
About the Trainer
Harold Tan
Director (Real Estate Advisory), VestAsia Group.
Trainer, Certificate in the Marketing of Commercial Properties & Various CPD Courses
B Sc (Hons)(Real Estate), MA (Business Admin), MICSC, ACTA
Harold Tan has over 35 years of experience in real estate covering both the public and private sectors. He started his career as a valuer in Jurong Town Corporation (JTC) and became JTC’s first Overseas Merit Scholar, where he learned about Strategic Marketing and Professional Personal Selling while doing his MBA in the USA.
When he returned, Harold was assigned to market the Singapore Science Park and was promoted to become the first GM of TechParks Pte LTD which eventually became Ascendas. Over the years, he has taken on senior positions in investment, real estate development as well as international consultancy companies (Jones Lang LaSalle) where he had to market and “sell” ideas, new products and services to corporates such as GIC, Hong Kong Land, Goldman Sachs, Capitaland, ING Real Estate, Prada, Sephora, Body Shop etc.
He walks the talk and continues to use the selling techniques in this class to convince clients – individuals and institutions – to adopt new ideas, paradigm shifts and repositioning of brands and products to meet their business objectives. This is a programme based on tried and tested business principles and a sound understanding of human behaviors and decision-making that will open your mind to a better understanding of how people “buy” into your ideas, products and services.