Sales Skills: Handling Customers Effectively

Improve your sales by enhancing your selling skills by learning techniques, theories, and strategies in convincing the customer to buy.

Through practical discussions, role-plays, and case scenarios, participants will learn how to approach sales conversations with confidence, uncover customer needs through probing, and present solutions that align with customer objectives. The program also focuses on handling objections professionally and applying sales strategies that improve conversion and customer relationships.

Objectives

By the end of the program, participants will be able to:

• Understand the fundamentals of sales and the role of mindset in achieving sales success

• Identify different types of buyers and their motivations when making purchasing decisions

• Apply effective probing and listening techniques to uncover customer needs

• Present products and services using consultative selling approaches

• Utilize structured sales tools such as FAB and UPB models

• Adapt sales communication across face-to-face, phone, and digital platforms

• Handle objections confidently and move conversations toward successful closing

Who the Program is For

This program is designed for:

• Sales representatives and account managers

• Customer service personnel involved in selling or cross-selling

• Marketing or business development professionals who interact with clients

• Entrepreneurs and professionals who want to improve their persuasive communication and selling skills

The training is suitable for both new sales professionals who need to build foundational skills and experienced representatives who want to refine their sales techniques.

Methodologies

The program uses interactive discussions, case studies, and structured role-plays to allow participants to practice sales conversations in realistic scenarios.

Facilitator feedback, group reflection, and guided exercises help participants refine their probing, persuasion, and objection-handling skills for real workplace application.

VENUE

• Mpower Training Center
• 222 Vivaldi Residences, EDSA cor Aurora Blvd.., Cubao, Quezon City
• Bring own laptop

INCLUSIONSFor onsite:

1. printed handout
2. printed certificate
3. snacks (AM and PM)
4. lunch (fastfood)
5. candies and coffee
6. WIFI access

For via Zoom:

1. PDF handout
2. PDF certificate

Outline

​1. Sales Overview

• Why Selling is Important to the Business and to You
• Acquiring the Sales Mindset
• Identifying Types of Buyers/Customers

2. The Six Buying Motives

• Identifying the Customer’s Buying Objective
• Creating Spiels or Responses regarding the Customer’s Buying Objective

3. Techniques of an Excellent Sales Representative

• Preparation
• Probing
• Active Listening / Awareness of Customer’s Needs
• Be a Consultant: Presenting your Product
• Building Rapport
• Assuming the Sales
• Closing the Sale

4. Essential Sales Tools

• The FAB Sales Model
• The UPB Sales Model
• Other Sales Techniques
• What Not to Do in Selling
• Upselling your Products​5. Applying Sales Techniques in Different Media

• Creating Your Persuading Spiel
• Selling Face-to-Face
• Selling via Online Media (Chat, Email, etc.)
• Selling via Phone Conversation

6. Handling Objections

• Common Types of Objections
• Strategies towards Objections
• Creating Rebuttals towards Objection