Consultative Selling & Managing Difficult Customers


Course Objectives

  • Make the transition from a product to marketing & sales consultant culture.
  • Improve customer profiling process 
  • Create and leverage customer relationships
  • Dramatically improve need identification and solution development
  • Increase the effectiveness of customer management techniques
  • Increase understanding of the customer’s behavior in the sales process
  • Develop sales process guidelines: Make sure basic selling skills are consistently implemented
  • Improve personal motivation and help salespeople to recognize opportunities
  • Provide cutting-edge sales consultant skills to improve closing ratio
  • Gain a better understanding of how much control we have over our results
  • To improve our sales performance
  • Identify and sharpen the criteria of professionalism of sales person
  • Hone existing skills and develop new skills
  • Build long-term and profitable relationship with the customer
  • Develop trust and understanding with the customer
  • Differentiate a salesperson from his or her competition
  • Cope with today’s tougher and changing marketplace and develop yourself a professional
  • Simply, enjoy selling
  • Sales consultancy Skills
  • Handing tough customers  Realize why effective communication is vital to success as a sales manager / person
  • Be aware of current corporate selling approached and strategies
  • Discover and understand own thinking preferences as a sales manager/person
  • Helping sales people strategics their sales efforts – Road map to lead each sales person’s sales efforts to successful completion closing sales
  • Preparing problem solving consultative selling approaches

Target Audience

Front line Managers / Executives, Customer Service Managers / Executives, Public Relations / Marketing Executives, Secretaries / Personal Assistants, Receptionists and Call Center Personnel


This stimulating program will maximizes the understanding and learning through lecture, discussion, case studies and practical activities.

Course Modules

  • Module 1 – The Truth about Success in Selling: Making You a Successful Consultant
  • Module 2 – Master the Art of Consultative Selling
  • Module 3 – Understanding Current Corporate Selling Approach
  • Module 4 – Building Long Term Profitable Relationship
  • Module 5 – Managing Difficult Customers
  • Module 6 – Learn Discovering Skills in Managing Tough Customers
  • Module 7 – Advocating Skills in Managing Fussy Customers
  • Module 8 – Supporting Skills in Managing Tough Selling Situation

Get To Know The Trainer

Trainer Casey


Casey , a 27 years sales, management and team building training specialist is acclaimed as one of Malaysia’s most dynamic and inspiring public speaker since 1985 and has steadily increased his stature as one of the leading speakers in this region.  He holds a Bachelor Degree in Applied Economics from University of Malaya and a Diploma in Management from the US. Fluent in three (3) languages, (English, Bahasa Malaysia, and Mandarin), he is an extremely sought after training specialist both locally and internationally

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  • 2 Days of training
  • E-Certificate of Completion
  • E-Training manual
  • Trainer logistic to client`s place


  • 1 or 20 pax, same price
  • Confirmed-to-run even for 1 pax
  • Cheapest available (*we will price match!)
  • Money-Back-Guaranteed Quality
  • HRDF Certified & Claimable



RRP RM3,820/DAY   SAVE RM1,150

*T&C Applies


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