HRD Corp Claimable Course
Two ways to take this course
In-house for Your Team
Tailored to your cases, at your premises or ours. It is an HRD Corp Claimable Course (SBL-KHAS).
Get a QuoteAlso available as private 1-to-1 coaching. Ask about coaching
Also available live online on MS Teams or Zoom.
What you will be able to do
- Become a B2B trusted advisor to clients
- Understand the role of a customer engagement representative
- Strengthen B2B selling skills
- Manage B2B client relationships for long-term account value
Who should attend
Sales teams and pre-sales teams who want to be trusted and reliable sales advisors using consultative interactions with customers. Participants are coached by the trainer in a workshop setting and do role plays to apply the lessons from the course.
Pre-requisites: SPM, diploma or degree holder
Class in action
Programme by day and module
Day 1
9.00am to 12.30pm
Module 1 · Being a Trusted Advisor
Participants are introduced to the concept of the trusted advisor. They learn how to use sales probes and SPIN questions to discover opportunities in their accounts, and how to build their brand persona and relationships in those accounts.
- The trusted advisor role Lecture
- Getting started with the trusted advisor role and consultative selling Workshop
- Presenting your first SPIN conversation Group Activity
12.30pm to 1.30pm · Lunch break
1.30pm to 5.00pm
Module 2 · Product Positioning for the Client's Needs Payoff
Participants learn how to position their products with clients and how to apply active listening techniques to answer customer questions. They also learn how to ask for the order.
- Customer decision journey Lecture
- Product positioning for a needs payoff decision Workshop
- Product presentation and shaping the needs payoff answers Group Activity
Day 2
9.00am to 12.30pm
Module 3 · Know Your Customers
Participants learn to see growth opportunities in an account and how they can help their customers win at their workplace and achieve their work goals. They learn to move from hunting and farming to account lifetime value.
- Mapping the account's ecosystem Lecture
- Product cross-selling sales pitches for different scenarios Workshop
- Cross-selling and managing customer responses Group Activity
12.30pm to 1.30pm · Lunch break
1.30pm to 5.00pm
Module 4 · Sales Pipeline Control and Reporting
Participants learn how to influence purchasing processes and controls, build and check the sales progress in an account, handle objections and ask for the order. They learn how to collaborate with external and internal stakeholders to drive results.
- Key account sales and marketing activities Lecture
- Creating the account call plans and objectives Workshop
- Reporting the sales pipeline activities and next steps Group Activity
How the course runs
Before
Training Needs Survey
During
Training: practice on your own work
After
- Learning Assessment
- Post-Training Implementation Plan
- Course Evaluation (TEE)
- Certificate
What Is Included
- Course handbook for every participant
- Workshop activities, guided and coached by the trainer
- An assessment test at the end of each module
- Your contribution and reflection in the group activities are evaluated
- HRD Corp Training Effectiveness Evaluation (TEE) feedback after the course
Certificate
- Certificate of Attendance: for every participant who attends at least 75% of the course and scores below 50% in the assessment.
- Certificate of Achievement: for participants who attend at least 75% of the course and score 50% to 79% in the assessment.
- Certificate of Competency: for participants who attend at least 75% of the course and pass 80% of the assessment.
Trainers
What participants say
It was very much interactive, well explained with practical examples, overall the training is valuable.
Interactive. Plentiful of examples and scenarios to relate to
Life examples Jovial trainer Very informative and engaging
The experience of the trainer with many practical examples
Fees and HRD Corp funding
- Public class: RM 3,500 per person
- In-house and group fees: quoted for your team size and dates.
Employers registered with HRD Corp can claim this course against their levy. How claiming works
Frequently asked questions
Who should attend B2B Trusted Sales Advisor?
Sales teams and pre-sales teams. Participants should hold SPM, a diploma or a degree.
How long is the course?
2 days (14 hours), 9.00am to 5.00pm each day, with a lunch break from 12.30pm to 1.30pm.
Is this course an HRD Corp Claimable Course (SBL-KHAS)?
Yes. It is an HRD Corp Claimable Course (SBL-KHAS). Employers registered with HRD Corp can claim it against their levy.
Can we run it in-house or online?
Yes. You can run it in-house at your premises or ours, join a public class in Petaling Jaya, take it as private 1-to-1 coaching, or attend live online on MS Teams or Zoom.
How much does the public class cost?
RM 3,500 per person. In-house fees are quoted for your team size and dates.
What certificate do participants receive?
Every participant who attends at least 75% of the course gets a certificate. The assessment score sets the certificate: Certificate of Attendance (below 50%), Certificate of Achievement (50% to 79%) or Certificate of Competency (pass 80% of the assessment).
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Get a Quote
Tell us your team size, preferred month and location, and we will send a quotation.