Event report
Past Event| How to Improve your Sales Skills: Ask, Influence, Close
Our latest Human Resources committee meeting brought together sales professionals for an insightful and action-oriented workshop on improving sales skills, led by Shawn D’Cotta, Head of Office (APAC) at Cegos Group.
In a dynamic two-hour session, attendees were equipped with practical tools to elevate their sales conversations and close deals more effectively, by asking the right questions.
The workshop emphasised the power of strategic questioning as a game-changing tool in the sales process. Participants learned how to read between the lines to uncover what truly motivates their prospects, frame their solutions in terms of client value, and confidently handle objections by aligning their offer with the prospect's top priorities.
Key Takeaways from the session:
- Adopt a neutral mindset when asking questions
Learn how to explore the customer's current situation without bias or trying to pitch too early, creating a safe space for open dialogue.
- Acknowledge and validate the customer’s current choices
Discover how to clarify and affirm the advantages of the customer's current setup to build trust and rapport—key to influencing change later.
- Use positive framing to highlight gaps
Master the art of gently surfacing the flaws or limitations of the current state without sounding critical or confrontational.
- Guide customers to realize the impact themselves
Understand how to ask strategic questions that lead customers to recognize the potential value of changing —without telling them directly.
- Reformulate the situation with balance and respect
Practice how to summarize the conversation by reinforcing what's working, identifying what to preserve, and collaboratively defining what needs improvement.
A special thank you to Shawn D’Cotta for sharing his expertise and delivering such an impactful session, and to all the attendees for your great energy and active participation.
For more information about the Human Resources Committee, please contact Vanessa Hobbs vhobbs(@)fccsingapore.com
