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Elite Consultative Selling Masterclass
Elite Consultative Selling Masterclass
In the AI era, market information is becoming increasingly transparent, giving customers greater access to comparisons, more choices, and stronger decision-making power. Traditional one-way product pitching is therefore no longer sufficient to deliver sustainable sales results. Whether a company offers products or services, sales performance directly affects revenue growth, customer relationships, and market competitiveness.
Achieving stronger sales performance requires more than simply presenting products clearly. Sales professionals must be able to uncover customer pain points, address decision-making concerns, and deliver solutions that create genuine value through a strategic, consultative approach.
Specially designed by renowned corporate trainer Yip Hing Wing (SAM SIR), this programme is grounded in real-world Hong Kong business scenarios and integrates applied psychology, strategic game thinking, and advanced consultative communication techniques. It empowers participants to move beyond traditional transactional sales conversations and engage customers at a deeper, more influential level.
Through practical case studies, scenario analysis, and sales conversation simulations, participants will learn how to interpret customer psychology, uncover underlying pain points, reframe value propositions, and effectively advance purchasing decisions—strengthening their capabilities in customer insight, value communication, and sales conversion.
Selling is not about persuading customers to buy—it is about helping them solve their pain points and overcome real business challenges.
Course Overview Learning Objectives
📌 Develop a consultative selling mindset by understanding that the essence of sales goes beyond promoting products—it is about helping customers identify pain points, clarify their needs, and find the right solutions.
📌 Strengthen insight into customer psychology and decision-making behaviour. Learn to uncover the true motivations behind resistance, hesitation, comparison, and price negotiation—and turn them into opportunities to advance the sale.
📌 Apply psychology, strategic game thinking, and pacing-and-leading techniques to build customer trust, connect product or service value with customer needs, and increase purchase motivation.
📌 Master multidimensional storytelling techniques to transform product value into compelling solutions that customers can see, understand, and experience—enhancing objection handling, decision advancement, and closing effectiveness.
📌Engage in a fully interactive learning experience featuring sales dialogues, role-plays, and real-time coaching. Participants will learn to establish trust and rapport before guiding customers to reassess value and move confidently towards a purchasing decision.
Course Outline
Module 1 - The Value and Mission of Elite Sales Professionals (Evening Night Sessions)
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The Value and Mission of Elite Sales Professionals : In the AI era, the role of sales professionals extends far beyond presenting products. They must become trusted consultants who help customers uncover pain points and identify the right solutions. Develop a strong sense of professional purpose by recognising that sales success can directly shape the future of an organisation.
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Transforming Sales through Personality Psychology : Apply Personality knowledge to understand different customers’ personality traits, communication preferences, and decision-making patterns. Participants will learn to tailor their questions, messaging, and closing approaches to different customer profiles.
Course Outline
Module 2 - Breaking Through Mental Boundaries with Strategic Game Thinking (Evening Night Sessions)
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Breaking Through Mental Boundaries with Strategic Game Thinking : Learn how to apply an altruistic, win-win mindset to drive more effective sales and marketing outcomes.
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Mastering Objection-Handling Techniques : Apply NLP pacing-and-leading techniques to acknowledge the customer’s perspective before guiding them to reassess the value of the proposed solution.
Course Outline
Module 3 - Mastering Value-Driven FAB Selling
(Evening Night Sessions)
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Mastering Value-Driven FAB Selling : Learn how to translate product features into the benefits and value that truly matter to customers—presenting solutions they can clearly see, understand, and experience.
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4D Storytelling Techniques : Master the use of visual, auditory, kinaesthetic, and logical storytelling to transform sales messages into vivid, scenario-driven value propositions. Through practical role-plays and real-time coaching, participants will strengthen their value communication, objection handling, and ability to advance the sale.
Speaker
H.W.Yip (Sam Sir)
Mr. Yip is a seasoned consultant and training professional with close to two decades of experience in talent development, leadership, team building, and customer relationship management. With his extensive background in business development and human resource management, he has successfully assisted various organizations in implementing hundreds of training programs and talent development projects, achieving outstanding results. As a performance coach and consultant for multiple organizations, Sam sir specializes in four key areas: corporate transformation, leadership, team building, and premium customer service. He is one of the few training consultants actively engaged across commercial brands, government departments, and social welfare organizations. His exceptional training effectiveness and skills have garnered support from corporate clients and trainees alike, as well as widespread acclaim from diverse media outlets, including TVB, radio, and newspapers.
Course Details
Dates and Times (3 Sessions)
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15, 22 & 29 Sep 2026, 7pm to 10pm
Location
78 Tat Chee Avenue, Kowloon, Productivity Building
Target Audience
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Sales and business representatives from all industries
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Professionals from all sectors who need to build customer relationships
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Managers of small and medium-sized enterprises
Fee
HKD 3,300 per participant
Group discounts* : HKD 2,970 per participant
(*Available for two or more people enrolling together; if you require a group discount, please register separately with us. Applicable for registrations on or before 15 Aug 2026)
Language
Cantonese, supplemented with Chinese materials
Certificate Award
Participants who attend all classes and successfully pass the assessments will receive a certificate of attendance jointly issued by the Hong Kong Professional Training Centre and the Hong Kong Productivity Council.
