• Essentials of Social Media Management: Amplify your Brand and Engage your Customers
  • Leading Effective Meetings: Optimizing your Time and Resources
  • Developing an Attitude of Professionalism: Values and Attitudes for Success
  • Effective Workload Management: Everyday Techniques to Get Things Done
  • LeaderShift Module 1: The Leader as a PEOPLE MANAGER: From Task to People Management
  • Multi-Generation Workforce Management: Bridging Work Styles across a Diverse Workforce
  • Project Management Skills for Everyday Tasks: Adopting the Mindset from Planning to Execution
  • LeaderShift Module 2: The Leader as a COMMUNICATOR: From Talking and Writing to Communicating
  • LeaderShift Module 3: The Leader as a PERFORMANCE COACH: From Performance Monitoring to Leading and Coaching
  • Handling Customer Complaints: Communicate and Connect with your Customers
  • Customer Service Recovery: Win Back Customers and Keep Them for Good!
  • Principles of Creative Video Production: How to Produce Interesting, Compelling, and Viral Videos
  • LeaderShift Module 4: The Leader as an INNOVATOR: From Typical to Critical Thinking
  • Critical Thinking and Decision Making in the Workplace: Analyze and Implement Effective Solutions
  • The R.O.I. on a Customer Service Mindset: Reaping the Benefits of a Customer Service Culture
  • Professional Image and Presence: Civility and Etiquette in the Modern Business Setting
  • Managing Employee Development: Creating Programs for Career Growth and Retention
  • Supervisory Essentials: From Task to People Management
  • Interactive & Engaging Presentation Skills: Applicable Tools & Techniques for your presentation
  • Sales Proficiency Training (SPRING): Methods and Techniques in Sales & Negotiation
  • Digital Marketing Toolbox: Using the Paid, Owned, and Earned Model
  • PHONETOGRAPHY: Explore, Create, & Inspire using your Smartphone
  • Supervisory Essentials Training: Leader as an Effective Communicator
  • MS EXCEL MADE SIMPLE: Beginners Guide to Basic Excel
  • CODING FOR KIDS (PART 1): Enhancing Creativity & Critical Thinking
  • ADVANCED MS EXCEL: Optimize its Functions to Ease and Simplify Data-Driven Tasks
  • CREATE A STRESS - FREE SPACE: Managing Stress for a Happier and Healthier you
  • Building and Condo Management: Property & Facility Management, Leasing and Preventive Maintenance
  • Marketing 101: How Marketing is at the core of every growth strategy
  • Practical Enterprise Architecture
  • DIGITAL MARKETING MANAGEMENT: Native Advertising: Aligning Creative Thought Process and Storytelling with your Business Strategies
  • Essentials of Business Communication: Written and Oral Communication for Everyday Use
  • Business Etiquette 101: Professional Guide to Projecting the Best Image of your Company
  • Basic Quality Toolkit: Apply the 8 tools used to improve Productivity, Efficiency and Effectiveness
  • Relationship Marketing: Cultivating Customer Relationship for Long-term Growth
  • Exploring MS Powerpoint and Beyond: Interactive and Engaging Presentation Tools
  • Supervisors as Coaches: Developing a Coaching Culture in your Organization
  • Basic Selling Program: Elevate your Sales Game with Tools and Techniques to close a sale
  • Strategies in Writing: How to Write Lean, Fast, and Viral


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    For top management and HR professionals, the easiest “items” or positions to justify are, more often than not, sales related.

    The ROI of such roles is expected and assured, or so the thinking goes. But apart from product or service knowledge, sometimes the basics of effective selling are ignored or forgotten—and the end results are not up to expectations.

    We asked Angelica Ventanilla, who has years of experience in selling, for her thoughts on reinforcing the basics of selling.

    1. Sell yourself as well—not just the product.

    One common oversight of most sales persons is that they focus solely on selling their product or service.

    While of course, product knowledge is key, we should also remember that our clients are human, and they need someone to talk to outside of their usual daily lives.

    Instead, a great salesperson should “sell” themselves too — regardless of the product, price and use. The secret is good communication and rapport. Apart from the product or service, your clients should enjoy talking with and relating to you. Be a good listener and develop empathy, and the sale will follow.

    2. Profile your client.

    While creating a profile of your client, recall the old adage: “different strokes for different folks.” Apart from researching on and finding out your client’s needs and wants, be sensitive to the communication tools you use. If your client is the typical “old school,” he or she will expect a visit or at least a phone call. Younger millennials on the other hand, will be comfortable and perhaps even prefer, communicating through social media.

    Another example: If your clients are businessmen, give them the bottom line right away, and provide sustainable solutions. These clients may seem intimidating at first, but they may just turn out to be the best people to deal with. They are honest, frank and direct to the point.

    3. Address common challenges right away.

    The main challenges for your clients will always be: limited resources, manpower and budget. Learn how to address these and provide beneficial solutions. For example, give price breaks, alternatives, and discounts. Or come up with product or service bundles at every budget level.

    4. Forget me, not

    Never forget your previous clients. A good salesperson visits all clients on their available and convenient time. Visit them in good and bad times, and make them feel you are there for them no matter what. Do not visit them only when you want to get a sale. Before you know it, they will be calling you.

    Ventanilla will facilitate a workshop titled “Basic Selling: Elevating your sales game with tools and techniques to close a sale” on Dec. 5, 2017 at the Inquirer Academy. The course is beneficial to account executives, sales agents, professional medical representatives, telemarketers and anyone who is learning the skill of selling.

    Entrepreneurs and those in the field of marketing and operations will also find benefit from this course.