Advanced Sales Skills Training

Master the challenge of high level selling

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

Course Overview:

This course is for experienced salespeople with a track record of success The programme covers selling techniques, territory planning and organising ones work to maximise sales performance. You will gain from the fresh perspective taken on this course and the chance to re-think your current working practices.

This course is practical and pragmatic in content with considerable delegate participation. The programme starts by considering the role of each delegate and then analysing the logical sequence for building sales. We then consider fundamental questions about the nature of persuading the various types of customer. This is followed by a searching look at each step in the sales process.

Programme Contents

The Marketing Mix and Selling
Motivations for Buying
The Nature of Need
Building Need Awareness
Consultative Selling Techniques
Communication Skills
Selling Complex Solutions
Managing a Long Sales Cycle
- Controlling the Cycle of Events
Multiple Decision Makers
- Analysis the Buyer Roles
- Dealing with Different Buyer Needs
Investigating and Problem Solving
Effective Presentations and Proposals
- Preparing a Proposal
- The Structure of a Sales Proposal
- Handling the Sales Meeting
- Confirmation of Agreement
Strategies for Dealing With Objections
- Opportunities or Barriers?
- The Joint Solution Approach
Trouble Shooting
Winning the Business
- Decision Signals
- Knowing When to Close
- Techniques for Closing Sales
Positive Behavioural Techniques
Introduction to Negotiating Skills
- Getting the Best Possible Deal
Personal Effectiveness
- Tactics and Personal Plans
- Pre-empting the Competition
- Getting the Most out of Your Territory
- Using Key Ratio and Forecasts
Time Management