- master the challenge of high level selling
a 2-day open course
This advanced sales skills course is for the experienced salesperson who has a track record of success and seeks to become even more proficient.
It is also suitable for those who sell complex solutions to multiple decision makers with long sales cycles.
It covers sales techniques and sales strategies to maximise performance. It is practical and pragmatic in content with considerable delegate participation. Every salesperson will gain from the fresh perspective taken on this course and the chance to re-think their current working practices.
Many good and experienced sales people question the virtues of attending an advanced sales skills course when they already have a track record for success. This is a valid question and one way to answer this is to draw from an analogy. Sales people - like sports people - operate in a competitive environment and are measured by their "wins". Most sports people, indeed virtually all successful professionals, receive regular training, development and coaching to continually improve. Imagine a footballer who never practiced between games, he may still remain good, but would he operate at his full potential? This programme will help to ensure that experienced sales people operate to their full potential and maximise business performance. Most are actually surprised by how much they take away!
Who will benefit from attending?
Advanced sales skills courses are designed for the experienced salesperson wishing to hone their skills and techniques, review their approach to ensure best practice and maximise their performance. This programme is suitable for those selling in a business-to-business situation, selling complex solutions to multiple decision makers with long sales cycles.
What you will get from attending:
- Mastery of the professional consultative selling process
- Methods to plan and manage long sales cycles
- Improved knowledge on how to influence the different types of decision makers to win more business
- Stimulation and personal challenge to raise your sales performance to the highest level
- To enhance current sales knowledge and skills.
- To help each delegate win more business by encouraging the best work practices.
- To revitalise performance through fresh ideas developed on the course.
The Challenges of High Performance Selling
Motivations for Buying
The Nature of Need
Selling Against Competitors
Developing Client Plans
Professional Consultative Selling
Building the Sales Case Using Spearhead WIN-CLIENT Process
Advanced Persuasive Communication Skills
Handling the Sales Meeting
Selling Complex Solutions
Managing a Long Sales Cycle
- Controlling the Cycle of Events
Multiple Decision Makers
- Analysis of the Buyer Roles
- Dealing with Different Buyer Needs
Effective Sales Presentations
Structuring the Sales Proposal
Strategies for Dealing With Objections
Winning the Business
- Decision Signals
- Gaining Client Commitment
Positive Behavioural Techniques
Getting the Best Possible Deal
Personal Effectiveness for High Performance
Professional Time Management
Testimonials for Advanced Sales Skills
"Very clear - good chance to bounce ideas off each other." SL, Eurobrands Partner Ltd
"Great course, very easy to transfer across to the field." AN, Haddenham Healthcare
"Great atmosphere and personal attention from the tutor." BJ, Bluelive Media
Sales people are exposed to a high level of negativity and rejection from customers. Over time this can build and manifest itself into a negative frame of mind. Therefore, it is important that sales people have the opportunity to share experiences and develop techniques to maximise their effectiveness.
Building a sales strategy and client plans are key areas covered during the two days. Each stage of the sales process is examined to maximise the effectiveness of delegate actions in the field. Mastering professional consultative selling is the focus of the whole programme. Delegates will consider the key tactics to gain commitment and the use of sales closing techniques to secure business effectively. There is also a focus on planning and managing long sales cycles, including analysis of different types of decision makers and how they can be influenced to win the business. There are practical exercises to develop delegate's skills and techniques relevant to their own situation. It is run in a highly participative way which builds on the delegate's experience using facilitative discussion, and so takes into consideration the role of each delegate and their learning objectives. Delegates will find this course a useful opportunity to review their current practice and to identify ways to become even more effective in the field.
It is presented by our experienced tutors, who have many years successful sales track records and who actively perform a sales function for Spearhead. They are very much in touch with the current business issues and able to relate to the challenges facing sales people, and are well positioned to both challenge and support delegates through the two days to make the most of the time available.
The world is constantly evolving and competition is constantly becoming ever more fierce – there is no room to rest on our laurels and past successes! Levels of professionalism are continuously improving and salespeople must constantly seek improvements to continue to be successful. For those who are already highly successful, attending this two day programme will provide the peace of mind that they have the very best skills.
What is included in the fee?
All materials, lunch and refreshments are provided on this programme.
Start: 10 am Finish 5 pm
Recommended Follow-on Training
- Sales Negotiation Skills – Minimise concessions and conclude good deals in tough markets
- Account Management – Building business partnerships
- Financial Awareness - Everything you need to know about business finance for the non-specialist
If you are not satisfied that you have benefited by attending our Advanced Sales Skills course, then we will refund your course fee.