Advanced Sales Skills

master the challenge of high level selling

2 Days - Non Residential

This sales training course is for the experienced salesperson who has a track record of success and seeks to become even more proficient. The course is also suitable for those who sell complex solutions to multiple decision makes with long sales cycles.

The training programme covers selling techniques and strategies to maximise sales performance. Every salesperson will gain from the fresh perspective taken on this course and the chance to re-think their 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.

Delegate spaces available on the following course dates:

Fee includes course materials, use of video and other training equipment as required. Lunch and light refreshments are also included. Prepared key topic notes for delegates' future reference are provided. The number of delegates attending each course is limited in order to ensure individual participation.

If overnight accommodation is required we often have special arrangements with local hotels.

 

Programme Contents

• The Challenges of High Performance Selling
• Motivations for Buying
• The Nature of Need
• Selling against Competitors
• Developing Client Plans
• Sales Strategies
• 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

Description of Course

This course is run in a highly participative way and draws from the delegates experience using facilitative discussion. The course takes into consideration the role of each delegate and their learning objectives.

Building a sales strategy and client plans are key areas of this course. 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 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 delegates skills and techniques relevant to their own situation. 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.

The course is run by experienced tutors who have many years successful sales track records, and who actively perform a sales function for Spearhead Training. They are, very much in touch with the current business issues and able to relate to the challenges facing delegates and are well positioned to both challenge and support delegates through the two days to make the most of the time available.

Many good and experienced salespeople question the virtues of attending an advanced sales training course when they already have a track record for success. This is a valid question and to one way to answer this is to draw from an analogy. Salespeople like sports people operate in a competitive environment and are measured by their success. Most sports people, indeed virtually all successful professionals receive regular training, development and coaching to continually improve. Imagine a footballer that never practiced between games, he may still remain good, but would he operate at his full potential? This course will help to ensure that salespeople operate to their full potential and maximise business performance. Most are actually surprised by how much they take away from the programme.

Testimonials