Advanced Sales Skills Training

Advanced Sales Skills Training
Master the challenge of high level selling

This course is for the experienced salesperson who has a track record of success and seeks to become even more proficient. The course is also aimed at anyone who sells complex solutions to multiple decision makers with long sales cycles. The programme covers selling techniques, territory planning and organising ones work 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.

For an open course option, click below

Advanced Sales Skills

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