Sales Skills (Advanced) (1 day)

Course Overview

The workshop is designed to give you a wider message than a conventional sales course. It will help you develop your existing skills and identify what your customers and clients want from you, rather than selling a series of product orientated features.

Audience

Sales professionals who may have already received basic sales training and have some experience in the field. It should not be considered for those without sales experience or as a replacement for fundamental sales training.

Skills Gained

Your organisation needs highly trained sales people prepared to look for alternative closing approaches with customers to maximise contribution to the bottom line. This workshop will equip you to represent your organisation in a complex sale and ensure that you invest your time in the most productive way.

You will develop a new view of the selling process to help you achieve in the more competitive environment by understanding the complexities involved in buying decisions. This workshop will show you how to appreciate the recent developments from transactional selling to a relationship selling approach, so that you become more objective and able to analyse your own performance.

Course Outline

You will learn how to:

• Understand the relationship that bonds sales, marketing and key account management together
• Recognise that planning your approach is essential
• Unearth customer dissatisfaction with current practice or competitors by using advanced questioning techniques
• Apply the concept of product core and surround and adapt it to your own selling situation
• Recognise how exceptional service is becoming the differentiator as increased numbers of products are thought of as commodities
• Handle objections and the reluctance to commit with prepared responses
• Sell to different types of customer using interpersonal skills and body language to your advantage
• Interpret developments in key account philosophies for use with your customers and clients
• Use powerful closing and commitment techniques