Sales Skills (Advanced) (2 day)

Course Overview

This two day selling 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 aimed at anyone who sells 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.

Audience

Designed for the experienced salesperson wishing to hone their skills and techniques in order to maximise sales performance. It is also designed for those in a business to business sales situation, selling complex solutions to multiple decision makers with long sales cycles. It is also suitable for those who require a sales refresher in order to brush-up and hone their techniques. Experienced sales people who wish to review their approach to ensure best practice and maximise their success also find this course beneficial.

Skills Gained

Course Outline

This course is run in a highly participative nature and draws from the delegates experience by 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 in order to maximise the effectiveness of delegate actions in the field. Mastering professional consultative selling is a focus of the whole programme. Delegates will also 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 in order win the business. There are practical exercises in order develop delegates skills and techniques relevant to their own situation. Delegates find this course a useful opportunity to review their currently practice and to identify ways to become even more effective in the field.

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

Follow On Courses

• Sales Negotiation Skills - Minimise concessions and conclude good deals in tough markets.
• Key Account Management - Building business partnerships.
• Financial Awareness - Everything you need to know about business finance for the non-specialist.
• Presentation Skills - How to overcome nerves present with confidence.