Advanced Selling Skills

Advanced Selling Skills

Duration: Two days

Objective

The aim of this course is to enable delegates to forget the 'hard sell' approach, and to develop the skills required to achieve repeated
success by improving their selling techniques. This course focuses particularly on the emotive reasons why people buy and how you
can build the business of your existing client base and the tools you can introduce to help you win new business more quickly and
with greater conviction.

Contents

By the end of this course each delegate will be able to:
Explain the differences between marketing, selling and negotiation
Control the sales interview by recognising and responding to the different ways customers like to communicate
Use simple body language techniques to build a professional and trusting relationship with their customers
Demonstrate the benefit of selling by objectives
Use different types of questions to establish customers' buying motives and gain positive commitment
Identify and sell the benefits, not the features of their products
Use a structured product brand talk to present proposals to their customers
Practice a simple structure for handling objections

Who should attend

Account Managers and Salespeople with experience of selling (either on the telephone or through face-to-face sales) and wish to
develop their communication skills will benefit from this course. It will also prove extremely useful for salespeople who have received
formal training in the past and wish to introduce some new ideas into their pitches and approach.

Course benefits

Learn how to move away from the basic selling relationship to a consultative selling and relationship-based customer retention model
Develop your knowledge, skills, and behaviours in your consultative selling role
Learn relationship selling skills which will help you build sustained relationships with important customers by pro-actively anticipating
their needs
Develop your consultative selling competencies which will maximize the business relationship with your clients
Sharpen your interpersonal skills and communication behaviors to manage the relationship more effectively

Additional information

This course is a practical and highly participative programme. The trainer begins by considering the role of each delegate and
analysing the logical sequence for building sales. Great consideration is given to fundamental questions about the nature of
persuading the various types of customer. This is followed by a pragmatic insight into each juncture of the sales cycle.

Certificates

All delegates who successfully complete this course will receive a certificate of attendance.

Trainers background

The trainer for this course has extensive experience in design and delivery of sales related training programmes. They have been
successfully delivering training to both public and private sector organisations for over twelve years and previously held a number of
senior sales positions in variety of industries.

Locations: 

We deliver courses in Inverness, Aberdeen, Stirling, Glasgow, Edinburgh, Newcastle, Leeds, London and Belfast.