Advanced Selling Techniques
Advanced Selling Techniques
ADVANCED SELLING TECHNIQUES
COURSE OUTLINE
Full details of modules and topics covered in this one-day course
DURATION
This is a one-day training course structured into 9 modules
COURSE AIMS
This intensive one-day sales training course builds professional selling techniques for those who have covered the fundamentals of the Introduction and Putting Selling Skills Into Action courses. It includes modules on Objection Handling, Questioning and Selling techniques. Delegates also learn how to build profitable relationships with clients, how to control conversations, develop negotiation tactics and write effective proposals.
TARGET AUDIENCE
Anyone employed in a Sales environment who is fully conversant with the content of the Introduction and Putting Selling Skills Into Action courses, and wishes to enhance their sales skills in order to win profitable business.
MODULE 1: Introduction and Course Overview
MODULE 2: Building Profitable Relationships
Learning outcomes:
Understand how identifying the right people and dealing with them professionally will pay off with long term profiable relationships
Topics covered:
• Identifying Key Individuals
• Prospecting
• Influencers and Decision Makers
• Talking to the Right Key Individuals
• Making that Good First Impression
• How to Win Friends and Influence People
• Dale Carnegies Six Principles of Relationship
• Whats In It For Me? (WIIFM)
• Honesty and Integrity
MODULE 3: Advanced Objection Handling
Learning outcomes:
See how objections arise, and learn how to deal with them professionally and to your advantage.
Topics covered:
• Analysing the Reasons for Objections
• Seeing What We Can Do
• Listen - Probe - Advise (L-P-A)
• Exercise: Objection Handling
• Uncovering Objections
• Seven Types of Objections
• Turning Objections into Selling Opportunities
MODULE 4: Advanced Selling Techniques
• Learning outcomes:
• Learn how to enhance the value of each sale by working smarter and using simple proven techniques
• Topics covered:
• Cross Selling
• Up Selling
• Value Added (Suggestive) Selling
• Advancing Opportunity
• Exceeding Customer Expectations
• Giving Recognition
MODULE 5: Controlling the Conversation
Learning outcomes:
Staying in control of the conversation is the only way to succeed, so learn how to do this and get things to go in the direction you want.
Topics covered:
• Starting a Quality Prospecting Conversation
• Listeners Control Conversations
• Trial Closing
MODULE 6: Advanced Questioning Skills
Learning outcomes:
• Learn new approaches to asking questions that will get the conversation to go your way.
• Topics covered:
• Creating an Opportunity: Situation vs Problem Questions
• Difficulty Questions
• Negative and Positive Answer Questions
• Directive Questions
• Rhetorical Questions
MODULE 7: Negotiation Tactics
Learning outcomes:
See how positional bargaining is a poor approach to take, and see how opening things up will create better outcomes.
Topics covered:
• Problems with Positional Bargaining
• Opening Up the Negotiation
• 11 Points for Better Negotiation
• You Have Alternatives
• Reverse Psychology in Negotiation
MODULE 8: Writing Effective Proposals
Learning outcomes:
Learn how to create professional sales proposals which cover the essential factors that will maximise your chances of success.
Topics covered:
How to Construct a Proposal
Important Factors to Consider
Putting It All Together
NEXT CLASS DATES
Dec 12, 2019 - Leeds West One - £249
Dec 19, 2019 - Birmingham Queensway - £249
Dec 20, 2019 - Tower Bridge - £249
Jan 16, 2020 - Manchester Piccadilly - £249
Jan 23, 2020 - Bristol Easton BS5 - £229
Jan 24, 2020 - London Victoria - £229