Advanced Sales Skills

This Advanced Sales Skills course is designed for sales leaders, aspiring sales leaders and for anyone who wants to refine their skills to add value to the sales process and their organisation. The course will enable you to describe the nature of the sales role alongside other channels.

Key Objectives

After attending this course delegates will be able to:

• Learn the importance of selling skills

• Develop selling skills appropriate to their market

• Describe the buying process

• Understand buying motivations

• Develop relationships, not just sales

• Improve skills focused on lifetime values

• Making sales a conversation, not a pitch

• Considering the customers' needs and wants

• Using questions to uncover needs and wants 

• Improve handling of customer questions 

• Make more sales to their chosen segment

Course Outline

• The principles of Selling in today's market 

• Making the complex purchase an opportunity

• What are you really selling

• It's not your product, it's how they feel about it

• Defining the process/Your part in the "Customer Journey" 

• Designing the paths to the sale, the upsell and the cross sell

• Questioning to build understanding and trust

• From transactional to relationship 

• Building dialogue through effective questions 

• Question and objections: handling and prevention

• Completing the business/building for the future

• Developing through feedback

Key Benefits

• Examine how to add value to the sales process

• Describe the nature of the sales role alongside other channels 

• Consider how you are selling services or intangible products, where the "shiny box" does not exist

• Focusing on business to business when the sale may be part of a consultative process

• Define the nature of customer objections

• Identify routes to preventing customer objections, and confidence in handling when they do, inevitably arise