Advanced Selling Skills

Selling is competitive, and even the most experienced salespeople can hone their skills for more effective results. This 2 day workshop identifies participants’ existing skills and builds on them, as well as incorporating up-to-date proven sales methods.

Course Outline

Overview

This 2 day course identifies the existing skills of participants, and combines them with proven new sales techniques as well as helping to develop their interpersonal and communication skills.

Aims and Objectives

This course aims to build on experienced sellers’ skills, offering new ideas to help them become even more effective.

Duration

This is a 2 day course.

Prerequisites

There are no formal entry requirements for this course. However, learners are expected to have a good understanding of both spoken and written English.

Who Should Attend

This course is designed for experienced salespeople who are looking to build on their skills and achieve greater success.

Content

The course is divided into seven topics:

Time and Territory Management

This section looks at the importance of preparation and of setting and achieving SMART objectives. It considers the call cycle and how to effectively plan and prioritise.

Advanced Communication Skills

In this section, participants are asked to identify their own communication style and explore ways to adapt it and sustain levels of customer expectation. It also reflects on the importance of following up with customers and the effects that powerful body language can have.

Exploring Customer Needs

This topic reviews advanced questioning and listening skills and how to respond to customers effectively.

Using Effective NLP Techniques

The power of neuro-linguistic programming is explored in this topic, with a focus on the influence of value statements, anchoring techniques and developing winning strategies.

Creating Desire and Offering Solutions

This topic looks at the art of selling, with an examination of selling from the buyer’s perspective, as well as how to identify unique selling points and present benefits to the customer.

Winning the Business and Handling Objections

This topic considers how to gain commitment quickly and how to respond affirmatively to buying signals, as well as looking at how to identify and manage objections.

Validating and Closing the Sale

Finally, the course looks at confirming the sale and proven techniques for doing so, as well as the power of silence in negotiation.

Course Benefits

By the end of this course, participants will come away with more knowledge and confidence in selling, as well as the ability to recognise and develop advanced communication skills that influence the buyer.

This course can also prove useful as an assessment exercise for individuals or groups in a workplace setting.

Certification

Learners will be given a Certificate of Attendance on successful completion of the course.