Advanced Selling Skills

This program is designed for those who have at least two years of professional selling experience

This program is designed for those who have at least two years of professional selling experience, and who want to increase their skill levels. This Advanced Selling Skills course covers a number of additional key topics, including effective prospecting, presenting to potential clients, sales forecasting, account management, customer relationship management, etc.  It will assist every professional salesperson to become more proficient in increasing their sales – and with a better overall margin.  The course offers real-world sales solutions, which have been successfully used by top salespeople.  At the end of the program, delegates will feel more confident in their sales ability, be more energised with increased motivation, and most importantly, have gained a new sales momentum.

Who Should Attend?
 

Experienced business-to-business sales professionals interested in further increasing their sales skill levels and learning enhanced sales techniques.

Course Objectives
 

• To carry out a SWOT analysis in six key areas to help you be a better salesperson in your current sales environment
• To examine the buying and selling cycle
• To understand how to develop stronger relationships with customers, that will produce higher sales revenues
• To know how to effectively manage your key accounts and maximise sales with those accounts
• To be able to powerfully present your sales message to your customers
• To learn how to find new customers… and retain them
• To understand the importance of sales forecasting
• To learn how to maintain self-motivation and momentum when ‘the going gets tough’

What You Will Gain
 

• An energising refresher on sales techniques
• Exposure to a number of new ideas to help you generate higher sales revenues
• A clear understanding of how to manage all your accounts effectively
• Proven techniques and systems for better sales retention and growth
• Ways to stay motivated and maintain your sales momentum
• Improved relationship skills which will help you with your customer relationship management

DAY ONE

Introduction

• The Qualities Of A Professional Salesperson
• Selling, Negotiating, And Marketing: The Differences Between Them

Analysis And Planning Strategies

• Business Analysis
• Sales Forecasting

Understanding The Components Of A Successful Sale

• The B2B Sales Process
• Understanding ‘How’ People Buy And ‘Why’ They Buy
• Facilitative Vs. Consultative Selling
• The Buying And Selling Cycle

Knowing Your Customers

• Targeting the Right Person In An Organization

The Customer / Buyer Meeting

• Building Trust
• Selling With O.P.E.N. Technique
• Features, Advantages, Benefits
   

DAY TWO

Writing Effective Proposal

Sales Presentations

• The 5Ps of And Effective Presentation
• Preparation
• Making A Presentation
• Identifying Buying Signals

Closing The Sale

• Avoiding Sales Resistance
• Concluding The Agreement

Maintaining Key Accounts

• Knowing Your Customers
• Understanding Needs And Expectations
• A Hierarchy Of Client Needs
• Customer Relationship Management
• Follow-Up And Follow Through
• Understanding Behavioural Styles When Selling

Keeping Yourself And Others Motivated

• Sales Motivation
• Setting SMARTER Goals

The Way Forward