Advanced Sales Skills
Course Information:
Venue: | Duration: | Date: | Price: |
---|---|---|---|
Online | 20 hours | Flexi-date | £2,500.00 |
In-House | Agreed with client | Flexible | POA |
London | 10 days | 7-Mar | £5,900.00 |
London | 10 days | 27-Jun | £5,900.00 |
London | 10 days | 31-Oct | £5900.00 |
Who should attend?
- Sales Executives
- Sales Managers, Operations Managers and Account Managers
- Sales Directors/ Operational Directors
- Managers/Directors moving more into a strategic business development role
Accreditations
Outcomes
- Refresh and develop key sales development skills
- Improve sales management methods and empower your team to succeed
- Drive sales performance, optimise the sales funnel and improve sales performance and results
- Create and give excellent sales presentations and pitches
- Develop and manage strategic key accounts and strengthen loyalty
- Analyse buyer motivation and sales psychology and its link to market positioning
- Overcome objections and win over sceptical buyers
- Improve communication and influencing skills
- Move towards‘consultative solution focussed selling’
- Build lasting relationship with clients
- Identify the root causes of issues with clients and offer the best solutions/services
- Develop strategic customer relationship management
- Create a personal development plan
COURSE TOPICS:
Selling – An Art or a Science
- Through interactive learning delegates will explore the factors that make excellent sales people
- How to raise personal standards in order to encourage profitability
- Do you use a ‘hunter’ or a ‘farmer’ selling style?
- The background of selling and defining your role as part of the organisation’s mission
- How to use persuasion without crossing boundaries
Effective Planning and Prioritising
- Account analysis, planning and time management
- How to plan your territory more productively
- Prioritising prospects well to ensure more consistent sales conversion ratio
- Meeting and diary management and increasing opportunities for new business
- Strategies for hitting and surpassing your targets
- Researching into client, the global, market and customer spheres
- Identify key trends in the marketplace
Making Lasting Impressions
- Tuning in to your client’s mindset and building trust
- Generate influence through matching body language and increased personal credibility
- Apply the ‘Aristotle Principle of Persuasion’
- Becoming a positive reference top your client and building more loyalty and sales compared to your competitors
- Becoming a better communicator using positive unconditional regard (Rogers and Carnegie)
- Personal psychometric profiling
Overcoming Objections
- How to deal with client objections and still get the sale
- 7 steps to maintain calm in adverse selling situations
- How to use objections as a basis to develop the sale into a mutual beneficial outcome
- Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
- Dealing with client excuses of not buying and delaying strategies
Winning the Business
- 10 closing styles to suit your personality and clients buying style
- Overcoming any fear or asking for the business
- Dealing with delayed sales proposals
- Practical exercises to practice getting the sale with confidence
- Creating a clear vision for yourself using positive psychology
Sales Presentation and Pitching Mastery
- How to be more effective and charismatic during sales presentations
- How to deal with presentation challenges for individual client meetings vs selling to a procurement team
- How to bring separate viewpoints together to still leave with a sale
- The elevator pitch
- How to present more confidently and describe your products and services using customers needs
- Moving from transactional selling to consultative selling
- Practical exercises and coaching to help you grow and improve
Relationship Building
- Become an a trusted advisor to your client
- Using advanced influencing skills to connect to your client and get them to reveal more
- Selling across different cultures, code and practices
- Understanding your personal brand in sales
- Mastering emotional intelligence and positive psychology
- Explore psychometric profiling of yourself and clients
- Making a plan to increase loyalty and pin that to profitability
- Feedback of individual strategy assignment
Dealing with Difficult Clients
- Problem clients and handling the effects of their action/inaction
- 5 different types of difficult buyers
- 5 things you must never do while handling a customer objection
- Winning back lost business and raising the stakes
- Using refined communication strategies of world’s leading business coaches and entrepreneurs to deal with any problem
- Buyer’s expectations of suppliers
Strategic Sales
- Motivating yourself and your team to be results focused
- Dealing with ‘C Level’ selling – selling to the board
- Getting ‘buy in’ for internal stakeholders to improve strategy
- Increase conversion ratios and customer feedback ratings
- Create a success roadmap
- Develop your own personal development plan for post course success