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Advanced Sales Skills

2021 Course Information:

Venue:Duration:Date:Price:
Online 20 hours Flexi-date£2,500.00
In-House Agreed with client FlexiblePOA
London 10 days 28-Jun£5,250.00
London 10 days 01-Nov£5,250.00

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    LCT 2022 Brochure
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    LCT 2022 Brochure
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    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