Advanced Sales Skills

• Sales Executives
• Sales Managers, Operations Managers and Account Managers
• Sales Directors/ Operational Directors
• Managers/Directors moving more into a strategic business development role




• 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

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