Advanced Sales Skills

Course Information:

Online 30 hours Flexi-date£3,750.00
In-House Agreed with client FlexiblePOA
London 10 days 4 March 2024£7,250
London 10 days 24 June 2024£7,250
London 10 days 28 October 2024£7,250

If you are unable to attend this course on the dates above, please contact us to discuss alternative options.
Please note that prices shown above are exclusive of VAT (20%).

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    LCT Brochure 2024
    LCT Brochure 2024

    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


      • 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

    Register now for:
    Advanced Sales Skills


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