Advanced Selling Skills

Course Aim

To enable delegates to build upon their existing skills by making them more aware of customer buying preferences and understanding what is happening in the customer's world. Once a delegate can understand the customer fully, they will be able to widen their opportunities and experience increased sales.

The programme is suitable for salespeople and managers who are responsible for major accounts, or who would benefit from further skill development.

Course Objectives

By the end of this course the delegates will be able to:

• Explain the different buying preferences of customers
• List effective questions that can be used to develop an understanding of the customers motivational drivers and aspirations
• Demonstrate how to build rapport quickly, with a wide variety of customers
• Describe how to match product solutions to customers individual needs and buying preferences
• Demonstrate how to avoid and overcome customer objections and gain commitment to the sale

Course Content

Course content includes:

• Building rapport
• Advanced questioning techniques
• An introduction to NLP in relation to selling techniques
• Pareto principle
• SWOT analysis
• Potential needs of customers organisation
• Customer motivations
• Matching solutions to needs
• When to present the product and what to present
• Objection handling
• Closing the sale