| ADVANCED SELLING SKILLS |
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| Course Aim |
| Sales training 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 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 customer's 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 |
| 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 customer's organisation |
| • Negotiating skills |
| • Customer motivations |
| • Matching solutions to needs |
| • When to present the product and what to present |
| • Objection handling |
| • Closing the sale |
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| How the course works |
| Delegates are given a clear understanding of their role, selling at senior level, and the strategic importance this has to the development and success of their organisation. |
| The course focuses on understanding the customer's world and establishing their buying preferences and creating sales opportunities by discussing and probing these preferences. |
| The course looks at how negotiating techniques can be used to build long-term relationships with key account customers. |
| This course uses extensive skills practice sessions, with feedback and coaching to establish advanced interviewing skills for the delegates, and with additional sales tools to augment the sales process. |
| At the end of the programme, delegates produce an action plan, which identifies what needs to take place for successful implementation of the course objectives. |
