Advanced Selling Skills Training

 

Course Aim

Our course enables your employees to build upon their pre-existing skill set. Our advanced selling skills training course will help to educate them further in a range of essential selling techniques. One of the primary foci of this selling skill training course is to help your employee understand the customer’s current situation and their buying preferences. Once your sales representative fully understands the customer, they’ll be able to communicate more effectively and increase their opportunities to make a sale.

The advanced selling skills training programme is perfect for sales representative and sales managers. Designed for sales personnel who are likely to be responsible for large accounts, many of these selling skills are transferrable. If your sales team already has experience in the field, but would benefit from additional skills development, this is the perfect course for you.

Thanks to the sales professionals at Sales Training International, we can help your team to become more effective sales personnel and account managers. Our advanced selling skills training courses are designed to help people of all experience learn something new and to improve their own sales performance.

We offer short, focused, strategic, high-value interventions

Introduction

This course is for the experienced salesperson who has a track record of success and seeks to become even more proficient in their existing sales role. The course covers selling techniques, rapport and relationship building and ensuring a consistent after-sales process. Every salesperson will gain from the fresh perspective taken on this course and the chance to re-think their current working practices.

This course is practical and pragmatic in content with considerable participation required. It starts by considering the role of each participant and then analyzing the logical sequence for building sales. We then consider fundamental questions about the nature of persuading the various types of customer. This is followed by a searching look at each step in the sales process and enhancing it using the psychology of selling.

Course Objectives

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

  • Explain the different buying preferences of customers
  • Detail different methods to influence a customer to a positive sales decision
  • List advanced questions that can be used to develop an understanding of the customer’s motivational drivers and aspirations
  • List the different levels of need and how to raise customer awareness at each level and influence them to more positive sales outcomes.
  • Explain what is influence
  • Apply influencing techniques to their sales behaviours and actions
  • Demonstrate how to build rapport quickly, with a wide variety of customers using NLP and customer psychologies strategies
  • 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
  • Detail how to close a sale effectively
  • List the techniques to turn customers into long term business relationships
  • Display advanced negotiation techniques using NLP

Course Content

Recap of the Sales Process
  • Understanding how and why customers buy
  • Recap the Buying Process and the Sales Process
    • Establishing and building rapport
    • Establishing customer needs and the potential needs of the organisation
    • Presenting the solution to match customer needs
      • Handling and overcoming objections effectively
    • Developing a range of closing techniques to meet individual sales situations
Influencing clients to make positive sales decisions
  • What is persuasion and influence?
  • Defining persuasion and influence
  • The qualities of a successful persuader
  • Push vs pull persuasion styles and the behavioural implications of both when persuading
  • Perception – how you perceive situations and how others may perceive you
  • The identification of individual “filters” and how to overcome these
  • The power of positive thought – getting prepared for the persuasion discussion
  • The Elements of Influence
Influencing Strategies
  • Your preferred style
  • A framework for influencing strategies
  • Choosing the appropriate strategy (8 Steps)
Expanding Your Power Base
  • The six types of power
    • Referent
    • Information
    • Expert
    • Legitimate
    • Reward
    • Coercive
    • Extending your personal power
Robert Cialdini – The Secrets from the Science of Persuasion NLP and selling
  • Understanding that customers are different and need to be treated accordingly
  • Different motivating drivers
    • Moving Away and Moving Towards
    • Matchers and Mis-matchers
    • Big Picture and Jigsaw
    • Internal and External checkers
  • The impact of language
  • Body language and advanced selling techniques
  • Transactional Analysis
  • Self-awareness
  • Developing the right attitude
  • Creating a positive mental attitude using NLP
Advanced negotiation skills
  • Recap of the negotiation process
    • Variables, tradeables and USP’s
    • If I…then will you…
    • Moving forward after the negotiation
  • Dealing with challenging behaviours and difficult negotiators
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