Who Should Attend?

Experienced sales professionals interested in further increasing their sales skill levels.

About the Programme

This course is designed for those who have a minimum of two years professional selling experience, and who want to increase their skill levels. Ideally you will have attended the Spearhead 'Improving Your Sales Skills' course, (pages 67-68), which will have taught you The Seven Step Sales Process and the important questioning skills required to be successful in sales. This Advanced Selling Skills course covers a number of additional key topics, including effective prospecting and presentation skills, sales forecasting, account management, customer relationship management, etc. It will assist the professional salesperson to become more proficient in increasing their sales - and at a better overall margin. The course offers real-world sales solutions that have been successfully used for a number of years. At the end of the programme, delegates will feel more confident in their abilities, have an increased motivation level, and gain a new sales momentum.

Course Objectives

• To carry out a SWOT analysis of yourself, your company, and your products
• To look at the selling cycle and the buying cycle
• To understand how to develop stronger relationships with customers that will produce higher sales
• To know how to effectively manage key accounts and maximise sales with them
• To be able to effectively present the sales message
• To learn how to find new customers and retain them
• To understand the importance of sales forecasting
• To learn how to maintain motivation and momentum when the going gets tough

What You Will Gain

• A clear understanding of how to manage your accounts
• Techniques for better sales retention and growth
• Ways to stay motivated and maintain your sales momentum
• Improved relationship skills that will help you with sales and other areas of your life

Programme Contents

DAY ONE
• Introduction
• The Qualities Of A Professional Salesperson
• Selling, Negotiating & Marketing: The Difference
• Analysis & Planning
• Understanding The Sale
• Understanding How People Buy
• Facilitative Selling
• The Selling & Buying Cycle
• Account Management
  > Knowing Your Customer
  > The Customer / Buyer Meeting

DAY TWO
• Account Management (continued)
• The Proposal
• Sales Presentations
• Making A Presentation
• Buying Signals
• Closing The Sale
• Handling Key Accounts
  > Define Your Customers
  > Understand Needs & Expectations
  > Hierarchy Of Client Needs
  > Customer Relationship Management
  > Follow-Through
  > Understanding Behavioural Styles When Selling
• Keeping Yourself & Others Motivated
• The Way Forward

2 Days - Non-Residential

Delegate spaces available on the following course dates: