Advanced Selling Skills

Advanced Selling Skills
'If You Think You Know How To Really Sell ... Think Again!'

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, 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 expert 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 confidentin 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 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 know how to find new customers and keep 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 keep your sales momentum going
Improved relationship skills that will help you with sales and other areas of your life

Programme Contents
DAY ONE

Introduction: Professional Selling
- What Is Success To You?
- Your Sales Career To Date - An Assessment
SWOT Analysis
- Individual Strengths / Weaknesses / Opportunities / Threats
- Company Strengths / Weaknesses / Opportunities / Threats
- Product Strengths / Weaknesses / Opportunities / Threats
Assessing Your Own Selling Skills Profile
Understanding Need-Satisfaction Selling
Comparing The Selling Cycle & The Buying Cycle
Forecasting & Planning
- Managing Customer Information
- Gathering The Data
- Analysing The Data
- Preparing The Forecast
- Developing Your Sales Plan
Account Management
- Lead Generation
- Prospecting
- Developing Accounts
- Knowing Your Customer
- Connecting To The Customer
- Effective Communication Strategies
- Dealing With Difficult Buyers

DAY TWO

Effective Presentations
- Preparation
- Introduction
- Details
- Summary
- Know Your Audience
- Making An Impact As A Presenter
Key Customer Accounts
- Identifying Your Key Customers
- Categorising & Prioritising Accounts
- Customer Relationship Management
- Preparation & Follow-Through
Understanding The Importance Of Negotiation
Motivation
- Individual Motivators
- Staying Positive In Hard Times

2 Days - Non-Residential

Delegate spaces available on the following course dates:

Date: 19th November » 20th November, 2008
Location: Dubai
Brochure Price: Dhs 3160.00
Online Price: Dhs 3,002.00 (Save 5% Online)

Date: 3rd December » 4th December, 2008
Location: Abu Dhabi
Brochure Price: Dhs 3160.00
Online Price: Dhs 3,002.00 (Save 5% Online)

Before the course each delegate will be asked to complete a Pre-Course Briefing Form to determine their individual objectives for attending the course. These objectives will be used by the tutor to give on-target training that is focused on the individual delegates.

At the end of the course each delegate will be asked to complete a Personal Development Plan that can be used as part of future appraisals and that will also be an important tool for management reference.

Total investment includes - Training Materials, Lunch & Refreshments.

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Spearhead Training > Sales and Marketing > Advanced Selling Skills

Advanced Selling Skills 'If You Think You Know How To Really Sell ... Think Again!'

Advanced Selling Skills
'If You Think You Know How To Really Sell ... Think Again!'