Professional Development

Price includes refreshments, lunch and course materials.

Level: Advanced

Key issues:

Gain a wider perspective to winning and keeping customers

We cannot sell in the way we have in the past. In order to achieve real success, new buyer attitudes mean we must develop new thinking about the way we sell.

The purpose of this course:

This workshop is designed to give a wider message than a conventional sales course. It will help you develop your existing skills and identify what customers and clients want from a supplier, rather than selling a series of product orientated features.

Who this course is for:

Sales professionals who may have already received some basic sales training and have some experience in the field. It should not be considered for those without sales experience or as a replacement for fundamental sales training.

Benefits for your organisation:

Your organisation needs highly trained sales people, prepared to look for alternative closing approaches with customers in order to maximise contribution to the bottom line. This workshop will help ensure your organisation is better represented in a complex selling situation.

Benefits for you as an individual:

You will develop a new view of the selling process. This will help you to achieve in a more competitive environment by understanding the complexities involved in buying decisions. The workshop will show you how to appreciate the recent developments from transactional selling to a relationship selling approach. You will become more objective and able to analyse your own performance.

You will learn how to:

On completion delegates will be able to:

• Understand how sales, marketing and key account management fit together
• Recognise that planning your approach is essential
• Unearth dissatisfaction with current practice or competitors by using advanced questioning techniques
• Apply the concept of how product core and product surround can be adapted to your own selling situation
• Recognise how service is becoming the differentiator as an increased number of products are thought of as commodities
• Handle objections and reluctance to commit with prepared responses
• Sell to different types of customer using interpersonal skills and body language to your advantage
• Interpret developments in key account philosophies and learn how to apply them
• Use powerful closing and commitment techniques

Course content:

• Selling or Marketing: how they fit into the business development plan
• Planning: setting account plans and meeting strategies
• Buying Decisions: applying the concept of “product core” and “product surround” to your own selling situation
• The Sales Framework: a structured approach to developing a tool-kit for every situation
• Closing and Commitment: handling objections and reaching positive agreement
• Relationship Building: selling to different types of customer; using interpersonal skills and body language to advantage

Pre and post learning support:

A reading list for follow up study will be provided.

To take away from the course:

You will take a personal action plan away for immediate use in your work

Professional Standards

All of our sales courses are based on MSSSB National Occupational Standards ensuring that sales people at all levels of seniority gain practical skills that employers require to improve business performance.