Advanced Selling Techniques

Overview

New buyer attitudes mean we must develop new thinking and change the way we sell to achieve real success. 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.

Benefits to you and your organisation

You will develop a new view of the selling process, helping you to achieve in a more competitive environment by understanding complex 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. 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.

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.

What you will learn

• 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

Learning approach

The workshop is participative in style with inter-active group forums and other exercises.  Delegates will be able to build on their existing sales experience and take away real ideas to use in their work situation.