Advanced Selling Skills

Advanced Selling Skills

Category:
Sales/

Duration: 2 Days
Date: 2021
Certificate of Completion

COURSE OUTLINE

Introduction

Building Profitable Relationships

  • Identifying Key Individuals
  • Prospecting
  • Influencers and Decision Makers
  • Talking to the Right Key Individuals
  • Making that Good First Impression
  • How to Win Friends and Influence People
  • Dale Carnegies Six Principles of Relationship
  • Whats In It For Me? (WIIFM)
  • Honesty and Integrity

Advanced Objection Handling

  • Analyzing the Reasons for Objections
  • Seeing What We Can Do
  • Listen – Probe – Advise (L-P-A)
  • Exercise: Objection Handling
  • Uncovering Objections
  • Seven Types of Objections
  • Turning Objections into Selling Opportunities

Advanced Selling Techniques

  • Cross Selling
  • Up Selling
  • Value Added (Suggestive) Selling
  • Advancing Opportunity
  • Exceeding Customer Expectations
  • Giving Recognition

Controlling the Conversation

  • Starting a Quality Prospecting Conversation
  • Listeners Control Conversations
  • Trial Closing

Advanced Questioning Skills

  • Creating an Opportunity: Situation vs Problem Questions
  • Difficulty Questions
  • Negative and Positive Answer Questions
  • Directive Questions
  • Rhetorical Questions

Negotiation Tactics

  • Problems with Positional Bargaining
  • Opening Up the Negotiation
  • Points for Better Negotiation
  • You Have Alternatives
  • Reverse Psychology in Negotiation

Writing Effective Proposals

  • How to Construct a Proposal
  • Important Factors to Consider
  • Putting It All Together

LEARNING OBJECTIVES

  • Assess the buying preferences of the customer
  • List effective questions that can be used to develop an understanding of the customers motivational drivers and aspirations
  • Demonstrate how to build rapport with a wide variety of customers
  • Describe how to match product solutions to customers individual needs and buying styles
  • Demonstrate how to gain commitment to the next step
  • Manage key accounts
  • Negotiate contracts
  • Selling to a variety of customers at different levels

Who Should Attend?

  • Sales Supervisors and Managers
  • Sales People (Preferably Experienced)
  • Purchasing Officer
  • Customer Service Managers

Attendance Prerequisites

Sales Prior Experience

Payment Options

  • Bank Transfer
  • Free Runner
  • Vodafone Cash

SPECIAL OFFER

Early Bird Registration:
Register and submit fees 2 Weeks before the course start date, and get 10% Early Bird Discount.

Continuing Learners:

  • If you booked more than one training program, you will get 10% discount on the training program fees
  • If you booked more than 3 training programs, you will get 25% discount on the training program fees.

Refer Friends:

  • If you referred any of your friends, both of you will receive 10% discount on the training program fees.

Corporate Offers:

  • Early Bird Registration Discount.
  • 10% Discount if the company registered for more than one of its employees.
  • 15% Discount if the company registered for more than three of its employees.
REGISTER NOW