Advanced Sales Skills

• Sales Executives
• Sales Team members
• Sales Managers, Operations Managers and Account Managers
• Sales Directors/ Operational Directors
• Managers/Directors moving more into a sales focused role

Course objectives

• To move towards a consultative selling model rather than simply transactional selling
• To build more profound and lasting relationship with clients and developing a key account focus
• To identify the root cause of your client’s issues and offer the best solutions/ services.
• To know how to mix elements such as influence, product knowledge and people skills to increase profitability
• To use market and competitor knowledge to get the lead and carve the best solutions
• To maximise customer relationship management
• To create a personal development plan with coaching provided throughout the course through practical exercises.

Course content

Redefining Sales Excellence

• Latest research of the highest sales performers by sector
• Sales people should be encouraged to be entrepreneurial
• Reinventing the rules while staying in the game
• Dealing with complex sales and analysis of sales step by step
• Handling rejection in business to business selling and not taking it personally
• Customer needs analysis
• Reducing downtime, rejection of loss and making performance second nature

Sales Presentation and Pitching Mastery

• How to be more effective and charismatic during sales presentations
• How to deal with presentation challenges for individual client meetings vs selling to a procurement team
• How to bring separate viewpoints together to still leave with a sale
• The elevator pitch
• How to present more confidently and describe your products and services using customers needs
• Moving from transactional selling to consultative selling
• Practical exercises and coaching to help you grow and improve

Relationship building

• Become an a trusted advisor to your client
• Using advanced influencing skills to connect to your client and get them to reveal more
• Selling across different cultures, code and practices
• Understanding your personal brand in sales
• Mastering emotional intelligence and positive psychology
• Explore psychometric profiling of yourself and clients
• Making a plan to increase loyalty and pin that to profitability

Dealing with Difficult Clients

• Problem clients and handling the effects of their action/inaction
• 5 different types of difficult buyers
• 5 things you must never do while handling a customer objection
• Winning back lost business and raising the stakes
• Using refined communication strategies of world’s leading business coaches and entrepreneurs to deal with any problem
• Buyers' expectations of suppliers

Strategic sales

• Motivating yourself and your team to be results focused
• Dealing with ‘C Level’ selling – selling to the board
• Getting ‘buy in’ for internal stakeholders to improve strategy
• Increase conversion ratios and customer feedback ratings
• Create a success roadmap
• Develop your own personal development plan for post course success