Advanced Selling Skills (2 day course)

Have you ever asked yourself that question: How good am I?

Overview:

This course covers the science of questions in qualification, advanced objection handling skills and participants will be expected to be comfortable participating in role-plays, which form a major part of the course. Finally, a review of closing techniques and a self-analysis of preferred styles highlights the most appropriate strategies for each individual.

Suitable for:

Any person involved in selling a product or service with previous sales experience and/or relevant sales training.

The Programme Topic Areas are:

• Task
• Personal SWOT
• Five Reasons for a customer not to buy your product - this module looks at the psychology and motivations of the buyer
• The science of questions in qualification - here the advanced salesperson will analyse questions asked at the right time in the right tone which will maximise sales
• Role play - participants practise techniques in questioning
• General Discussion
• Advanced objection handling - this module gives participants an in-depth look at why customers make objections and how they can be most professionally handled. The group will share their own experiences and discuss ways of improving this vitally important part of the sales process
• What type of Closer Are You? - here participants decide which closes they prefer in different situations and the results are analysed
• Summary & action plans agreed