High Level Selling Training

master the challenge of high level selling2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.

Advanced Sales Skills

Course Overview:

This course covers the importance of managing the sales process, including the many other people that can be involved. The course addresses the challenges of selling to Senior Managers and Directors and how to conduct oneself professionally in the presence of these people. Understanding what drives these senior people and therefore how to motivate them is a key skill that is developed on this course. Delegates will have the opportunity to develop their action plan and will be given tutor feedback during the numerous exercises to maximising their effectiveness.

Programme Contents

Buyer Motives
Developing Need Awareness
Consultative Selling Techniques
Persuasive Communication Skills
High Level Selling
Managing the High Level Meetings
Dealing with Senior Managers and Directors
Managing the Sales Process
Controlling the Cycle of Events
Multiple Decision Makers
Analysing the Buyer Roles
Dealing with Different Customer Needs
Effective Presentations and Proposals
Preparing a Proposal
The Structure of a Sales Proposal
Handling the Sales Meeting
Negotiation
Reaching Agreement