Advanced Selling Skills

Our commitment is to provide the very best in quality training programmes and service in the South West. We hope you agree that our diverse and unique programme reflects developing demands and the training needs of today's business environment. It has been designed to develop and improve the performance of directors, managers, business owners and employees by focusing on the crucial areas of Business Leaders, Communication & Personal Advancement, Finance, Information Technology, Management Development, Sales and Marketing.

In-House & Bespoke training programmes offer the ideal forum to learn new skills by targeting training to the specific needs of a group of employees. We can design content to meet your development and training requirements. Also, and very importantly, the cost per person is often less than booking the same people on an open course session if you have 8+ delegates. This is a very cost-effective way to take advantage of, and benefit from, our powerful training opportunities.

We offer, for the busy executive who is struggling to find time to do everything or want s to sharpen their professional and personal skills to achieve goals faster, an Executive Coaching service. Our team of Accredited Coaches are ready to work with individuals and teams to achieve goals faster and clarify direction in their businesses.

Sales & Marketing

To continue to achieve growth in a business it is essential to review and develop marketing knowledge and techniques. We also have a range of sales courses which will benefit those entering the sales arena for the first time and the seasoned professional. These courses will develop those skills thereby ensuring you get the most from your marketing and maximising your sales.

Advanced Selling Skills

Course Summary

This course takes the foundation of the selling skills developed on the first day and extends them further. A key to this course is moving from selling to your clients, to becoming the client’s partner, making the sale almost automatic.

The course aims to give a really clear picture of the difference in customers, introducing the delegates to behaviour based selling and how to adjust their style to sell to them. Through a unique workbook it develops the four different stages of a typical sales interview and how to ensure that we don’t fall into one of the fifty reasons given for losing a sale. It looks particularly at how to overcome objections, and ends the day in the best tradition of selling by looking at the close and ensuring that we don’t lose the sale at this point, and well as setting in place a personal growth plan.

What you will learn

• Understanding the full use of “No Pain, No Gain, No Sale”
• Understanding why the customer should buy from you
• How to make people want to do business with you
• Understanding the behaviours of customers
• AIDA a four stage process for all communication
• The “Objection Handling System”
• Making the close automatic
• The Most Important Word in selling
• Understanding the sales process
• Developing your “Sales Value”

Who should attend?

This course is specifically for those who have already attended Developing Your Selling Skills.

Workshop Timetable

9.00 Coffee
9.15 Introductions

9.30 Why should a customer want to buy
• When the client stops becoming a sale
• Developing the Sales Process
• Looking at the stages of a sale
• Understanding how “No Pain, No Gain, No Sale” fits the stages
• How to get past the gate keepers
• Developing your “Sales Value”

11.00 Break

11.15 Understanding Customers – Behaviour Based Selling
• The four behaviour traits of a customer
• The 30 customer types
• Scripting to fit the behaviour types
• The do’s and don’ts of each behaviour

1.00 Lunch

2.00 Understanding the use of AIDA
• Looking at the Four stages
• The objection connection
• The “Objection Handling System”

3.15 Break

3.30 How to make people want to do business with you
• Building confidence in the buyer
• Making the close automatic
• Building long term relationships
5.00 Close