Advanced Selling Techniques

MODULE 1: Introduction and Course Overview


MODULE 2: Building Profitable Relationships


Learning outcomes: Understand how identifying the right people and dealing with them professionally will pay off with long term profiable relationships

Topics covered:

• 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

MODULE 3: Advanced Objection Handling


Learning outcomes: See how objections arise, and learn how to deal with them professionally and to your advantage.


Topics covered:

• Analysing 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

MODULE 4: Advanced Selling Techniques


Learning outcomes: Learn how to enhance the value of each sale by working smarter and using simple proven techniques


Topics covered:

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

MODULE 5: Controlling the Conversation

Learning outcomes: Staying in control of the conversation is the only way to succeed, so learn how to do this and get things to go in the direction you want.


Topics covered:

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

MODULE 6: Advanced Questioning Skills

• Learning outcomes: Learn new approaches to asking questions that will get the conversation to go your way.

Topics covered:

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

MODULE 7: Negotiation Tactics

• Learning outcomes: See how positional bargaining is a poor approach to take, and see how opening things up will create better outcomes.

Topics covered:

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

MODULE 8: Writing Effective Proposals


Learning outcomes: Learn how to create professional sales proposals which cover the essential factors that will maximise your chances of success.


Topics covered:

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

MODULE 9: Your Personal Action Plan