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Advanced sales skills (In-House)

Advanced sales skills (In-House)

By The In House Training Company

  • 30 Day Money Back Guarantee
  • Completion Certificate
  • 24/7 Technical Support

Highlights

  • Delivered Online or In-Person

  • Delivered at your location

  • UK Wide

  • Two days

  • All levels

Description

Do you hear yourself saying the same thing over and over again? Do you want to bring some new skills to your role? If you have been in a sales role for some time it is easy to fall into a comfortable pattern. This workshop will help you incorporate advanced techniques drawn from NLP, behavioural science and social psychology into your existing skills.

This course will help you:

  • Use the consultative sales process to achieve more cross-sales
  • Employ advanced rapport-building skills
  • Assess the buying preferences of a customer
  • Articulate the link between customer goals and needs
  • Identify your customer's needs and wants
  • Use advanced questioning techniques to gather information
  • Resist the temptation to tell when it would be better to ask
  • Identify communication preferences
  • Given various scenarios, present a product to the explicit need of a customer
  • Appreciate the impact of the language used during this stage of the sale and decide what language is appropriate with a variety of customers
  • Handle objections positively
  • Close the sale or gain commitment to further action

1 Introduction

  • Aims and objectives of the training
  • Personal introductions and objectives
  • Self-assessment of existing sales skills
  • Overview of content

2 Understanding yourself and your customers

  • Personal communication style and what this means in a sales situation
  • Wants versus needs
  • What motivates people to buy
  • Using social media tools such as LinkedIn
  • Managing your portfolio to maximise sales
  • Preparing to sell

3 The sales process

  • Overview of the consultative sales process
  • Review personal strengths and weaknesses as a salesperson
  • Habits of top-performing sales people
  • Common pitfalls
  • Articulate sales goals

4 Building rapport

  • 11 decisions that customers make in the first 9 seconds
  • Spotting buyer communication preferences
  • Building rapport with a wide variety of customers
  • Dealing with emotions
  • Keeping control

5 Questioning and listening

  • Assumptions and how they trip us up
  • Structured questioning
  • Looking for cross-sales
  • Honing your listening skills
  • Identifying buyers' motivation
  • Using summaries to move the customer forward

6 Presenting products and services to customers

  • Choosing the right time to present
  • Using features, advantages and benefits
  • Tailoring your presentation of products and services to match buyer preferences and motivations

7 Gaining commitment

  • When to close
  • Dealing with difficult customers
  • 5 things to avoid when handling a customer objection

8 Managing your business

  • The link between service and sales
  • Using customer surveys
  • Winning back lost business

9 Putting it all together

  • Skills practice
  • Personal learning summary and action plans

About The Provider

The In House Training Company

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