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Advanced Selling Techniques


Increase your sales, reputations and market share by winning and retaining more customers.

Event Navigation

  • « Selling For Results
  • Essential Selling Techniques »

Overview

In today’s tough economic market, winning and keeping customers takes the best possible skillset. This advanced skills course gives people the advanced communication and sales tools to win more deals, more of the time. As important as winning new business is, this course will also help participants build the loyalty of existing customers.
Organizations who can communicate in a persuasive and customer friendly way through their sales force, will always have the advantage in a competitive market. Armed with the advanced skills of this course, organizations have the best opportunity to increase their sales, reputations and market share by winning and retaining more customers in even the most difficult of market conditions.

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Details

Start:
February 22, 2016 @ 8:30 am
End:
February 19, 2022 @ 2:30 pm
Event Categories:
In-house Training Programs, MS - Marketing and Sales
Event Tags:
In-house Training Programs

Organizers

Andrew Collings
Christopher Michael Gale
  • Primary objective and benefits

    This workshop will help participants to:
    1. Develop a positive attitude to generate a predictable sales success.
    2. Strengthen relationships by building credibility and customer loyalty.
    3. Remove risks and create solutions to gain buyer commitment.
    4. Apply communication strategies to stay in touch with customers.
    5. Target the best opportunities in their network.
    6. Effectively utilize business social media for sales.
    7. Confidently counter their most common buyer objections.
    8. Identify commitments that earn the sale.
    9. Develop self-confidence to achieve sales success.

Program Contents

  • Module 1 -
    Sales Success Attitude
    • Positive attitude leads to sales results
    • Interpret how great (or not) your attitude is
    • Examine what blocks your attitude and why
    • Identify actions to improve your attitude
  • Module 2 -
    Walk In The Prospects Shoes
    • Practice preparing for sales success
    • The elements of sales success preparation
    • Identify different buyer characteristics Examine how “giving value first” can help build the relationship
  • Module 3 -
    Attract Them Like A Magnet
    • The value you offer to attract customers
    • Uncover buying motives to attract sales
    • Power of business social media
    • Choose champions that can help attract others
  • Module 4 -
    Connect Through Networking
    • The best opportunities for networking
    • Ensure loyal customers return to buy
    • Identify best opportunities in your network
    • Have the prospect begin to like you, believe in you, have confidence in you, and trust you
  • Module 5 -
    Engage Them So They Want To Buy
    • How being friendly can help relationships
    • Create questions for sales atmosphere
    • Active listening that leads to buying signals
    • Apply strategies so that buyers want to talk about their interests
  • Module 6 -
    Presentation Rules
    • Display confidence to set the tone for sales
    • Unique solutions that will attract buyer
    • Solutions that appeal to buyer’s logic
    • Differentiate yourself from the competition with creativity
  • Module 7 -
    Remove Risks From The Buyers Equation
    • Remove barriers and risks
    • Identify six most common objections
    • Objection prevention secret weapon
    • Document how to anticipate objections in order to prevent them
  • Module 8 -
    Appeal To Motives And Gain Commitment
    • Evaluate the buyers’ signals to move the sale
    • Engage the prospect’s emotions
    • Your responsibility is to earn commitment
    • Test your negotiating skills to rethink negotiation
  • Module 9 -
    Deliver After The Sales
    • Consultant’s role in the process after sale
    • Consultant’s lead in delivery can earn loyalty
    • What to do when delivery mistakes happen
    • Identify a formula for effective recovery
  • Module 10 -
    SOAR To Success
    • Establish meaningful goals
    • Learn how to deliver sustainable results
    • Develop a motivating personal vision
    • Write a document that defines performance expectations

Related Training Programs

  • Building A Culture Of Engagement

  • Corporate Transformation

  • Success Strategies For New Leaders

Event Navigation

  • « Selling For Results
  • Essential Selling Techniques »

Download Brochure

Training Program Quick Facts

ID: MS04E
Duration: 4 days
Language: English
Timing: 8:30 am-2:30 pm

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