Advanced Sales Skills
Advanced Sales Skills.

About the Course:
Master the challenge of high level selling. This course is for the experienced salesperson who has a track record of success and seeks to become even more proficient. The course is also aimed at anyone who sells complex solutions to multiple decision makes with long sales cycles.

The programme covers selling techniques and strategies to maximise sales performance. Every salesperson will gain from the fresh perspective taken on this course and the chance to rethink their current working practices. This course is practical and pragmatic in content with considerable delegate participation. The programme starts by considering the role of each delegate and then analysing the logical sequence for building sales. We then consider fundamental questions about the nature of persuading the various types of customer. This is followed by a searching look at each step in the sales process. 

Course Contents:
- The Challenges of High Performance Selling
- Motivations for Buying
- The Nature of Need
- Selling against Competitors
- Developing Client Plans
- Sales Strategies
- Professional Consultative Selling
- Building the Sales Case Using Spearhead WIN-CLIENT Process
- Advanced Persuasive Communication Skills
- Handling the Sales Meeting
- Selling Complex Solutions
- Managing a Long Sales Cycle
- Controlling the Cycle of Events
- Multiple Decision Makers
- Analysis of the Buyer Roles
- Dealing with Different Buyer Needs
- Effective Sales Presentations
- Structuring the Sales Proposal
- Strategies for Dealing With Objections
- Winning the Business
- Decision Signals
- Gaining Client Commitment
- Positive Behavioural Techniques
- Getting the Best Possible Deal
- Personal Effectiveness for High Performance
- Professional Time Management 

Who Will Benefit From This Course? 
Designed for the experienced salesperson wishing to hone their skills and techniques in order to maximise sales performance. It is also designed for those in a business to business sales situation, selling complex solutions to multiple decision makers with long sales cycles. It is also suitable for those who require a sales refresher in order to brush-up and hone their techniques. Experienced sales people who wish to review their approach to ensure best practice and maximise their success also find this course beneficial.

Description of the Course:
This course is run in a highly participative nature and draws from the delegates experience by facilitative discussion. The course takes into consideration the role of each delegate and their learning objectives.

Building a sales strategy and client plans are key areas of this course. Each stage of the sales process is examined in order to maximise the effectiveness of delegate actions in the field. Mastering professional consultative selling is a focus of the whole programme. Delegates will also consider the key tactics to gain commitment and secure business effectively. There is also a focus on planning and managing long sales cycles including analysis of different types of decision makers and how they can be influenced in order win the business. There are practical exercises in order develop delegates skills and techniques relevant to their own situation. Delegates find this course a useful opportunity to review their currently practice and to identify ways to become even more effective in the field.

The course is run by experienced tutors who have many years successful sales track records, and also actively perform a sales function for Spearhead Training. They are, therefore, very much in touch with the current business issues and able to relate to the challenges facing delegates and well positioned to both challenge and support delegates through the two days in order to make the most of the time available.

Course Objectives:
- To help each delegate win more business by encouraging the best working practices.
- To revitalise performance through fresh ideas developed on the course.

What You Will Gain:
Delegates will find this course a stimulating challenge and they will gain from exchanging ideas with other delegates in syndicate exercises. Even a small improvement in performance will justify the cost of attending this course many times over.
 
Course Dates
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Key Details
Provided by:
Spearhead Training


 
Duration2 days
 
£995
per delegate