Advanced Selling Skills
Booking this course
If you would like to talk to us about running
this course, please contact us:
Tel: + 44 (0)1789 734343 or email us at
admin@proskill.co.uk |
As products and services become more alike the real competitive
edge lies in the skill of those dealing with customers. Advanced
Selling Skills takes selling skills to a more advanced level.
Overview
In a competitive situation, every minor aspect of
selling becomes more important. As products and services become
more alike, or can answer the same needs in different ways, it is
the sales process that makes the difference. As we seek to build
differentiators in our propositions, we must seek to build
differentiators in our sales force.
Bad products/services sold well will always, in the
medium/long-term, beat good products sold badly.
This course provides advanced skills to ensure the maximum
opportunity for a competitive edge in the sales force.
Who Should Attend
Those who have attended the ProSkill
Selling Skills course or have
attended good sales training in the last two years.
Duration
2 Days
Advanced Selling Skills - Course Objectives
Participants will learn:
the key elements of advanced selling
how to ask delicate questions without offending the other person’s
ego or obtaining ‘lies’
how to change priorities through a powerful questioning sequence
to use listening skills to obtain all the information, including
that which the other person did not intend to give
how to improve their Non Verbal Communication skills and read the
N.V.C. of others in the sales environment
how to build on the skills to present benefits in a face-to-face
situation
how to modify the presentation to meet varying personal and
business needs
how to handle objections/reservations in a ‘low key’ professional
manner without ‘sounding like a parrot.’
Advanced Selling Skills -
Course Outline
Changes In Selling
Defining the changes in selling
The future of ‘selling’
Being perceived as business partners
Advanced Questioning
Key questioning concepts
Asking delicate questions
Changing the priorities through questioning
Uncovering latent needs
Converting agreed ‘needs’ into priority actions
Building personalised sequences
Alternative prefaces for difficult questions and uncovering
confidential data
Protecting the other person’s ego
Handling questions in a way that takes the sales process forward
How to obtain information that the other person did not intend to
give
Non-Verbal Communication
Why is N.V.C. important?
N.V.C. causes
N.V.C. considerations
Understanding the components, pitfalls and effects of N.V.C.
Recognising N.V.C. patterns - deceit, openness, stress, indecision
and boredom
Controlling our own N.V.C. and developing
An effective personal style
N.V.C. in the sales process
Advanced Presentation Skills
Understanding the personal motivation of buyers
Matching the personal needs of the other person
Revision of presentation concepts (benefit sequence, trial
closing)
Using ‘personal benefits’
When not to use personal benefits
Polishing presentations
Advanced Objection/Reservation Handling Techniques
Understanding the underlying causes
How are objections vocalised
Pre-handling objections
The L.A.I.D.-back® approach to handling objections and
reservations in a professional low-key manner
Variations on objection handling for different situations/people
Combining different objection handling techniques
Developing an effective personal style
Building personalised sequences/statements
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