:: Advanced Selling Skills

Course Aim:

To build on the core selling skills and to introduce more advanced sales concepts. To analyse in depth how behaviour impacts on the way customers buy and to establish ways of identifying these customer preferences thereby converting them into opportunities to sell.

The programme is suitable for salespeople and managers who are responsible for major accounts, or who would benefit from further skill development.

Course objectives:

By the end of this course the delegates will be able to:

• Assess the buying preferences of the customer.

• List effective questions that can be used to develop an understanding of the customers motivational drivers and aspirations.

• Demonstrate how to build rapport with a wide variety of customers.

• Describe how to match product solutions to customers individual needs and buying styles.

• Demonstrate how to gain commitment to the next step.

Course content includes:

• Building rapport.

• Matching solutions to needs.

• Customer motivations.

• When to present the product and what to present.

• Objection handling.

• Closing the sale

.

• Advanced negotiating skills.

• Managing key accounts.

• Proposal writing.

• Setting goals.