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Advanced Selling Skills
Course Aim:
To build on the core selling skills and to introduce more advanced sales concepts. To analyze in depth behavior impacts on the way customers buy and to establish ways of identifying these customer preferences, thereby converting them into opportunities to sell. The program is suitable for salespeople and managers who are responsible for Major & Key accounts, or who would benefit from further Skill Development.

Course Objectives: At 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.
  • AMP – Account Management Process
  • BPP – Business Plan Process

Content: Course content includes

  • Building rapport
  • Matching solutions to needs
  • Customer motivations
  • When and what to present
  • Objections Handling
  • Product Specifications (in case of tenders)
  • Advanced negotiations skills
  • Proposal writing
  • Managing major & key accounts
  • Closing the sale
  • Setting goals.

How the course works

Delegates are given a clear understanding of their role, selling at senior level, and the strategic importance that has to the development and success of their organization. The course focuses on getting into the customers world and establishing their buying preferences and creating sales opportunities by discussing and probing these preferences. The course looks at how negotiating techniques can be used to build long-terms relationships with key account customers. This course uses extensive skills practice sessions with feedback and coaching to establish advanced interviewing skills for the delegates with additional sales tools to augment.
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