Sales Skills: Advanced

2 day Instructor-Led Course (16 hours)
 

Course Overview
In order to be successful in sales you need to know how to build strong relationship with customers. Identify the stages of need and satisfy customer's needs through negotiations. The open, modular-style manual is design for quick scanning in the classroom, and is filled with interactive exercises that will allow students to explore the complexities of Sales Skills.
 

Who Should Attend
Students interested in learning advanced sales skills.
 

Prerequisites
Sales Skills: Basic or equivalent experience.
 

Objectives
Study the market by using sales strategies, analyzing competitors, and researching clients.
Use the consulting strategy and develop solutions for clients.
Close a sale by demonstrating the benefits to clients and properly responding to client signals; then provide follow-up after the sale.

Course Outline:

Unit 1 : Gaining customer commitment

Topic A: Building relationships

A-1: Building good relationships with customers

A-2: Asking the client appropriate questions

A-3: Getting customer commitment

Topic B: Demonstrating the need

B-1: Identifying the stages of need

B-2: Demonstrating need through envisioning

Topic C: Satisfying the need

C-1: Determining customer objections

C-2: Negotiating with clients
 

Unit 2 : Studying the market
 

Topic A: Sales strategies

A-1: Understanding sales strategies

Topic B: Analyzing markets and competitors

B-1: Analyzing market trends

B-2: Analyzing competitors by using the SWOT matrix

B-3: Developing a client advisory panel

Topic C: Researching clients

C-1: Researching commercial clients

C-2: Researching individual clients

 

Unit 3 : Developing a winning strategy

Topic A: Consulting with clients

A-1: Planning the solution

A-2: Preparing the presentation

A-3: Presenting the solution

Topic B: Developing solutions

B-1: Discussing the steps for developing solutions

Unit 4 : Effectively closing a sale

Topic A: Demonstrating the benefits

A-1: Relating to the client’s key issues

A-2: Showing the benefits to clients

Topic B: Confirming commitment

B-1: Recognizing signals from clients

B-2: Responding to signals

Topic C: Closing the sale and following up

C-1: Closing the sale

C-2: Following up with clients