A one day workshop
If you’re looking to move to the next level in your career in sales, then understanding how to maximise your sales results, using a consultative and structured approach, will be key to your success. In order to develop the competitive advantage that enables you to stand out from the crowd, it is important to understand the tools and techniques to take your selling to new heights and build the confidence to apply them in work-based scenarios.
We have developed this programme to be practical, fun and interactive. Learners will gain a range of practical skills that they can take back and apply to the workplace straight away, that will have a positive impact on sales and customer satisfaction.
- Develop a structured and client-focused approach to creating high quality sales opportunities and account growth
- Learn persuasion and influencing skills to better define needs and develop opportunities
- Understand how to have better sales conversations, presentations, and proposals – leading to higher order value and increased sales
- Develop advanced sales questioning skills and techniques; understand the importance of listening
- Understand how to add value at all stages; plus gaining competitive advantage
- Develop proven ways to overcome and reduce price pressure
- Know when to use options and upselling when presenting products and solutions
- Develop techniques and skills for improved negotiation and closing
Expert trainer
Graham specialises in providing high-quality consultancy, coaching and training in sales and business development, sales management, customer service and personal productivity. Over the last twenty years he has personally trained or coached over 30,000 business professionals. He is a member of the International Institute of Coaching and a qualified NLP Master Trainer.
Session outline
1. Advanced Selling – How to Increase your sales results
- Review of pre-course data and questionnaire
- The AVC model of increasing your sales results
- Creating a sales growth plan to achieve higher sales targets
- Mapping the accounts and products for targeted growth
2. The Four Cs to structure a sales call
- Research before the meeting or call; setting objectives, planning and preparation
- How to gain instant rapport and taking control – including online meetings
- Qualifying and initial questioning skills
- Creating an agenda and first-meeting structure: Four Cs
- Planning and practice sessions
3. Building bigger and better sales opportunities
- How to use questions to ‘build’ more opportunities
- Learning and using high-impact and third-level questions
- Advanced sales questioning techniques: five questioning techniques
- Qualifying and gaining commitment to the next stage
- Planning and practice sessions – advanced questioning skills
4. Presentation and persuading skills best practice
- Compelling benefits and reducing perceived risk – key messages to deliver
- Helping the customer choose your proposition by using options
- Professional and effective presentation skills
- Writing compelling sales proposals that improve your conversion rate
- Planning and practice session – presenting your solution
5. Overcoming concerns and client questions
- Proven techniques for answering client objections and concerns
- How to isolate, prioritise and answer objections, including price
- Overcoming delay and procrastination
- Planning and practice session – answering client concerns
6. Gaining commitment and closing the sale
- Knowing when to close for commitment
- How to ask for commitment professionally and effectively
- Key negotiation skills around the closing process – getting to ‘yes’
- Checklist of closing and negotiation skills
- Practice session
