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Advanced Selling Skills

Learn The Mindset, The Skills, The Strategy & The Approach That Will Enable You To Make The Step Up.
Course: SLM002 Location: Shanghai
Duration: 2 days Check the Training Schedule

Advanced Selling Skills

Course Description:

Many salespeople are so busy trying to 'sell' their products and services that they miss entirely what the buyer really needs to improve their businesses.

Most B2B sales are based on old paradigms that simply don't exist in today's buyer-savvy world.

Our "Advanced Selling Skills" workshop re-addresses those old mind-sets and introduces the salesperson to the 'solution-based' processes of the new millennium.

Account Managers and Salespeople with experience of selling (either on the telephone or through face-to-face sales) and wish to develop their communication skills will benefit from this course. It will also prove extremely useful for salespeople who have received formal training in the past and wish to introduce some new ideas into their pitches and approach.

What the Seminar Will Help You Achieve:

- Learn how to move away from the basic selling relationship to a consultative selling and relationship-based customer retention model
- Learn relationship selling skills which will help you build sustained relationships with important customers by pro-actively anticipating their needs
- Develop your consultative selling competencies which will maximize the business relationship with your clients
- Sharpen your interpersonal skills and communication behaviors to manage the relationship more effectively
- Learn why modern selling methods are vital today and understand the mindset of your buyer
- Gain confidence in setting appointments
- Prevent objections before they occur
- Present solutions specific to each buyer
- How to handle buyers who don't buy from you and following up
- Handle the after-sale process
- Utilise CRM systems to create value for your organization and customers
Course Format:

Through a combination of breakout sessions, group and individual work, interactive roundtable discussions and role-plays, and case studies. Delegates will understand the importance of having sharp sales skills.

Trainer will use practical examples and case studies to reinforce and expand the scope to cover applicable concepts for Advanced Selling Skills, and for a variety of different industries.

Pre-Course Questionnaire

In order to tailor this course precisely to your needs, the course leaders would value information on your knowledge, experience and requirements.

Who should attend?

Account Managers and Salespeople with relevant sales experience.

Your International Facilitator:

Kiran Patel, Facilitator – Apollo Consulting Group

Courses Specialised In: Sales, Negotiation, Communication, Leadership, Presentation Skills, Assertiveness, Coaching, Teambuilding, Influencing, Networking.

Sector & Industry Experience: PR and Advertising, Telecom, Finance, Banking manufacturing, Hospitality, Education.

Some Major Clients: ACCA, Deloitte, Ernst & Young, Ogilvy, Caterpillar Inc, Continental Airlines, General Mills Inc, HSBC, British Council.

Testimonials

“Our finance department received great benefit from the recent series of workshops that you delivered. We look forward to continuing our support long - term.”

Denny Tang, CFO, Ogilvy & Mather Group, Greater Chin

Testimonials

“Thank you for your continued support of ACCA activities. Your trainings form an integral part of our Professional Development platform for ACCA members and students.”

Maggie Li, ACCA Marketing Manager, Greater Chin

Day 1

8:45 Registration & coffee

9:00 Welcome, Introduction & Objectives

9:10 Energiser

An appropriate icebreaker activity will be chosen to energise participants for the session within the context of sales strategy.

9:20 Where are we today?

We start by looking at the differences between how sales have been made up to now and what the future sales consultant will be doing. It's not that the old way of selling doesn't work; it's just that the old buyers aren't around any more.

9:50 Attitude of the Modern Customer

The economy will probably never be the same again. So what does today's buyer expect from their service/product provider? What's their mind-set? What makes them make decisions to buy? And what turns them off?

10:20 Morning Refreshments

10:30 Advanced Communication skills

Modern sales consultants have learned the skills and techniques required to influence today's buyers elegantly and effectively. Here, we introduce cutting-edge communication strategies and techniques that will enable you to tap into your prospects and clients ways of thinking, how they process information and how they make their buying decisions. Armed with this you can then influence and sell to them more effectively.

12:30 Lunch

Day 1

14:00 Knowing and Improving your BSBs

Product knowledge is important, but personal knowledge is vital. What Beliefs, Skills and Behaviours set top performers apart from the average? This eye-opening session will be the foundation for many sales people to launch themselves on their new markets.

15:00 Building Opportunities

Presenting effectively will eliminate many objections before they occur. Knowing how the buyer makes decisions will create the springboard to gaining commitment to the next stage of the partnership. This session will provide the confidence to hit the mark every time

16:00 Afternoon Refreshments

16:15 Following-up

Not all prospects will be ready to buy but how can you still be in the frame when they are ready? Many prospects will become your long-term clients - how can you turn them into advocates that are continuously loyal? We cover what the buyer wants from a long-term partnership and what you can do to create this loyalty. We'll also cover how to handle that "lull" throughout longer sales cycles and what you can do to stay in the front of your prospects.

17:30 Course Conclusion & Summary

Day 2

9:00 Welcome Back and Recap of Day 1

9:20 Handling Objections

How can you be more influential with your customers / clients? This session will explore the techniques you can use to develop your influencing skills and get your customers buying from you.

10:10 Dealing with Customer Complaints

Participants will role play various situations between salesperson and customer when the relationship has become strained due to a complaint. Challenge will be to maintain the relationship, find solutions and satisfy the customer.
Taught strategies will be implemented.

10:50 Morning Refreshments

11:05 Generating Value

This session will focus on elements of effective negotiation to find value generation methods for your clients.

12:30 Lunch

 

Day 2

14:00 Customer Relationship Management

Next, participants will look at different types of CRM programs and the needs they can serve.

14:20 Requirement Driven Product Selection

During this session, participants will look at the Requirement Driven Product Selection process. This process requires defining the business need (or pain or problem, depending on the issue), deciding which functions are needed to meet the requirements, and then defining the products that support the selection.

15:15 Strategies for Customer Retention

Next, participants will explore ways to retain customers through a large group discussion.

15:45 Afternoon Refreshments

16:00 Building the Future

During this session, participants will explore the four pillars of CRM and how they can use them to help others embrace the CRM plan.

16:30 Evaluating and Reviewing Your Program

To conclude the day, participants will look at some evaluation tools, including customer profiles and life cycles.

17:45 Summary

18:00 Conclusion of Day 2
 

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