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Course Outline

Advanced Selling Skills

This is a 1 day, instructor-led course.

This course focuses particularly on the reasons why people buy and how you can build the business of your existing client base and the tools you can introduce to help you win new business whilst reducing the sale cycle timescales. 
This course is a practical and highly participative programme. It analyses the logical sequence for building sales. Great consideration is given to fundamental questions about the nature of persuading the various types of customer and an insight into each juncture of the sales cycle.

The aim of this course is to develop the skills required to achieve repeated success by improving selling techniques.
 
Upon successful completion of this course, delegates will have the necessary skills to:

•   Control the sales interview by recognising and responding to the different ways customers like to communicate including simple body language tips
•   Demonstrate the benefit of selling by objectives
•   Identify and sell the benefits of their products using a consultative approach
•   Appreciate how sales people can use knowledge of the buying decision making process and decision making unit to influence the decision to purchase in their favour.
•   Practice a simple structure for handling objections

Account Managers and Salespeople with experience of selling (either telephone or field sales) who wish to develop their communication skills will benefit from this course. Alternatively, this course is equally suitable for salespeople who have received formal training in the past and wish to introduce some fresh ideas and change their approach.

Advanced Selling Skills

This is a 1 day, instructor-led course.

This course focuses particularly on the reasons why people buy and how you can build the business of your existing client base and the tools you can introduce to help you win new business whilst reducing the sale cycle timescales. 
This course is a practical and highly participative programme. It analyses the logical sequence for building sales. Great consideration is given to fundamental questions about the nature of persuading the various types of customer and an insight into each juncture of the sales cycle.

The aim of this course is to develop the skills required to achieve repeated success by improving selling techniques.
 

Upon successful completion of this course, delegates will have the necessary skills to:

•   Control the sales interview by recognising and responding to the different ways customers like to communicate including simple body language tips
•   Demonstrate the benefit of selling by objectives
•   Identify and sell the benefits of their products using a consultative approach
•   Appreciate how sales people can use knowledge of the buying decision making process and decision making unit to influence the decision to purchase in their favour.
•   Practice a simple structure for handling objections

Account Managers and Salespeople with experience of selling (either telephone or field sales) who wish to develop their communication skills will benefit from this course. Alternatively, this course is equally suitable for salespeople who have received formal training in the past and wish to introduce some fresh ideas and change their approach.

Course Benefits

•   Learn how to move away from the basic selling relationship to a consultative selling and relationship-based customer retention model
•   Develop your knowledge, skills, and behaviours in your consultative selling role
•   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 maximise the business relationship with your clients
•   Sharpen your interpersonal skills and communication behaviours to manage the relationship more effectively
 

Price per delegate

£525

Scheduled Classes

Indicia Training, Glasgow:

Please complete the contact form below or call 0141 221 5676 for further course information and available dates.
Alternatively you can email us at info@indiciatraining.com

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