Course Learning
Objectives |
Course Title
Advanced Selling Skills
Course Designed for
Experienced professional salespeople who wish to build on
their communication skills to create real impact when selling a product, service or idea
to a customer or a colleague.
Aim
The aim of this course is to enable delegates to be able to
establish their customers' needs, how to match these needs to the benefits offered by
their product, and then create a strong impact by presenting their product or service
using a systematic brand talk.
Objectives
By the end of this course each delegate will be able to:
- Explain the differences between marketing, selling
and negotiation
- Identify the psychology of what motivates people to buy
- Plan a structured approach using the systematic sales cycle
- Develop and use influential questioning techniques
to establish exactly what their customer needs and wants
- Demonstrate the use of influential words
- Demonstrate an effective structure and phraseology
for handling objections
- Identify and sell the benefits, not the features of their
products
- Create real impact in the mind of their customer with a
structured product brand talk
- Recognise that the close can be the easiest part of
the sale
Duration
Two days: 9.30am - 4.30pm
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