Advanced Sales Skills - Fully Revised for 2008

Advanced Sales Skills - Fully Revised for 2008
master the challenge of high level selling

This sales training course is for the experienced salesperson who has a track record of success and seeks to become even more proficient. The course is also aimed at anyone who sells complex solutions to multiple decision makes with long sales cycles.

The training programme covers selling techniques and strategies to maximise sales performance. Every salesperson will gain from the fresh perspective taken on this course and the chance to re-think their current working practices. This course is practical and pragmatic in content with considerable delegate participation. The programme starts by considering the role of each delegate and then analysing the logical sequence for building sales. We then consider fundamental questions about the nature of persuading the various types of customer. This is followed by a searching look at each step in the sales process.

Programme Contents
The Challenges of High Performance Selling
Motivations for Buying
The Nature of Need
Selling against Competitors
Developing Client Plans
Sales Strategies
Professional Consultative Selling
Building the Sales Case Using Spearhead WIN-CLIENT Process
Advanced Persuasive Communication Skills
Handling the Sales Meeting
Selling Complex Solutions
Managing a Long Sales Cycle
- Controlling the Cycle of Events
Multiple Decision Makers
- Analysis of the Buyer Roles
- Dealing with Different Buyer Needs
Effective Sales Presentations
Structuring the Sales Proposal
Strategies for Dealing With Objections
Winning the Business
- Decision Signals
- Gaining Client Commitment
Positive Behavioural Techniques
Getting the Best Possible Deal
Personal Effectiveness for High Performance
Professional Time Management

Description of Course

This course is run in a highly participative nature and draws from the delegates experience by facilitative discussion. The course takes into consideration the role of each delegate and their learning objectives.

Building a sales strategy and client plans are key areas of this course. Each stage of the sales process is examined in order to maximise the effectiveness of delegate actions in the field. Mastering professional consultative selling is a focus of the whole programme. Delegates will also consider the key tactics to gain commitment and secure business effectively. There is also a focus on planning and managing long sales cycles including analysis of different types of decision makers and how they can be influenced in order win the business. There are practical exercises in order develop delegates skills and techniques relevant to their own situation. Delegates find this course a useful opportunity to review their currently practice and to identify ways to become even more effective in the field.

The course is run by experienced tutors who have many years successful sales track records, and also actively perform a sales function for Spearhead Training. They are, therefore, very much in touch with the current business issues and able to relate to the challenges facing delegates and well positioned to both challenge and support delegates through the two days in order to make the most of the time available.

Make an in company enquiry

2 Days - Non Residential
Additional Course Information

Delegate spaces available on the following course dates:

Date: 21st August » 22nd August, 2008
Venue: Tower 42, London
Brochure Price: £995.00
Online Price: £995.00 (Places Available)

Date: 6th October » 7th October, 2008
Venue: Spearhead Regional Training Centre, Chipping Norton
Brochure Price: £975.00
Online Price: £975.00 (Places Available)

Date: 6th November » 7th November, 2008
Venue: Tower 42, London
Brochure Price: £995.00
Online Price: £995.00 (Places Available)

Fee includes course materials, use of video and other training equipment as required. Lunch and light refreshments are also included. Prepared key topic notes for delegates' future reference are provided. The number of delegates attending each course is limited in order to ensure individual participation.

If overnight accommodation is required we often have special arrangements with local hotels.

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