High Value Selling Training

master the challenge of high value selling

2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

Only one or two people to train? Then click on one of the following open course options, or consider our coaching service

Advanced Sales Skills

Course Overview:

This course considers the strategies and tactics required for success in high-value, complex sales situations. It examines the varying levels of contact business functions involved in the decision making process and the professional sales techniques required at each stage of the sales cycle. The programme is the product of a our wide sales experience combined with broad industry experience. Delegates are encouraged to bring to the course details of current accounts and sales activities for individual analysis and development during the two days.

Programme Contents

The Psychology of Selling
Structure of a Sale

The Complementary Buying Process

Definition of a Complex Sale

Managing a Complex Sale

- Time Constraints

- Controlling the Cycle of Events

The Multi-Level Decision Process

- Description of Buying Teams

- Analysis of Buying Roles

- Who to Contact in Your Situations

Situational Analysis

- Perception of Urgency of Purchase

- Recognising Positive & Negative Viewpoints

Establishing Briefing Requirements

- Tangible Business Needs

- Intangible Personal Desires

Contacts Current Attitude to You and Your Company

Understanding Behavioural Styles

- Varying Personality Types

- Their Expectations of Sales Personnel

- Modifying your Approach

Communicating Ideas and Concepts Effectively

- Product and Company Differentiation

- Selecting the Appropriate Benefits

- Valuing those Benefits

Case Study Analysis

Current Situation Analysis

Delegates Action Plans