Advanced Selling Skills
Advanced Selling Skills
OBJECTIVES
By the end of the program, participants will be able to:
- Respond to customers’ needs in order to adapt their selling approach to those needs.
- Provide advanced selling knowledge and skills for dealing with customers’ objections and closing the deal.
- Gain awareness of the professional behavior during all phases of the sales call.
- Obtain an understanding on how to develop a long-term relationship and partnership with their customers.
WHO SHOULD ATTEND?
All senior sales representatives and professionals, key account sales staff and sales managers and supervisors.
COURSE OUTLINE
Targeting Your Market
- Competitive Analysis
- Market Segmentation
- Product Positioning
Prospecting for Best Potential Customers
- Using Different Techniques to Generate Leads
- Contacting Your Potential Prospects
Dealing With Customer Objections to Close the Deal
- Attitude of the Sales Professional
- Applying Different Techniques
The SPIN Sales Model
- The Complete Sales Model
Building a Long Term Relationship and Partnership with Your Customers
Sales Win-Win Negotiations
- The Phases of Sales Negotiations
- The Harvard Model Applied to Sales Negotiation
- The Art of Bargaining and Concessions Handling
Selling to Difficult Customers
- Controlling Your Nervousness
- Taking Calculated Risks
- Applying Assertive Communication
Inscape DiSC Action Planner: An Individual Instrument for Increasing Effectiveness in Sales