Advanced Selling Skills

"The course definitely met my expectations/objectives. I particularly enjoyed the second day as i found it all extremely relevant to my role.

Trainer's knowledge and professionalism was excellent."

_ Rebecca Bartlam, Recruitment Consultant, Peter Dawn Ltd

This is a 2 day course

1. See bottom of page for scheduled course dates.

2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. Please contact us online or call us on 0115 9849940 for more details.

Who will benefit: This course is targeted at field-based salespeople who have had a minimum of 12 months 'on the road' experience and those who want to refresh their current selling skills.

Objectives: By the end of the course participants will be able to:

  • Take action to make the most of their time and territory
  • Effectively identify and meet the needs of the customer by using advanced questioning techniques
  • Identify and use a communication style appropriate to capture and maintain the buyer's attention, enthusiasm and interest
  • Construct professional answers to questions and possible objections
  • Present their products and / or services with the buyer in mind
  • Recognise and overcome major objection types

Module One– Territory planning and time management

  • Setting objectives
  • The importance of preparation
  • Territory planning
  • Examining the call cycle
  • Buy class targeting
  • Effective journey planning
  • Planning your time
  • The routes to making customer contact

Module Two – Relationship-building and communication

  • Identifying your customers’ communication styles and behaviour
  • Non-verbal communication
  • Making the right impression

Module Three – Identifying customer needs

  • Open and closed questions
  • Advanced questioning techniques
  • Effective listening skills

Module Four – Presenting the solution

  • Features-Advantages-Benefits
  • Unique selling points
  • Presenting with the buyer in mind
  • The use of sales aids

Module Five – Gaining commitment

  • Recognising and acting upon buying signals
  • Attitude when dealing with objections
  • Objection types
  • The format for handling objections

Module Six – Confirming the sale

  • Confirming or closing?
  • Effective confirming techniques
  • To speak or not to speak?


Upon completion of the course, delegates will receive a certificate from Associated Training & Consultancy



Feedback for the Advanced Selling Skills Course

"The course definitely met my expectations/objectives. I particularly enjoyed the second day as i found it all extremely relevant to my role.

Trainer's knowledge and professionalism was excellent."

_ Rebecca Bartlam, Recruitment Consultant, Peter Dawn Ltd



"I got lots of ideas and pointers from the course. I also enjoyed the practical aspect and the interaction with others."

_ Sarah Woodyatt, Area Sales Manager, Mabey Hire Ltd



Scheduled Dates & Locations

Unfortunately this course is not currently scheduled. If you have a need for this course, please call us on 0115 984 9940 or contact us online as we may be able to schedule it for you, or run it in-house.


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