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
| Venue | Associated Training Offices, Nottingham |
|---|---|
| Date | 2nd - 3rd September 2010 |
| Days | 2 |
| Immediate Payment Price |
Unfortunately this course is now full |
| Normal Price |
Unfortunately this course is now full |
| Venue | Associated Training Offices, Nottingham |
|---|---|
| Date | 27th - 28th September 2010 |
| Days | 2 |
| Immediate Payment Price | £395.00 per person (excluding VAT) Pay in full with a credit card immediately online or by cheque within 7 days to get this special price
|
| Normal Price | £450.00 per person (excluding VAT) We send you 2 invoices by mail. Pay 50% of the total when you receive the invoices, and the remaining 50% no later than 7 days before the course commences
|
| Venue | Associated Training Offices, Nottingham |
|---|---|
| Date | 10th - 11th February 2011 |
| Days | 2 |
| Immediate Payment Price | £395.00 per person (excluding VAT) Pay in full with a credit card immediately online or by cheque within 7 days to get this special price
|
| Normal Price | £450.00 per person (excluding VAT) We send you 2 invoices by mail. Pay 50% of the total when you receive the invoices, and the remaining 50% no later than 7 days before the course commences
|
Follow us on Twitter!
Stay up to date with all of our latest news and special offers on training courses by following us on Twitter. Just click on the logo below! (opens in a new window)
