Advanced Sales Skills

Course details

Course Objectives

• The Successful Salesperson
• Why and How Customers Buy?
• The Structure of a Successful Sale
• Communication Skills
• Presenting your Product
• Closing the Sale
• Closing the Transaction – Ensuring Timely Collection
• Service Recovery
• Managing yourself

KEY CONTENTS

The Successful Salesperson

• The Skills Requires
• Identifying Gaps and Further Developments
• Personal Goal Setting

Why and How Customers Buy?

• Who are your customers?
• What do customers want?
• How do customers buy?
• Rational and emotional triggers
• Exceeding Expectations

The Structure of a Successful Sale

• Introduction
• Qualification
• The Proposal
• Handling Objections
• Close and Consolidate

Communication Skills

• Enhancing Your Listening Skills
• Powerful Questioning Techniques
• Building Rapport and Engaging your Customer
• Mirroring and Matching
• Understanding and Using Body Languages Skills

Presenting your Product

• Using Features and Benefits
• Powerful Language to Help you sell
• Enhancing your Presentation Skills

Closing the Sale

• Recognizing Buying Signals
• Handling Resistance
• Strengthening the Customer Relationship

Closing the Transaction – Ensuring Timely Collection

• Agreement – Sales Agreement at deal Inception
• Understand customer expectations and deliver requirements ensuring no gap in customers’ expectations
• Closing documentation – Obtain confirmation of receipt of goods completion of service
• Gentle follow ups
• Final Collection
• What if things go wrong – signs to recognize other action need to be taken

Service Recovery

• Be Pro-active: Prevent things from going wrong
• Corrective Action: Quick service recovery, if things do go wrong
• Preventive Action: System correction to ensure the same mistake is not repeated again.

Managing yourself

• Managing your Time
• Improving your Self Confidence
• Action Planning

WHAT YOU WILL OBTAIN

• Two information packed days
• Real life examples and interesting case studies
• A chance to discuss and clarify your doubts, questions, issues etc.
• Complete study material
• Quality refreshments and lunch
• Certificate of attendance
• Networking opportunity