Core Sales Skills – Level 2

Course schedule

Classroom Training:
1 - 5 Jul 2024London5 days£4,250
4 - 8 Nov 2024London5 days£4,250

Please note: prices shown above are exclusive of VAT (20%).

Course Overview

Build on core sales skills with intermediate techniques, including relationship selling, understanding customer needs, and crafting solutions to address complex customer challenges.

Who Should Attend

  • Sales Executives and Account Handlers
  • Sales Managers, Operations Managers and Account Managers
  • Customer Service Managers and Relationship Managers

Course Outcomes

  • Move towards a ‘consultative selling model’ from ‘transactional selling’
  • Build lasting relationship with clients
  • Develop key accounts, strategy and plan
  • Identify the root causes of issues with clients and offer the best solutions/services
  • Mix elements such as influence, product knowledge and people skills to increase success of sales
  • Use market and competitor knowledge to get the lead and generate the best solutions
  • Develop strategic customer relationship management
  • Create a personal development plan

Course Topics

Key principles of Selling

  • Increasing opportunities for new business
  • Strategies for hitting and surpassing your targets
  • Developing streams of income: New business vs. Existing customers
  • How to deal with client objections and still get the sale
  • Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
  • Apply the ‘Aristotle Principle of Persuasion’

Sales Presentation and Pitching Mastery

  • How to be more effective and charismatic during sales presentations
  • How to deal with presentation challenges for individual client meetings vs selling to a procurement team
  • How to bring separate viewpoints together to still leave with a sale
  • The elevator pitch
  • How to present more confidently and describe your products and services using customers’ needs
  • Moving from transactional selling to consultative selling
  • Practical exercises and coaching to help you grow and improve

Relationship Building

  • Become an a trusted advisor to your client
  • Using advanced influencing skills to connect to your client and get them to reveal more
  • Selling across different cultures code and practices
  • Understanding your personal brand in sales
  • Mastering emotional intelligence and positive psychology
  • Explore psychometric profiling of yourself and clients
  • Making a plan to increase loyalty and pin that to profitability
  • Feedback of individual strategy assignment

Dealing with Difficult Clients

  • Problem clients and handling the effects of their action/inaction
  • 5 different types of difficult buyers
  • 5 things you must never do while handling a customer objection
  • Winning back lost business and raising the stakes
  • Using refined communication strategies of world’s leading business coaches and entrepreneurs to deal with any problem
  • Buyer’s expectations of suppliers

Strategic Sales

  • Motivating yourself and your team to be results focused
  • Dealing with ‘C Level’ selling – selling to the board
  • Getting ‘buy in’ for internal stakeholders to improve strategy
  • Increase conversion ratios and customer feedback ratings
  • Create a success roadmap
  • Develop your own personal development plan for post course success

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