Advanced Sales Training
PSL Sales Training 3 and 4 day Advanced Skills Course Content
"This advanced sales skills course will involve you, inspire you, make you think, laugh and learn new and powerful sales skills"
Who should attend:
- Experienced sales people and managers involved in the sales process.
- People who want to take time out to think, refocus and develop their sales skills.
- People who want to be inspired and gain real world professional tools.
BENEFITS TO YOU AND YOUR BUSINESS
This course will help you: |
|
- Gather the information you need - Identify the value of your clients' problems - Design winning proposals - Help your customers to make decisions - Present effectively - Protect your price and margin - Grow your business |
|
COURSE OUTLINE
| Influencing major decisions | Building relationships |
- Building trust |
- Active listening |
Helping to make decisions |
Gathering the right information |
- Agreement to clearly defined objectives |
- About people, their roles and influence - Decision making criteria - The budget - Bringing only relevant issues into the open - Providing evidence for your observations - The competition and alternative solutions |
| Building the case for your solution | Presenting your solution |
- Avoiding assumptions |
- Working alone and as part of a team - Presentation and observations skills - Involving the client - Keeping an open mind - Preparing to be challenged - Focusing on tangible benefits - The meaning of your clients' problems - The value to the client in your solution - Your clients' belief in their opportunity |
| Working with your customer | Negotiations on price |
| - Understanding roles, authority and status - Taking a reality check - Using the decision making criteria - The purpose and structure of your proposal - Defining responsibilities and authority - Achieving mutual appreciation - Delivering a solution that truly works - Your client's reasoning for investing |
- Why now |
.jpg)
