Increasing your Sales Results

Overview

This advanced selling skills course will show you how to increase sales opportunities using a consultative and structured approach

Objectives

By attending this course, you will learn:

• A structured and customer-focused approach to creating higher-quality sales opportunities and account growth
• Persuasion and influence skills to better define needs and develop opportunities
• Better sales conversations, presentations, and proposals – leading to higher order value and increased sales
• Advanced sales questioning skills and techniques; the importance of listening
• How to add value at all stages; plus gaining competitive advantage
• Proven ways to overcome and reduce price pressure
• Using options and upselling when presenting your products and solutions
• Techniques and skills for improved negotiation and closing

Content

Advanced Selling – How to Increase your Sales Results

• Review of pre-course data and questionnaire
• The AVC model of increasing your sales results
• Creating a sales growth plan to achieve higher sales targets
• Mapping the accounts and products for targeted growth

The four C’s to structure a sales call

• Research before the meeting or call; setting objectives, planning and preparation
• How to gain instant rapport and taking control – including online meetings
• Qualifying and initial questioning skills
• Creating an agenda and first-meeting structure: 4 C’s
• Planning and practice sessions

Building bigger and better sales opportunities

• How to use questions to ‘build’ more opportunities
• Learning and using high-impact and third-level questions
• Advanced sales questioning techniques: five questioning techniques
• Qualifying and gaining commitment to the next stage
• Planning and practice sessions – advanced questioning skills

Presentation and persuading skills best-practice

• Compelling benefits and reducing perceived risk – key messages to deliver
• Helping the customer choose your proposition by using options
• Professional and effective presentation skills
• Writing compelling sales proposals that improve your conversion rate
• Planning and practice session – presenting your solution

Overcoming concerns and customer questions

• Proven techniques for answering customer objections and concerns
• How to isolate, prioritise and answer objections, including price
• Overcoming delay and procrastination
• Planning and practice session – answering customer concerns

Gaining commitment and closing the sale

• Knowing when close for commitment to the next stage
• How to ask for commitment professionally and effectively
• Key negotiation skills around the closing process – getting to ‘yes’
• Checklist of closing and negotiation skills
• Practice session

Summary and personal action plan