Advanced Selling Skills Course

A four-day programme to address how the organisation’s senior sales persons can:

• Battle successfully for greater share of the customer spend
• Attract premium customers who trust and remain emotionally attached to the organisation’s products/services
• Maximise volume and achieve organisation’s objectives fast.

Goals the Training Will Attain

• Retain top-of-the-mind visibility with customers and prospects
• Push feverishly to maximise volume sales and achieve organisation’s objectives immediately after the training event
• Visibly grow market share
• Raise awareness for the new products among new prospects.

Course Contents

DAY ONE

• The 15 Special Selling Skills

• Sales Planning
  • Set Objectives
  • Identify Customers and Prospects
  • Manage Customers and Prospects
  • Manage Time
  • Evaluate Performance
• Sales Enemies to Defeat
• Power of Enthusiasm.

DAY TWO

• Customer Pyramid of Wants
• Listening and Questioning Skills
• Objections Handling
• Sales Negotiation Tactics
• Sales Territory Delineation
  • Geographic area
  • List of nominated accounts

• Sales Productivity Planning
  • Call planning
  • Call Plan Sheet
  • Territory coverage
  • Deal planning.

DAY THREE

• Maintenance and use of records
  • Prospect and Customer Records
  • Weekly Activity Record
  • Determine areas of opportunity
  • To ensure realistic targets are set
  • To evaluate the potential of each territory on facts
  • To identify the size and types of establishments where the greatest opportunities exist
• Financial Responsibility of the Salesperson
  •  3 Pillars – Sales, Stocks and Debtors
  •  Areas of cost efficiency in Sales
  • Sales Meeting: Touch Points

DAY FOUR

• Sales Promotions
• Advancing in a Sales Career.