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.