Advanced Selling Skills Course Outline

#1 Design an Improved Sales Plan with enhanced Methodologies

• Evaluate your target market and focus on key segments that are most likely to be your customers

• Conduct strategic market analysis to discover competitor ‘gaps’ and capture them

• Assess existing organizational skill sets, strengths and weaknesses, and establish realistic objectives to improve

#2 Increase Efficiencies throughout the Sales Process

• Focus on performance improvements that produce measurable results

• Make sure that any new strategies are supported by adequate resources and abilities by the sales force

• Take advantage of the most effective consultative selling methods to strengthen customer relationships

• Learn to manage sales operations efficiently to focus on activities that lead to quantifiable sales success

#3 Sales Territory Management

• Expand territory definitions to include segmentation by account types, audience profiles, geography, market size and customer demographics

• Assess territories effectively to increase market coverage, improve customer service and boost sales team performance

• Focus on creating balanced territories that are optimally serviced

Optimize sales territories to maximize long-term ROI

#4 Negotiation Techniques to Close Successfully

• Get a detailed understanding about why people negotiate

• Learn about different negotiating styles and how to use suitable tactics to handle each situation

• Examine your own negotiating style(s) and refine them to be robust

• Develop clear strategies to manage price negotiations

• Put your negotiating skills to the test with simulated rehearsals and real settings

• Review the top closing techniques and when to use them appropriately

• Practice each closing strategy and rehearse them using various scenarios

#5 Master Networking Skills

• Create a practical sales networking strategy

• Come up with an engaging elevator speech and continually refine it

• Develop a good strategy to approach strangers at events and speak confidently

• Learn how to qualify contacts and follow up accordingly

#6 Social Networking

• Design a robust social media plan and update it continually to improve the workflow

• Create an impressive and genuine profile that’s professional and personable

• Develop and contribute to an online network by providing value to show your expertise

• Build reputation in online networks by contributing and providing value to show your expertise

• Understand the dynamics of the leading social networks and use suitable strategies to capitalize on what they offer

• Tap on your virtual network to learn new selling skills and creative sales techniques

• Leverage on your professional and social networks to connect with prospects and referral sources

• Nurture your network by making frequent updates and helpful posts to build authority

• Make use of smart email marketing processes to enhance the network and produce long-lasting value

#7 Appointments and In-Person Meetings

• Conduct sales meetings skillfully, by managing expectations and controlling the agenda

• Learn to speak and present in a confident, professional and effective manner

• Develop essential sales and interpersonal skills to get commitments and orders

• Learn how to recognize, interpret and respond to conflicting behaviors and physical or visual cues

• Discover how your image is greatly affected by your body language and mannerisms

• Find out how your personal grooming and dress sense influence client perceptions

• Recognize the importance of maintaining personal space to establish a professional sales relationship

#8 Advanced Questioning Techniques

• Understand why effective questioning is such a powerful technique for sales success

• Discover the key areas of questioning and how to create punchy questions that are full of substance

• Learn the advanced questioning tactics used by talented salespeople to get higher closing rates

#9 Skilled Objection Handling

• Understand how objections frequently lead to lost sales, especially if they’re not managed competently

• Examine the tactics and techniques to handle objections successfully

• Discover tried and tested methods to prevent objections and avoid having to resolve them

• Develop effective strategies to deal with price-sensitive customers

• Learn to identify customers stalling and use skillful responses to close the sale

#10 Sales Correspondence

• Find out what veteran salespeople know about the power of using sales letters and emails effectively

• Discover new sales email techniques that use improved processes and the latest technologies

• Learn to use email follow-ups after sales calls and meetings to reinforce points discussed

• Create customizable email templates that address key selling points to boost closing rates

#11 Financial Justification

• Learn to design proposals with your customers’ interests in mind and highlight key benefits that are meaningful to them

• Create urgency in your customer-centric proposals, prompting them to take decisive action

• Find innovative ways to discover what your competitors are doing, their positioning, their approach, their proposal formats and so on

• Craft proposals to be structured better than your competitors, differentiating positively to create an impact

• Use a consultative selling approach to build trust and a strong relationship to edge out the competition

• Create clever questions to ask customers and get competitor intelligence

• Be flexible to vary sales approaches according to what competitors are doing, making your proposals stand out in an innovative way

• Analyze lost proposals to identify unnecessary ones that can be avoided and unsuccessful ones that can be prevented

#12 Group Selling Presentation Skills

• Understand your audiences’ needs and expectations clearly in order to meet and exceed them comprehensively

• Discover who are the influential characters with decision-making abilities and present accordingly

• Be prepared to handle diverse groups with different objectives by researching your audience beforehand

• Make sure your presentation’s structure, content and delivery is professional and impressive

• Find effective methods to address any personal inhibitions about presenting to large groups and stage fright issues

• Create high quality presentation aids such as handouts, props, demonstrations, interactive content and audio visuals

• Learn the most common presentation mistakes and how to avoid them

• Find the right balance between presentation and interacting with the audience to discuss talking points

• Study the habits of successful presenters and emulate them

• Analyze the characteristics of great presentations and incorporate them

• Learn to use your voice to create impact and captivate the audience

• Discover the elements of boring presentations that lose the audience and fail to engage