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

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

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 servicednOptimize sales territories to maximize long-term ROI

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

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

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

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

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

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

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

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