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Advanced Selling Skills

Start Date: May 13, 2015 | Duration : 2 days | Price : 4500 AED

Context to this Workshop

  • Customer organisations are becoming more complex and require engagement across multiple decision influencers and decision makers
  • Selling often takes an overly simplistic approach to complex selling situations
  • Influencing customer decisions requires a structured sales process
Advanced selling skills, Sales Training, Training, Dubai, UAE

By the end of the course, participants will be able to:

  • Develop a solution-focused approach to the sales process
  • Explain the difference between ‘selling’ and ‘business development’ and the required skills
  • Develop collaborative relationships as opposed to competitive relationships
  • Make the buyer a part of the solution
  • Role-play to practice and explore the skills
  • Introduce tools and a processes for easy-to-use post workshop application
Advanced selling skills, Sales Training, Training, Dubai, UAE

Who will benefit from attending?

  • Experienced sales people who require development or revitilisation of key skills and competencies
  • Supervisory and managerial people who manage salespeople and who wish to groom their own selling and influencing skills
Advanced selling skills, Sales Training, Training, Dubai, UAE

Managing the Complex Sale

  • What’s your orientation?
  • The difference between ‘trading’ and ‘selling’
  • The complex sales process
  • The business development process
  • Gaps and solutions

Customer Needs, Wants and Motivations

  • Understanding customer decision making and influences
  • Turning objectives and opportunities into solutions
  • Six Influencing Keys
  • Unlock opportunity versus pushing
  • Communication skills and application
  • The exploratory process
  • Case study role-play

Persuasive Selling Process

  • The moment of truth
  • Preparing
  • Controlling the presentation
  • Involving the customer

Dealing with Objections and Resistance

  • Objection handling as part of the sales process
  • Responding to objections

Case Study Analysis and Role-play

  • Dealing with Objections and Resistance
  • Objection handling as part of the sales process
  • Responding to objections

Case Study Analysis and Role-play

  • Analyse and prepare a pre-prepared case study
  • Role-play and facilitated feedback
Advanced selling skills, Sales Training, Training, Dubai, UAE

Business and Personal Benefits

  • Create on-job-training as a routine operational activity
  • Improved motivation of staff through supportive personal development
  • Achieve continuous improvement of people performance as a pillar to continue improvement of business results
  • Improved and groomed interpersonal skills of line personnel that supports succession planning
  • Development of work-based assignments to integrate skills and knowledge into daily routines to drive application and retention
  • Improve relationships with subordinates
  • Groom own interpersonal skills and style that supports own leadership credentials for the future
  • Deliver required business results through others – achieve performance through people
  • Personal learning plan to support application and consolidation of key learnings on-the-job
Advanced selling skills, Sales Training, Training, Dubai, UAE
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