Advanced Sales Development
Advanced Sales Development - Course Outline
Advanced sales development and advanced sales skills are about understanding people - including yourself; understanding how your buyer thinks, what your customer really wants and choosing the right approach to successfully develop that customer. Delegates attending this advanced sales development workshop will develop and practice the advanced interpersonal skills needed to win increased business, particularly from their more challenging customers. The course incorporates numerous case studies under the guidance of a trainer with a long and successful track record in building strong sales relationships.
Course Objectives
Build interpersonal relationships based on awareness of how others see you.
Assess the strengths and weaknesses of your own personal style.
Analyse and advance your communication skills with others.
Analyse buyer motivations with a more in-depth understanding of sales psychology.
Develop selling skill that will really interest your customers.
Learn the impact that organised knowledge can have on your sales.
Analyse the strengths and weaknesses of the competition to differentiate the relevant benefits of your solution.
Use your personal business information to improve your sales.
Write and present successful proposals.
Course Designed For
The course is designed for senior sales professionals looking to develop successful partnerships with their accountsand intending to building long-term revenue generating relationships.
Course Content
Assessing your Current Impact and Ways to Improve It
Your customer and you - the psychology of selling
Transactional Analysis and sales
Getting to speak to the right people
The buyer's motivation
Relationships and rapport - key elements to success
Advantageous use of voice and body language
How successfully do you build relationships?
Conduct a Personal Audit and Review your Skill Sets
Why is the relationship important?
Accurately assess your target customers
Identify key skills and approaches for different types of customers
Developing the customer - better than your competitor's
Researching the Scope and Strength of the Competition
Elevating your product and service from the competitor's
Extending the range of 'purchases'
Long term 'buy in' from clients
Keeping competitors out
Selling the solution
Effective Proposals to Beat the Competition
Presenting the solution for maximum impact
Recognising the benefits that buyers want
Understanding the value of intangible benefits
Selling yourself as well as your product or service
Developing a Long Term Partnership
Opening the door to develop a partnership with the customer
Helping the customer succeed - creating the long term 'win-win'
Involving the customer in your own products/service development
Continuing to exceed expectations
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