Advanced sales development and advanced sales skills are about understanding people - including yourself and the buyer, how the buyer thinks, what the customer really wants and choosing the right approach to successfully develop that customer.

Delegates attending this two day 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 accounts and intending to building long-term revenue generating relationships.

Maximum Number of Delegates

 Eight

In-House Delivery Option Available

 Yes

Day One

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 competition

Researching the Scope and Strength of the Competition

Elevating your product and service from the competition
Extending the range of 'purchases'
Long term 'buy in' from clients
Keeping competitors out
Selling the solution

Day Two

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 expectation

£795 per delegate.

Discounts are available if 2 or more delegates from the same organisation attend the same course.

Please read 'How much does each course cost' on our FAQ's page for details.

As a result of this programme our key sales staff have developed confidence in their roles and established relationships that they would not have done otherwise.

I am very impressed with this course. It clearly communicated it's objectives and delivered them all.

If we have any other sales training requirements in the future we will definitely use Training and Development Solutions again. The trainer developed an understanding for our business and made the course more relevant for the delegates.

National Sales Manager - UK Industrial Furniture Wholesaler

I have been on many sales courses over a number of years and all promise to make a difference. I can honestly say, this is the first course that lived up to it's promise. A must for everyone who is involved in any form of sales.

National Sales Manager - UK Service Provider