Advance Selling Skills Solutions

Enable your sales leaders with a complete sales leadership toolkit giving them the resources, confidence and motivation to lead a winning sales team.

Advance Selling Skills Solutions

Advance Selling Skills Solutions: Our internationally renowned advanced sales training programs are designed to deliver immediate and lasting results that too tailored to your specific business and development needs.

The offerings under this solution includes :-

(a) CONSULTATIVE SALES APPROACH

About the offering

Today, businesses are looking for advisors to guide them to results. So today’s salespeople can only succeed by being consultants who act as mentors to their customers priorities. Starting by clearly identifying priority needs, this offering enables sales professionals to present their offer in terms of its contribution to business goals with a justification to the return on investment, how to negotiate effectively while closing sales and how to manage their strategic accounts. It also shows how to avoid some common pitfalls, build strong personal relationships with different customer personalities and sell conversationally and consultatively.

Learning Takeaways

  • Identify your customers true needs and priorities and offer solutions as a consultant
  • Design and present your solution in a very clear and motivational way and win against tough competition
  • Successfully manage relationships with different types of people and respond to their concerns and objections
  • Negotiate favourable terms and conditions with procurement
  • Learn how to mine and manage your strategic accounts

(b) SOLUTION BASED SELLING

About the offering

Today businesses don’t buy products or services they buy results. So today’s salespeople can only succeed by selling solutions which address their customers priorities. Starting by clearly identifying priority needs, this offering shows sales professionals how to present their offer in terms of its contribution to business solutions and goals, how to justify cost and sell return on investment (where this is a key decision factor).

Learning Takeaways

  • Identify your customers true needs and priorities
  • Design and present your business solutions in a very clear and motivational way and win against tough competition
  • Successfully manage relationships with different types of people and respond to their concerns and objections
  • Negotiate favourable terms and conditions with procurement
  • Achieve trusted advisor status in the eyes of your customers

(c) RELATIONSHIP MANAGEMENT

About the offering

In traditional sales training, delegates learn first about the product, then about selling skills, and only occasionally about relationship skills. This offering aims to enable sales teams to first understand themselves, then to understand others, and finally how to adapt their techniques to create conditions of comfort in their relationship with their customer/channel partner. Gaining insights into their own personality as well as planning for their own further development, they will learn to refine key skills and apply them with the greater sophistication that comes from improved interpersonal ability and understanding.

Learning Takeaways

  • Learn what are the skills, qualities and attributes of successful salespeople.
  • Recognize which customers we get on with and which we don’t! And the reasons why.
  • Understand how we interact through observation, judgment and reaction.
  • Understand the fundamentals of personality assessment. Recognize how your own profile can affect the customer, positively or negatively.
  • Reinforce your sales training by working with your chosen customers. Profile them and learn how to sell and relate to them by strengthening your relationships with these different customers.
  • Learn how to read your customers using advanced non-verbal clues e.g. body language, mirroring, leading
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