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Advanced Selling Skills

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This is a 2 day course

1. See bottom of page for scheduled course dates.

2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. Please contact us online or call us at our Associated Training offices on 0115 984 9940 for details.

For those salespeople with at least 12 months' selling experience, the 'Advanced Selling Skills' course is designed to sharpen the sales techniques of those attending as well as introducing new tips and ideas for obtaining and closing the deal.

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

  • Take action to make the most of their time and territory
  • Effectively identify and meet the needs of the customer by using advanced questioning techniques
  • Identify and use a communication style appropriate to capture and maintain the buyer's attention, enthusiasm and interest
  • Construct professional answers to questions and possible objections
  • Present their products and / or services with the buyer in mind
  • Recognise and overcome major objection types

Module One– Territory planning and time management

  • Setting objectives
  • The importance of preparation
  • Territory planning
  • Examining the call cycle
  • Buy class targeting
  • Effective journey planning
  • Planning your time
  • The routes to making customer contact

Module Two – Relationship-building and communication

  • Identifying your customers’ communication styles and behaviour
  • Non-verbal communication
  • Making the right impression

Module Three – Identifying customer needs

  • Open and closed questions
  • Advanced questioning techniques
  • Effective listening skills

Module Four – Presenting the solution

  • Features-Advantages-Benefits
  • Unique selling points
  • Presenting with the buyer in mind
  • The use of sales aids

Module Five – Gaining commitment

  • Recognising and acting upon buying signals
  • Attitude when dealing with objections
  • Objection types
  • The format for handling objections

Module Six – Confirming the sale

  • Confirming or closing?
  • Effective confirming techniques
  • To speak or not to speak?


All delegates will receive a certificate after completion of the course.



Currently Schedules Courses:

The prices below also include the following:

  • All course notes and material
  • Lunch and refreshments
  • Certificate costs
  • Free On-site Car Parking


    • Scheduled Open Courses:

    Unfortunately this course is not currently scheduled. If you have a need for this course, please call us on 0115 984 9940 or contact us online as we may be able to schedule it for you, or run it in-house.

    For further details about how we can help your business with its sales training needs, contact one of our specialist sales training advisers at our Associated Training offices on:
    Telephone: 0115 984 9940
    Fax: 0115 921 5352
    Online Contact Form

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