Advanced Selling Skills

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:

Venue	Nottingham - Associated Training Offices
Date	02-03 September 2010
Days	2
Immediate Payment Price	Unfortunately this course is now full
Normal Price	Unfortunately this course is now full

Venue	Nottingham - Associated Training Offices
Date	27-28 September 2010
Days	2
Immediate Payment Price	£395.00 per person (excluding VAT) Pay in full with a credit card immediately online or by cheque within 7 days to get this special price
Normal Price	£450.00 per person (excluding VAT) We send you 2 invoices by mail. Pay 50% of the total when you receive the invoices, and the remaining 50% no later than 7 days before the course commences

Venue	Nottingham - Associated Training Offices
Date	10-11 February 2011
Days	2
Immediate Payment Price	£395.00 per person (excluding VAT) Pay in full with a credit card immediately online or by cheque within 7 days to get this special price
Normal Price	£450.00 per person (excluding VAT) We send you 2 invoices by mail. Pay 50% of the total when you receive the invoices, and the remaining 50% no later than 7 days before the course commences

General Information:

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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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