Many salespeople are so busy trying to ‘sell’ their products and services that they miss entirely what the buyer really needs to improve their businesses. Most B2B & B2C sales are based on old paradigms that simply don’t exist in today’s buyer-savvy world. Our “Advanced Selling Skills” workshop re-addresses those old mind-sets and introduces the salesperson to the ‘solution-based’ processes of the new millennium.
Who are the target audience?Sales people who have already attended Essential Selling Skills workshop
Field sales people
Business to business sales people
Client relationship managers
Experienced sales people who need a different perspective
Time Allocation:10 hour Condensed Course training workshop (5hrs/2days).
4-6 hours’ customized small workshop.
Module One: Where Are We Today?
We start by looking at the differences between how sales have been made up to now and what the future sales consultant will be doing and how does the science of sales changed.
Module Two: Understanding The Modern Day Buyer
What’s the DNA of the modern day buyer? What do they expect from their supplier? What’s their mind set? What’s their decision making process? And what turns them off?
Module Three: Advanced Communication Skills
Modern sales consultants have learned the skills and techniques required to influence today’s buyers elegantly and effectively. Here, we introduce cutting-edge communication strategies and techniques that will enable you to tap into your prospects’ and clients’ ways of thinking.
Module Four: Knowing & Improving Your BSBs
Product knowledge is important, but personal knowledge is vital. What Beliefs, Skills and Behaviors set top performers apart from the average?
Module Five: Taking Away The Pain….Building On The Opportunities
Presenting effectively will eliminate many objections before they occur. Knowing how the buyer makes decisions will create the springboard to gaining commitment to the next stage of the partnership.
Module Six: Following-Up, Whether They Buy Or Not
We cover what the buyer wants from a long-term partnership and what you can do to create this loyalty. We’ll also cover how to handle that “lull” throughout longer sales cycles and what you can do to stay in the front of your prospects minds but without being a nuisance!
Module Seven: Action Planning & Close
Taking commitment after each call is a crucial element of any sales cycle, following the action plan and keep tracking of KPIs for each client is all what professional sales rep need.