Advanced Selling Skills

Selling is an art of convincing someone to see the worth in a product or service. It is a systematic approach that involves attracting the right prospects, qualifying them, converting them into customers and retaining them. With the right selling skills, you can increase your sales and profitability.

This 2-day, hands-on training program focuses on imparting the need-satisfaction sales process to help you improve your selling skills. The course is designed to help you concentrate on each client’s specific needs, situation, vision and internal staff to increase your business opportunities. You will learn how to determine the meaningful value that your product or service can bring to a client even in a competitive or saturated market.

The ISM Course Director will guide you through the step-by-step sales process, covering the pre-approach, approach and after sales service. The course is designed to be highly interactive and engaging, combining lectures, classroom exercises, role-plays, discussions and comprehensive course notes. You are also encouraged to take your own personal notes to maximize your learning experience.

Key Learning Points:

• Understand the reasons behind buying and selling.
• Explore the differences between the sales and marketing functions and the sales person’s role.
• Learn the qualities of a successful sales person.
• Learn how to prepare and plan for a client meeting.
• Why people dislike being sold to and how to avoid the wrong approach.
• Learn a comprehensive step by step sales process from prospecting to closing.
• How to use the phone more effectively to gain appointments. (Mind Mapping)
• What is it customers want. How do we empathise with them. (Body Language)
• Effective questioning skills/Effective Listening skills.
• How to deal with objections to buying.
• Cover the methods of gaining orders and customer commitment to purchase.
• What are features and benefits and their significance in the selling process.
• Cover the methods used to discover new business, work out and discuss the level of creative activity required to provide enough prospects to convert new business.
• Gain the delegates’ agreement and understanding for the need to qualify their prospects in selling.
• After sales service and its importance in the buying cycle.

Course Content

Overview

Selling Techniques

• How to create positive first impressions
• Using questions to uncover customer needs
• Understanding features and selling benefits
• Identifying buying signals
• Value Added (Suggestive) Selling
• Advancing Opportunity
• Exceeding Customer Expectations

Building Profitable Relationships

• Identifying Key Individuals
• Prospecting
• Building trust and rapport with your customers
• Making that Good First Impression
• How to Win Friends and Influence People
• Dale Carnegies Six Principles of Relationship
• Whats In It For Me? (WIIFM)
• Honesty and Integrity

Questioning Skills

• Creating an Opportunity: Situation vs Problem Questions
• Using questions to uncover customer needs
• Difficulty Questions
• Negative and Positive Answer Questions
• Directive Questions
• Rhetorical Questions

Objection Handling

• Analysing the Reasons for Objections
• Seeing What We Can Do
• Listen – Probe – Advise
• Exercise: Objection Handling
• Uncovering Objections
• Seven Types of Objections
• Turning Objections into Selling Opportunities

Training Method

By all means, bring your pencil case, and yes, there will be handouts, but there will be a lot more discourse, debate, improvisation, role play, technology, practice and group dynamics. The training will be conducted in a friendly, fun atmosphere, which not only allows for different learning styles, but respects each delegate as an individual and ensures each one is challenged and derives maximum benefit from the course. Our aim is that you will be highly stimulated and encouraged to rethink.

Meet the Course Instructor

Mark has been in the Sales Industry for 15+ years, originally from London England but living in the UAE for the past 12 years, he has been able to mix the British way of selling with the melting pot of cultures that fill the Middle East. He understands that business is built on trust and having that long-lasting relationship with clients. Where some others might look for quick business, to Mark that is a short vision to have, he looks at the long term and that is built on the value he tries to deliver daily

The experience Mark has gained over the years living the life of an active salesperson, he has been through the process and knows what it takes to succeed. This is so important when it comes to training because he takes his real-life experiences and relates that to challenges people are facing to create a solution.

Mark has worked with many different sales industries and sectors, both being a salesperson and leading teams. Whether your business is B2B, B2C, product, or service, Mark can help with sales skills, implementing a sales structure and process, whilst building confidence through motivation.

Mark's passion is to help salespeople to develop their skills so they can provide for themselves and their families.

Mark's mission is that he wants to restore the sales industry to the profession it once was, it has lost that gloss and shine over the years, he believes he can make that difference.