Advanced Selling Skills

Selling is the process of helping someone see the value in a product or service they might otherwise not have seen. Although there is no best way to sell there are certain steps which if executed in a methodical process will attract the right prospects, qualify, convert and retain them as customers and dramatically increase your potential for success.

This hands-on, exercise driven program teaches skills that boost sales and profitability through an increased understanding and implementation of the need-satisfaction sales process. Participants learn how to concentrate their focus on each client’s particular situation, needs, vision, the internal staff who makes all of this and other opportunities possible to increase business. The key is in determining how the product or service will provide meaningful value to a client even in a competitive or saturated market.

The ISM Course Director will take each participant through the step-by-step sales process critical to the pre-approach, approach and after sales service. This will be done through a highly charged, enjoyable 3 day course involving lectures, classroom exercises, role-plays, discussions and extensive accompanying course-notes (delegates are also expected to take their own personal extensive notes).

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.
• Presentations 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

• Be more confident in how you approach the sales process.
• Learn how to close more sales in less time.
• Learn how to increase the profitability of each sale (not necessarily quantity).
• Learn how to present your products in a professional manner.
• Use your time more effectively.

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

Graham Chambers is a British national, with very wide experience in the role of senior trainer.  He is a former member of the UK military, where he served with distinction, from 1995 to 2006.  For the past seven years, he has worked in various training positions in a range of organizations, primarily linked to the defence and security industries.  In these roles, he has developed and delivered soft skills training programmes, and high level training courses on quality management and project management.

Graham has been resident in the UAE since 2010. His post-military training career involved running a range of courses in leadership, effective communications, team building, planning and organizing skills, decision making, etc.  He also delivered a number of technical training programmes. Graham brings real life experiences into the training room, some of which, due to his military career, are outside the normal experience and scope of many trainers.  His military career included positions relating to intelligence, counter terrorism, homeland security, and international security.  This work required a very focused and analytical approach, combined with excellent communication and leadership skills, and the ability to work in effective, manageable teams.

 Graham joined HMS Ltd, a security training organization as an internal trainer.  In this post, he delivered training to international teams, from the USA, Europe, and the Middle East.  In 2008, he was promoted to manage a team of five direct reports, with additional responsibility for the co-ordination of a 30+ member international team in multiple locations (including the USA, Europe, Asia, and the Middle East).In this role, Graham became something of an expert and was then requested to deliver training programmes to senior figures in the UK and US governments.  He was also responsible for the project management of a number of government projects.

 Graham gained PRINCE2 Practitioner (Project Management) qualification and utilised these skills in the new projects he worked on.  He also delivered training courses in Six Sigma Facilitator Biography (a quality method for improving business efficiency and effectiveness), Change Management, Managing the Training Process, and Train the Trainer.

 Graham has delivered training to over 1000 individuals in the MENA region across a diverse range of industries and sectors.Graham believes his experience and knowledge of the design, planning, and delivery of a wide range of programmes creates excellent outcomes in the training room, with positive feedback from delegates.  Graham always strives to give people a positive and memorable training experience.

 Graham’s key areas of expertise include:

• Specialized Coaching to all levels of Management from junior to ‘C’ suite
• Leadership Courses - multiple courses
• HR Management & Training - multiple courses
• Customer Service – multiple courses
• Sales & Marketing - multiple courses
• Personal Development- multiple courses
• Microsoft Courses, Project, PowerPoint (2010), Word, Outlook