Advanced Selling Skills
Designed For: Experienced salespeople who want to enhance their skills
further and increase their sales results
Objectives
- To move experienced salespeople onto the next level of development, able to
sell using consultative selling techniques.
- To give delegates an understanding of different customer groups preferences
and how to sell to them
- How to develop advanced questioning techniques be used to develop an
understanding of the customer’s motivation and drivers
- The use of Neuro Linguistic Programming (NLP) and Emotional intelligence to
build rapport quickly
- How to match product solutions to customers’ individual needs and buying
criteria
Programme Content
- Customer Profiling
- Understanding customer types
- How to sell to specific customer types
- Introduction to NLP
- Emotional Intelligence
- How to create empathy
- Consumer Motivation
- Advanced Questioning techniques
- SPIN
- NEADS
- Use of Disturbance / Consequence questions
- Proposition Selling
- Negotiation techniques
The way to gain a good reputation is to endeavour to be what you desire to appear
Socrates
The first step towards getting somewhere is to decide that you are not going to stay where you are
John Pierpoint Morgan
The best thing about the future is that it only comes one day at a time
Abraham Lincoln
Problems cannot be solved within the framework within which they were created
Albert Einstein
You must be the change you wish to see in the world
Mohanda Ghandi
If you can dream it you can do it
Walt Disney
Success depends upon where the intention is
Gita Bellin
When we long for life without difficulties, remind us that oaks grow strong in contrary winds and diamonds are made under pressure
Peter Marshall
To keep a lamp burning, we have to keep putting oil in it
Mother Teresa
Even if I knew that tomorrow the world would go to pieces, I would still plant my apple tree
Martin Luther
Whether you believe you can, or whether you believe you can’t, you’re absolutely right
Henry Ford
Out of clutter, find simplicity. From discord, find harmony. In the middle of difficulty lies opportunity
Albert Einstein
Unless you try to do something beyond what you have already mastered, you will never grow
Anon.
Friendship with oneself is all important, because without it one cannot be friends with anyone else in the world
Eleanor Roosevelt
The greatest mistake you can make in life is to be continually fearing you will make one
Elbert G Hubbard
The journey of a thousand miles must begin with a single step
Lao Tzu
