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Established 1976 - Over 40 Years in Business

Tel: 01992 633882

Sales Training Course:
Advanced Selling & Negotiation

An Advanced Selling Skills Training Course on how the next level of sales skills can prepare you for real success

 
 


Course Overview

This Advanced Sales and Negotiation programme combines the two elements that can significantly transform your sales effectiveness and profitability. An intensive course which will look at the 'Consultative' approach to selling, highlighting the importance of spending time understanding the customer's needs rather than simply trying to sell the customer your products and services.

The consultative approach therefore moves away from 'Sales Technique' and moves towards providing a customer with what best suits their business needs. It looks at how to sell differently to different customers. Adopting a Consultative Selling approach enables long term customer relationships to be developed and maximises sales opportunities.

Once the sale has been made, many sales professionals erode the profitability of the business by poor negotiation skills. By understanding the concept of win-win and having a flexible framework to work within, sales professionals will find that they have more control over the profitable outcome of their negotiations.

All delegates who attend this Advanced Selling and Negotiation course will be able to achieve that all important competitive edge.

Role-plays and exercises are used throughout to enable delegates to practice their new skills.

 

 
 
Course Content

  • How to use a Consultative Style of Selling to your benefit suited to today's markets
  • Identifying different Customers Types using Behavioural Analysis and how to adapt your selling style
  • Questioning Techniques to identify needs; apparent, latent or hidden and raise the customers perceived need for your Product/Service
  • Constructing powerful Benefit Statements that sell your product, offer solutions and create commitment
  • Understanding the difference between Selling and Negotiation
  • Managing objections effectively
  • How to plan and structure a negotiation to create a win-win result.
  • The ability to think about the Buyer - their profile, tactics and strategies
  • How to be more creative with Negotiations to retain profitability

 

Testimonial

"Enthusiastic trainer maintained my interest throughout the two days. Real life examples helped confirm some of the subjects."

 

Further Courses to Consider

Who would benefit from this course

  • Experienced Sales Professionals
  • Those wishing to improve their negotiation skills
  • Sales Managers striving to 'lead from the front'
  • Delegates who have attended the 'Principles & Practices of Selling' course

 

Course Duration

This workshop is run in-house over 1 or 2 days, subject to the number of delegates and depth of course content agreed. We can also take a detailed brief of your needs and develop a programme to meet your specific objectives.

All our In-Company training programmes offer a flexible approach and can be tailored to incorporate your Company's terminology, culture and products using roleplays, case studies and exercises designed to reflect your business and training needs.

All course materials are supplied.

 

Venue

To be run in-house either at your premises or venue of your choice.
Click here for details of a Free Venue Finding Service.

 



For further details please contact us by

email
or call us on 01992 633882.

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Training Courses

Tel: +44 (0) 1992 633882
Email: sales@marcusbohn.co.uk

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