Advanced Sales Skills

Agenda – Day 1

• Video role play
• Introduction and objectives for the next two days
• The sales process
• Understanding communication styles using Vital Spark CAFÉ model
• Questioning techniques
• Workshop preparing questions for your use
• Understand the six psychological reasons of buying
• Features and benefits exercise linked back to CAFÉ styles
• Feedback and key learnings
• Home-work: prepare for role play

Agenda – Day 2

• Recap yesterday’s key learnings. Objectives for today
• Introduction to visuals
• Customer responses and handling objections
• Developing Rapport
• Knowing when the customer is ready to buy
• Gaining commitment, closing the sale
• Close the sale with the right CAFÉ style
• Video role play – putting it all together
• Sell to colleague or trainer
• Skills and techniques practice – videoed (if time)
• Questions and summarise key learning objectives
• Personal action plan
• Closing comments

Information

Number of delegates: 6-8
This course is highly interactive, with a lot of role plays utilising everyday products, but ending up with your own companies’ product sale. It’s a great course to really understand the buyers needs and how to sell even more! Even the most experienced sales person can benefit from this course.

Duration: 2 days (which can be split as 2 x one day courses with a 4 week gap and quiz at the start of day 2 to ensure part 1 is fully understood).