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Advanced Sales Skills

Advanced Sales Skills target

Who should attend the Advanced Sales Skills Course?

Experienced salespeople who have a track record of success and want to build on it should attend this Advanced Sales Skills Course. The workshop will help them become even more effective by building on participants’ experience and through interactive exercises to develop their knowledge and 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).

What our customers said

“Karen is a very enthusiastic and goal orientated Sales Professional. She has great experience of sales and sales management, sales training and coaching for results and I am very happy to recommend her work.”

Novartis Animal Health UK

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What our clients say...

“Karen Froud-Murray has mentored me in my current role of Regional Sales Manager for over two years. As with any role involving people management and leadership, there have been various situations where it has been necessary to seek advice from a third party: luckily for me that was Karen. Karen’s mentoring skills are excellent and she really makes you challenge yourself and the way that you think about situations, ensuring that the skills and attributes required to be a strong leader are continually developed. Karen is energetic and persistent in her approach, she encourages and fosters an environment of self-development and self-discovery and she has played a fundamental role in my development as a Regional Sales Manager and leader.”

Jane, Regional Sales Manager