Advanced Professional Selling Skills

Looking for more than basic sales training?

About the Course

Your team understands the basics of selling so now is the time to expand their skills to generate more profitable business and convert occasional sales to customers for life!

This course is designed for people who have attended basic sales training, Senior Sales People, Key Account Managers and Sales Managers. In this course we presume that the delegates have the basics and are looking to explore a higher range of selling skills. From the Psychology of Selling to world class Negotiation Techniques we will expand your team’s skills to convert more sales and develop your margins.

The Advanced Professional Selling Skills Course has been developed by Richard Mulvey to cover the next stage in Sales Training.

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Course Outline

Advanced Selling Skills WhiteThe course content is very flexible and can easily be adjusted to meet the needs of the delegates. If you have a number of people in your sales team you may consider having the training done on your premises and in that case we would be able to focus the training entirely on your product or service and on your method of selling. This focused training is obviously the most effective and you may be surprised to find that it is often the most cost effective as well.
The course is run in Johannesburg, Durban and Cape Town over two full days with two modules each day. Each module starts with a review of the skills covered in the previous module followed by interactive lectures, practical examples and shared experiences of how the skills work in action.

Topics

Review of Basic Selling Skills

The Psychology of Selling

Key Account Sales Strategy

Selling Quality at your Higher Price

Writing a Proposal

Presenting your Proposal

Time / Area Management

Negotiation Techniques

Delivering Exceptional Customer Service

Motivating yourself to Sell

Module 1

Review of Basic Selling Skills
In this section we review the selling skills as outlined in Perception’s practical selling skills course. It is important, even for experienced sales people, to go over the basics from time to time and in this section we ensure that everyone understands the basics and definitions of words and phrases that will be discussed in more detail later in the course.

Key Account Sales Strategy
Managing Key Accounts is not just selling. Sales people have to be good at managing relationships, anticipating future requirements, handling problems and complaints and developing win-win solutions for each customer.

Delivering Exceptional Customer Service
Good Customer Service is just not enough. In today’s competitive market place we need to develop “Raving Fans” to ensure customers come back over and over again, and tell their friends as well.

Module 2

The Psychology of Selling
Find out how the customer thinks and feels and you can close more sales.

Selling Quality
We live in a quality driven market. Many salespeople will argue that Price is the only issue that matters but this is simply not true. Selling quality will improve your strike rate and enable you to sell at your premium price.

Writing a proposal
Your proposal is often the only document that the decision makers see and it has to be good. In this section we will look at how to put the proposal together in a way that is both interesting and informative.

Presenting your proposal
Your ability to present your ideas to audiences both large and small is your most important skill as a sales person. In this section we will look at presentation skills and provide so hints tricks and techniques that will ensure that your presentation is convincing.

Module 3

Time /Area Management
Time is your most important resource. You can have the best product and the best customer base but without time you have nothing. In this section we will look at managing your time and your area to ensure that you get the best out of the time available to you.

Negotiation Techniques
We all have to negotiate every day of our lives. We negotiate with our customers and with our colleagues. We negotiate with our team and with our boss. Negotiation is a vitally important part of our lives and in this section we will look at the 5 Key Principles of negotiating to ensure success in all your negotiating.

Module 4

Motivating yourself and your team
During any sale it is you attitude that makes the difference. The skills are important but it is your attitude that decides whether to use them. In this section we will develop techniques that will help you control your attitude giving you the best chance to close that sale.

About the Presenter

Richard Mulvey is South Africa’s leading Sales Motivator and over the last 22 years has inspired over 200,000 business people to better performance. Using knowledge gained from his 20 years experience as a sales person all the way to Sales Director together with ‘up to date’ sales techniques, Richard is able to up skill any group of sales people and inspire them to use the skills.

Richard is also president of the Professional Speakers Association of Southern Africa and has been inducted into the Speaker Hall of Fame, an honour that is held by only 9 South Africans including Clem Sunter, Michael Mol and Archbishop Desmond Tutu.

Investment

This is a 2-day course and can be tailored to your business’s needs.

The benefit of providing for an in-house course for Advanced Selling Skills is that you will be able to have the session focus on your business and industry, have valuable conversations and make decisions within your team and allocate and obtain agreement in a group session.

What is Provided

A workbook with comprehensive notes

4 weeks of follow up emails specifically pertaining to this course material

Course attendance certificate

Sales Brochure

For more information on Richard Mulvey’s Sales Training download the brochure by clicking here.

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