Advanced Sales Development
Taking sales to a higher level
Course Information View: Switch to Calendar View or Register for this course
Benefits
- Higher levels of application of existing knowledge
- Increased sales
- Increased differentiation in the market
- Stronger customer relationships
- More repeat business
Contents
- The role of trust in elevating the seller-buyer relationship
- Higher level communication skills
- The role of objective setting behaviour and results
- The importance of planning
- Performance feedback
- Sales focused communication skills
- Strategic questioning
- Listening: reflective and empathic listening
- Congruence in communication
- Keyword responses
- Managing own response style
- Threshold awareness levels
- Differentiation
- Value analysis
- Opportunity prediction
- Emotional imaging
- Solution closes
- Personalised benefits and value propositions
- Developing a business case
- Classification process for objections
- Placing genuine objections in perspective
- Reading physical behaviour and verbal comments
- Trial closes and feedback
Available exclusively to gradutes of our Sales Development program
Achieve a higher level of skills to more effectively apply the sales process with customers.
"It is a good atmosphere to learn and challenge yourself - it's nearly the real world - with people in similar roles."
Regional Manager, Bayer Animal Health
"Focussing on buyer needs will assist in adding true partnership relationships with our key accounts."
National Sales Manager, Gallagher Group
Learning Outcomes
Use advanced non-verbal skills of mirroring, pacing and leading to influence more persuasively.
Complete an indepth analysis of customer needs, differentiated in favour of the salesperson's products and services.
Effectively generate emotional responses in a customer (around the issues raised in the needs analysis) in order to build 'tension for change'.
Tactically engage the customer through the presentation of a 'business case', which matches the sales solution to the customer's needs.
Classify and deal with objections, and create benefit differentiation to outweigh the impact of genuine objections caused by an actual product or service disadvantage.
Proactively manage the decision-reaching process in order to gain commitments.
Secondary program for the David Forman Diploma in Professional Selling
