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Advanced Successful SellingAdvanced Successful Selling

Face to face / Virtual public schedule & onsite training. Restaurant lunch included at STL venues.

From £421 List price £650

This interactive, one-day, ‘Advanced Sales' training course has been designed to enhance sales skills and selling practices, in order to raise performance levels and ultimately sales results.

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Below are some extracts from our Advanced Successful Selling manual.

Advanced Successful Sales 

Learning Objectives: 

This interactive, one-day, ‘Advanced Sales’ training course has been designed to enhance sales skills and selling practices, in order to raise performance levels and ultimately sales results. 

This course is designed for people who are working in a sales or customer service environment who are faced with the opportunity to turn situations into sales successesIt may also attract those who want a structured refresher to further enhance their existing skills and sales experience 

Resources: 

  • Flip chart paper, marker pens, slide pack, projector 

  • Listening Exercise 

  • Emotional Intelligence Exercise 

  • DISC Personality Profile Sheets  

 

 

Timing 

 

Topic 

Theory, info, facts to include 

 

Activities 

Interactive sessions, discussions, worksheets 

30 mins 

Introduction, Housekeeping, Agenda, Trainer and Delegate Expectations, Timings 

 

Icebreaker – “Define ‘Selling’” 

Or “Sell Youself”   

Anything sales related which gives Trainer an idea of the skill-set within the room 

Write delegates requests and expectations up on a Flip 

 

Ask Delegates to define ‘selling’ 

I get answers like these: Selling is a process of persuasion to get a prospect to take action. Selling is finding a need and filling that need. Selling is an exchange of goods or services for money. 

10 mins 

Iceberg Model 

Global business PD model used in all industries 

Trainer to draw the model on a flipchart to demonstrate the importance of beliefs and values (motivators) in a sales environment 

(See model in delegates workbook) 

 

20 mins 

Adopting a Positive Mind-set  

 

Trainer to introduce the 5 beliefs of a Successful Salesperson and facilitate a discussionReinforces the ‘beliefs’ and how they impact upon performance 

(See handout sheets in delegates workbook) 

10 mins 

Eradicating Negative thoughts and beliefs 

 

Henry Ford  - If you think you can do a thing or think you can't do a thing, you're right! 

Open discussion with delegates about how the thought can determine the outcomeIf you believe that the Buyer will not buy or will not give you an appointment, then he probably won’t.   

Use positive visualisation to see the success of the sales call. 

20 mins 

Emotional Intelligence 

‘What is EI?’   

‘How does developing your EI improve Sales?’ 

Emotional Intelligence is a combination of awareness of our emotions (and the emotions of others) coupled with an ability to regulate our emotions to help us live and interact more effectively.  

Personal Proficiencies 

  • Self Awareness– Understanding one’s own emotions. The ability to assessone’s self as well as display confidence. 

  • Self Regulation– Managing one’s emotions. Maintaining trustworthiness and flexibility. 

  • Motivation- Being optimistic about situations. Having the drive to take initiative and commit until completion. 

Run an Exercise to recognise delegates emotions through their voice tone, facial expressions and body language. 

 

15 mins 

COFFEE BREAK 

COFFEE BREAK 

10 mins 

Understand your Customer 

Draw up the 4 quadrants on a F/C and explain this is how to understand where you are with the Customer. 

The amount of Time and Effort put into a relationship determines what you get out of a relationship.  

As the delegates to think of a Customer and consider where there are on the quadrants. 

 

The quadrants defined by the matrix are:  

  • Initiate: Find new opportunities  

  • Build: Convert those opportunities into clients by building trust 

  • Manage: Manage the relationship and focus on serving your customers by offering solutions 

  • Optimize: Grow the relationship with consistent results and problem solving 

 

60 mins 

DISC Personality Profiling 

 

Using the prepared quadrant flipchart go through each quadrant and ask the following questions of each one: 

 

  1. What is the style like? 

  1. How do they like to receive information? 

  1. What is the pace they work to? 

  1. How do they make their decisions? 

 

Go back to their own personal style and ask if they can see similarities. How would they influence people in other quadrants? 

 

 

 

What about the person they would like to sell to? 

 

Have the Delegates complete the profiling questionnaires.  This should be done intuitively (on a gut feeling) not logically. 

 

Talk through the individual styles and have them create a profile of each personality type. 

 

TV Shop – Fun Activity. 

Take each personality type at a time and role play how they would behave in a shop going to buy a TVWhat would they askHow would they ask itGo through scenarios of 1-4. 

 

 

Ask the pairs to go back to their Customers and discuss with their partners how they can use this analysis of behaviours to come up with some strategies for influencing the person they would like to sell to. 

 

60 mins 

LUNCH 

LUNCH 

20 mins 

Building Rapport and Having GREAT conversations 

 

  • 80% of people do business with people they like! 

  • People buy from people who they like and trust. 

  • People buy from people with whom they have an emotional connection. 

 

Delegates to find similarities with each other. 

Conversation starters. 

Commonalities 

Using Open Questions to come across as an interesting person! 

Make emotional connections with each other. 

15 mins 

Questioning Skills 

 

What do we need to know? 

 

Funnel Questioning  

Have the delegates write their own example of Funnell questions for their own sales environment. 

 

Get the delegates to write their own questions for their own sales situation? 

 

Maybe adapting a few of the questions styles to meet the different personality styles as well. 

15 mins 

Listening Skills 

Exercises to demonstrate listening skills and share tips and best practices to improve. 

Listening with Emotional Intelligence = listening to what is NOT said. 

20 mins 

The Consultative Sale 

 

NEED SOLUTION BENEFIT 

Take Delegates through the slide and workbook of: 

NEED, SOLUTION, BENEFIT 

 

Have delegates work through their own examples and practise offering the perfectly aligned solutions (in their sales category) 

30 mins 

Influence and Persuasion Skills 

 

 

 

 

Influencing Styles 

Have the delegates define the words and the difference between Influence, Persuasion and Manipulation. 

 

Explain the different styles and the benefits and down sides of each one: 

We use them all the time, and switch between them 

Charisma - use of one's personality and charm can often be an effective influencing style but if over-used it may appear manipulative.  

Coercion - this is where one uses insistence or threats to get things done. Overuse of this approach can result in resentment from those you are attempting to influence  

Emotional appeal - appealing to the feelings and values of those being influenced. Can be counterproductive if the influence feels that they are being emotionally manipulated.  

Reason - presenting a well thought through case which focuses on logic and rationality. This style is the basis of many influencing interactions but rarely succeeds on its own unless the people are in complete agreement with one another's views. This is a fairly common style among most business people - however we must remember that not all decision-making is rational. 

Compromise - this is when people recognise that it is necessary to satisfy at least some of each party's interests. Working towards a negotiated outcome is necessary here where you may not get everything you want but where an effective outcome for all parties can be reached. Effective use of this style depends upon the use of good communication skills.  

 Participative - this is about mutual agreement of the best decision and often means that you encourage the other people to develop their own analysis and solutions to the issues. This approach is very time-consuming and demands mutual respect and trust on the part of the people involved. However the major benefit of adopting this style is in the high level of commitment you gain from those you are influencing.  

Informative - typically this style is characterised by the provision of new concepts or ideas and can often be teamed with expert power. The important thing in using this style is to ensure that the information is highly relevant to the issue under discussion.  

 

15 mins 

Where is the Relationship with the Customer in terms of Trust and Commitment? 

 

Draw up the 4-box Grid (in workbooks) 

 

 

 

 

 

 

 

Explain the different categories and how the aim is to move all Customers into the Supporter Box (Top Right)How do they do that? 

  1. Focus on one person you are trying to sell to 

  1. Rate them between 1 and 10 on agreement towards achieving the same goal 

  1. Rate them between 1 and 10 based on the trust in the relationship 

  1. Plot them onto the grid 

 

 

This is about building Trust with the Customer and also having a concrete understanding of their business and offering perfectly aligned solutions to them to help them achieve their business goals through your sales products/services. 

15 mins 

TEA BREAK 

 

Suggest a working tea break where the delegates prepare a short Company elevator pitch or a specific sales presentation of product/service. 

3-5 mins per delegate 

Winning Presentations 

 

 

 

 

 

 

AIDA 

 

 

 

 

Fear Busters and Confidence Builders 

 

 

 

 

 

Feedback from other Delegates 

Use the remaining time for the delegates to practise a sales presentation relevant to their line of work/industry. Have them work on the opposite personality profile to themselves. 

 

Attention Grabbing 

Interest Holding 

Desire fanned 

Action required! 

 

Take delegates through the Power Stance, the eye contact, hand shake, voice intonations and projection etc etc. 

 

Encourage delegates to offer praise and area for improvement for each other.   

 

Once Size does NOT fit all 

 

Use any remaining time to adapt sales pitches to different personality style. 

Change Personality Type of Customer in each role play situation and have the delegates adapt their sales pitch accordingly 

 

 

5 mins 

Summary  

Review different stages Go through learning objectives 

Ask delegates to recap on the learning objectives and to indicate what they have enjoyed most about the session.   

 

5 mins 

CLOSE 

Thank you  

Questions 

Evaluation Form  

Evaluation Form completion 

 

Recommended reading: 

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