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Face to face / Online public schedule & onsite training. Restaurant lunch included at STL venues.
From £495 List price £650
- 1 day Instructor-led workshop
- Courses never cancelled
- Restaurant lunch
Syllabus
Who is this course for?
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 successes. It may also attract those who want a structured refresher to further enhance their existing skills and sales experience.
Those who took this course also benefited from attending our advanced presentation skills London courses.
Course Syllabus
Preparing for Success
The Iceberg Model
Professional Mindset of a Successful Salesperson
Eradicating Limiting Beliefs
Body Language
Emotional Intelligence
Know your Customer
Understanding Behaviour and Communication Styles
Having Great Conversations
Building Relationships
Questioning and Listening Skills
Purpose of Questioning What are we needing to know?
Opening, Leading and Closed Questions
Active Listening Skills
Listening to Control the Conversation
Listening to what is NOT said
The Consultative Sales Approach
Consultative selling
Probing for pain
Providing perfectly aligned solutions
Winning Sales Presentations
Planning and preparing for a successful outcome
Meeting structure and inspirational delivery flow
Developing skills to speak with confidence
Practise Presentation Skills and receive feedback
Personal Action Plan
Prices & Dates
What you get
"What do I get on the day?"
Arguably, the most experienced and highest motivated trainers.
Face-to-face training
Training is held in our modern, comfortable, air-conditioned suites.
Lunch, breaks and timing
A hot lunch is provided at local restaurants near our venues:
- Bloomsbury
- Limehouse
Courses start at 9:30am.
Please aim to be with us for 9:15am.
Browse the sample menus and view joining information (how to get to our venues).
Refreshments
Available throughout the day:
- Hot beverages
- Clean, filtered water
- Biscuits
Online training
Regular breaks throughout the day.
Learning tools
In-course handbook
Contains unit objectives, exercises and space to write notes
24 months access to trainers
Your questions answered on our support forum.
Training formats & Services
Training Formats & Services
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Testimonials
Davines UK LTD: comfort zone uk
Donna Saunders,
Regional Business Manager
Anita was absolutely brilliant. She helped with all my questions and was extremely supportive throughout the whole course
Advanced Successful Selling
Training manual sample
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 successes. It 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)
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20 mins | Adopting a Positive Mind-set
| Trainer to introduce the 5 beliefs of a Successful Salesperson and facilitate a discussion. Reinforces 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 outcome. If 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
Run an Exercise to recognise delegates emotions through their voice tone, facial expressions and body language.
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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:
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60 mins | DISC Personality Profiling
Using the prepared quadrant flipchart go through each quadrant and ask the following questions of each one:
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 TV. What would they ask? How would they ask it? Go 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.
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60 mins | LUNCH | LUNCH |
20 mins | Building Rapport and Having GREAT conversations
| 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.
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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? |
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
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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.
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5 mins | CLOSE Thank you Questions Evaluation Form | Evaluation Form completion |
Recommended reading:
The Challenger Sales - Matthew Dixon and Brent Adamson
Hear Yes! More Often With the Science of Influence – Dan Norris TED Talk
Emotional Intelligence – Daniel Goleman
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