This intensive one-day sales training course builds professional selling techniques for those who have covered the fundamentals of the Introduction and Putting Selling Skills Into Action courses. It includes modules on Objection Handling, Questioning and Selling techniques. Delegates also learn how to build profitable relationships with clients, how to control conversations, develop negotiation tactics and write effective proposals.

CPD

6 CPD hours / points

Accredited by The CPD Certification Service

Course media

Description

This course contains the following modules:

Introduction and Course Overview

Building Profitable Relationships
- Identifying Key Individuals
- Prospecting
- Influencers and Decision Makers
- Talking to the Right Key Individuals
- Making that Good First Impression
- How to Win Friends and Influence People
- Dale Carnegies Six Principles of Relationship
- Whats In It For Me? (WIIFM)
- Honesty and Integrity

Advanced Objection Handling
- Analysing the Reasons for Objections
- Seeing What We Can Do
- Listen - Probe - Advise (L-P-A)
- Exercise: Objection Handling
- Uncovering Objections
- Seven Types of Objections
- Turning Objections into Selling Opportunities

Advanced Selling Techniques
- Cross Selling
- Up Selling
- Value Added (Suggestive) Selling
- Advancing Opportunity
- Exceeding Customer Expectations
- Giving Recognition

Controlling the Conversation
- Starting a Quality Prospecting Conversation
- Listeners Control Conversations
- Trial Closing

Advanced Questioning Skills
- Creating an Opportunity: Situation vs Problem Questions
- Difficulty Questions
- Negative and Positive Answer Questions
- Directive Questions
- Rhetorical Questions

Negotiation Tactics
- Problems with Positional Bargaining
- Opening Up the Negotiation
- 11 Points for Better Negotiation
- You Have Alternatives
- Reverse Psychology in Negotiation

Writing Effective Proposals
- How to Construct a Proposal
- Important Factors to Consider
- Putting It All Together

Your Personal Action Plan

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Who is this course for?

Anyone employed in a Sales environment who is fully conversant with the content of the Introduction and Putting Selling Skills Into Action courses, and wishes to enhance their sales skills in order to win profitable business.

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FAQs

Study method describes the format in which the course will be delivered. At Reed Courses, courses are delivered in a number of ways, including online courses, where the course content can be accessed online remotely, and classroom courses, where courses are delivered in person at a classroom venue.

CPD stands for Continuing Professional Development. If you work in certain professions or for certain companies, your employer may require you to complete a number of CPD hours or points, per year. You can find a range of CPD courses on Reed Courses, many of which can be completed online.

A regulated qualification is delivered by a learning institution which is regulated by a government body. In England, the government body which regulates courses is Ofqual. Ofqual regulated qualifications sit on the Regulated Qualifications Framework (RQF), which can help students understand how different qualifications in different fields compare to each other. The framework also helps students to understand what qualifications they need to progress towards a higher learning goal, such as a university degree or equivalent higher education award.

An endorsed course is a skills based course which has been checked over and approved by an independent awarding body. Endorsed courses are not regulated so do not result in a qualification - however, the student can usually purchase a certificate showing the awarding body's logo if they wish. Certain awarding bodies - such as Quality Licence Scheme and TQUK - have developed endorsement schemes as a way to help students select the best skills based courses for them.

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