Advanced Selling Skills
The CMBD Advanced Selling Skills workshop is a two-day course that will provide you with a number of tools and techniques that you can use to improve your sales performance. We start on Day 1 with a look at you as an individual and explore how personality, habits and beliefs affect our behaviour – and therefore your results. During Day 2, we will then move on to understanding what motivates and drives the modern buyer and the importance of presenting a compelling sales presentation. Video feedback is used to provide individual coaching and development to delegates. We finish with looking at the structure and thought process required to develop an account once a relationship has been established.
Throughout the course, delegates will be introduced to useful tools and techniques that can be adapted for use in any organisation if required. The two days of the course are designed to be delivered 1 to 2 weeks apart to allow time for delegates to action plan and practice some of the techniques that they will be introduced to on the first day. They can then give feedback on their results and share best practice.
This course is run to suit your organisation as required.
What You Will Learn
How to identify good and bad sales habits, beliefs and attitude and how to focus your efforts on gaining a continual improvement in performance.
Why planning is essential to prevent peaks and troughs in performance and results and why good time managers are often excellent sales professionals.
How to understand the motivations and interests of buyers and what questions they will have (even if they don’t ask them!).
How to improve your ability to influence buyers in a positive way.
The importance of a carefully researched, crafted and rehearsed sales presentation (whether written or verbal).
How to use the various planning and process tools that you will acquire on the course and how to set yourself the right goals.
Who Should Attend
This course is designed for existing sales professionals who may have considerable experience in account management, sales and negotiation. If you are relatively new to the sales role, we would suggest that you consider the Essential Selling Skills course as an alternative.