Advanced Sales

Sales Training Outline

Module 1: Selling – An Art Or A Science?

• Is Selling an Art or Science
• How to raise personal standards in order to encourage profitability
• Characteristics of superior sales people
• What makes a Superior Salesperson
• What makes a Superior Account Manager
• Do you use a ‘hunter’ or a ‘farmer’ selling style?

Module 2: Effective Planning And Prioritising

• Set Activity Goals
• Territory Planning
• Prioritising prospects
• Making Lasting Impressions
• Forming strong relationships for long term success
• Effective Persuasion Techniques
• Simple ways to persuade people
• How to Use Body Language to Boost Your Credibility and Your Career

Module 3: Understanding The 4 Personality Types

• DISC profiles help you and your team:
• D is for Dominance
• I is for Influence
• S is for Steadiness
• C is for Conscientiousness:
• The Power of Selling to the Different Personality Types

Module 4: Understand How To Cold Call

• Dealing with the Gatekeepers 50
• Common Objections with Gatekeepers and how to overcome them

Module 5: Overcoming Objections

• Common Sales Objections
• A Word on Discounting

Module 6: Always Be Closing

• Fear of asking for the Close
• How to Close the Personality Types
• Top Sales Closing Techniques: Learn How to Seal the Deal
• Things Your Sales Proposal Would Tell You If It Could Talk
• Up Selling
• Cross-Selling
• Value-Added Selling

Module 7: Effective Sales Presentations

• Overcoming your fear of public speaking by Brian Tracey
• Make your next presentation memorable
• Designing your Presentation
• Effective use of Audio Visuals
• Layout of your Presentation
• Make sense of your numbers

Module 8: Scheduling for Success        

• This Is What the Schedules of Successful People Look Like
• Making each day a time-management “10”

Module 9: Getting And Staying Motivated

• Staying Motivated.
• Living with a High attitude
• Taking your sales and service game to the next level
• Living with a high attitude