Training and Motivational Experts

Advanced Sales Training

During the Advanced Sales training course your sales team will not only uncover the tools to strong emotional intelligence but also learn to be smart with people. The training course will show your team ways to increase their sales numbers by using both fundamental and advanced selling techniques.

Participants will be encouraged to actively participate in the skills development sessions, as the human mind is programmed to learn better through “doing”.

“You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise.”

~ Patricia Fripp

The course will address frequently asked questions such as:

  • Is selling an art or a science?
  • What are the characteristics of superior sales people?
  • How can I effectively plan my sales effort?
  • How to overcome objections?
  • How to close a sale?

Who should attend:

  • Sales Representatives and Consultants
  • Account Managers and Executives
  • Business Development Managers

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

Additional Info

  • Course Duration: 2 Days
  • Includes:
    Comprehensive manual
    Framed certificate of attendance
    Notepad & Pen
    Superior training venue with delicious lunch, teas and refreshments
  • In-house Training: Contact Us