Advanced Selling Skills (WS5570)

Thursday, 13th December 2012, Birmingham City Centre

Overview

Companies which successfully beat other companies to win contracts time after time are continually asking themselves the following questions:

• Why do companies buy in a certain way?
• What is their perception of value?
• How do we identify their buying objectives?
• How do we build the relationships that differentiate?
• How do we create sustainable sales?
• What do we really bring to the party?
• What else is needed to differentiate us?
• What is our Value Proposition?
• What gives us a Competitive Advantage?
• Why are Listening Skills so important?
• How can we use all of this to Cross Sell?
• Total Cost of Ownership as a price justifier
• Basic rules of Negotiation
• Why Communication is so important and how to combat the barriers.

The course will be structured around the tools necessary to perform this analysis.

Aims and Objectives

Following the workshop delegates will be better able to

• Examine the elements that make up a sale in a complex environment
• Establish their customers Perception of Value and determine their organisation’s response to this.
• Analyse what really differentiates a supplier in the eyes of their customers
• Determine which elements make up our Competitive Advantage
• Listen to really identify or create selling opportunities
• Know the basic skills of negotiating and to be better able to defend against hostile negotiators

Related Workshops

If this event doesn't quite hit the spot, you may be interested in attending one of our other 1 day sales training courses. Follow the links below to view the overviews and scheduled dates.

Advanced Selling Skills

Fundamental Selling Skills

Successful Sales Account Management

Telesales Essentials

Who should attend?

All staff, Directors and Managers involved in selling or negotiating in complex environments.

Programme

View Programme

Facilitator

Our trainer, who has an MBA and extensive practical experience in several disciplines, has worked at Director level in both the private and public sectors. With strong international experience in the USA, Europe, Africa and Asia he speaks fluent French and good German.

After a successful business career, from international buyer, Sales Director to Managing Director of a transnational company, he has become a professional trainer designing and delivering dedicated training packages to the Private and Public Sector in the UK, USA, Middle East and Europe. He is a hands-on professional with the personality and communication skills to pass on his experience.

While using some theory for structure, the short burst high impact methodology our trainer uses explains the techniques and then embeds them with hands-on practice applying the skills to each delegates’ actual work situation.  Not only do the techniques and ideas become second nature but the organisation sees real results on the bottom line.

Venue and Travel

Venue details and travel information will be included in your confirmation email. If the venue has not been confirmed at the time of booking, then the information will be emailed to you closer to the event.

Booking & Confirmation

Bookings will only be accepted on receipt of full payment PRIOR to the event via cheque, BACS or credit card.  Cheques to be made payable to ‘National Training Resources Limited’.

All reservations will be confirmed by email within two days of receipt of your completed booking form and payment in full and will include venue details and times.

Please direct all conference queries to the Conference Team.
Tel:  0845 130 6152 or 01827 63919.
Fax:  01827 60836 or 01827 61428. 
Email: conferences@national-training.co.uk

Terms & Conditions

Please read our full terms and conditions. Completion and return of the Booking Form constitutes a contract between yourselves and National Training Resources Limited.  Delegate cancellations/transfers are only accepted up to 3 weeks prior to the event and are subject to a small administration charge. Delegate substitutions can be made at any time.  We reserve the right to cancel or alter the event at any time.