Advanced Selling & Negotiation

Course Overview

This programme for experienced sales professionals and those wishing to improve negotiation skills. It combines the two elements that can significantly transform your sales effectiveness and profitability. An intensive course which will look at the ‘Consultative and Solution-based’ approach to selling, highlighting the importance of spending time understanding the customer’s needs rather than simply trying to sell the customer your products and services.

The consultative approach therefore moves away from ‘Sales Technique’ and moves towards providing a customer with what best suits their business needs and provides a solution for them. It looks at how to sell differently to different customers. Adopting a Consultative Selling approach enables long-term customer relationships to be developed and maximises sales opportunities.

Once the sale has been made, many sales professionals erode the profitability of the business by poor negotiation skills. By understanding the concept of win-win and having a flexible framework to work within, sales professionals will find that they have more control over the profitable outcome of their negotiations.

Delegates who attend this workshop will be able to achieve that all important competitive edge. It is ideal for Sales People or Managers striving to ‘lead from the front’ and delegates who have previously attended the ‘Principles & Practices of Selling‘ course.

Role-plays and exercises are used throughout to enable delegates to practice their new skills.