Advanced Sales

This Advanced Sales Training focuses on refining sales techniques, particularly for interacting with different customer profiles, such as engineers and financial decision-makers. It emphasizes adapting value propositions, building trust, and implementing the P.O.S.I.T.I.O.N Model for a comprehensive sales process. The workshop integrates theory and practical applications through role-plays and discussions, ensuring participants can implement advanced sales strategies in real-world scenarios.

Custom Duration: Typically, a 2-3 day course depending on the organization’s needs.

R5000 per delegate (VAT inclusive)

  • In-person Workshops
  • Online Workshops (virtual)
  • Senior Sales Representatives
  • Account Managers and Executives
  • Business Development Managers
  • Anyone involved in advanced sales processes and client management

Training Objectives

Primary:

  • Identify individual contact types within your customer base
  • Adapt the Value Proposition (VP) message to suit specific customer types
  • Build a current VP Canvas based on individual customer contact needs
  • Understand the P.O.S.I.T.I.O.N Model and how to relate it to the Value Proposition
  • Revise conversation and soft skills for impactful interactions
  • Selling to Engineers: Tailoring your message to technical audiences
  • Selling to Financial Decision-Makers: Adjusting your approach to financial profiles
  • Role Plays to practice applying different messages to various customer profiles

Secondary:

  • Encourage team collaboration through group discussions and workshops
  • Create an innovative environment for applying approaches in real customer interactions
  • Build soft skills and confidence in speaking to different customer profiles

Programme Overview

Module One: Getting Started

  • Brain Profiles: Maximizing opportunities based on understanding individual brain profiles
  • Workshop Objectives: Overview and what participants will learn

Module Two: Consultative Selling

  • Definition: What is consultative selling?
  • Benefits, Costs, Effectiveness: Exploring the impact of consultative selling
  • Examples: Practical examples of consultative selling

Module Three: Differentiation

  • What is Differentiation?
  • 6 Ways to Differentiate Your Business from the Competition
  • Factors to Consider for Differentiation

Module Four: The Triple Sales Threat

  1. Create Value
  2. Elevate Value
  3. Capture Value

Module Five: Building Trust with Customers

  • 4 Pillars to Building Trust
  • The Value Proposition Canvas
  • Definitions and applications

Module Six: The P.O.S.I.T.I.O.N Model

  • Preparation: Laying the groundwork for a sales interaction
  • Opening: The first impression and how to get it right
  • Situation: Understanding customer context
  • Insights, Impacts, and Implications: Going beyond features to highlight real value
  • Tailored Solution: Crafting personalized proposals
  • Initial Implementation Discussion and Financials: Introducing costs and ROI
  • Overcoming Obstacles to Implementation: Addressing roadblocks
  • Next Steps Roadmap: Finalizing the plan for moving forward

Module Seven: Engage

  • Emotional Intelligence: Understanding emotional triggers in sales
  • Allow Evaluation: Giving customers space to evaluate
  • Overcoming Objections: Effective techniques for objection handling
  • Incentives: Using incentives to encourage commitment
  • Case Study: Real-world example of engagement

Module Eight: Commitment

  • A Verbal “Yes”: Securing commitment from the client
  • Maintain Connection: Keeping the momentum after the commitment
  • Remind Customer of Value: Reinforcing the decision
  • Call to Action: Setting the next steps
  • Case Study: Real-world example of securing commitment

Module Nine: Sale

  • It Isn’t Over Till It’s Over: Ensuring smooth finalization of the sale
  • Make the Process Easy: Simplifying the close for customers
  • Close with Exceptional Service: Going beyond the sale
  • Thank and Reward: Building goodwill post-sale
  • Case Study: Finalizing the sale

Module Ten: Loyalty

  • Continuity Programs: Creating ongoing value for customers
  • Special Rewards: Implementing reward programs to retain customers
  • Handwritten Cards: Adding personal touches to show appreciation
  • Remain Relevant: Keeping the relationship alive
  • Case Study: Customer loyalty practices

Module Eleven: Expand

  • Word of Mouth: Leveraging customer referrals
  • Networking: Building strong connections for growth
  • Meetings & Clubs: Expanding relationships and influence
  • Case Study: Expanding the sales opportunity

Module Twelve: Wrapping Up

  • Words from the Wise: Industry insights from seasoned professionals
  • Course Duration: Customizable (Typically 2-3 days)
  • Price: To be confirmed based on scope (customized for company size and location)
  • Includes:
    • Comprehensive manual
    • Certificate of completion
    • Notepad & Pen
    • Professional training venue with lunch, teas, and refreshments (or virtual options)
Book Now