Sales Skills: Advanced

Course Outline

Duration: 1 Day

Description: This course builds on the fundamentals of Sales Skills: Basic. In the Advanced course, students learn how to build relationships with clients, help clients envision their needs, negotiate to meet the identified needs, study the market, and analyze competitors. Course activities also cover researching clients, and implementing a consulting strategy to develop solutions for clients. Students will also close a sale and follow up after the sale. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure student success.

Table Of Contents:

Unit 1: Gaining customer commitment
Topic A: Building relationships
Topic B: Demonstrating the need
Topic C: Satisfying the need

Unit 2: Studying the market
Topic A: Sales strategies
Topic B: Analyzing markets and competitors
Topic C: Researching clients

Unit 3: Developing a winning strategy
Topic A: Consulting with clients
Topic B: Developing solutions

Unit 4: Effectively closing a sale
Topic A: Demonstrating the benefits
Topic B: Confirming commitment
Topic C: Closing the sale and following up