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Advanced Sales Skills

FMI Course number: CM05

Duration
2 days Face-to-Face.
Recommended Delivery: 2 day workshop approximately 3 months after the completion of the Pinpoint Selling 1 program.

Overview of Course
The enhanced frontline sales skills required to build or enhance relationships with customers in way that retains and grows the business are critical to the success of all Sales People. The transition from Salesperson to Business Partner requires the acquisition of a number of additional skills and an ability to apply these via a natural yet structured process.
This very practical course enables participants to continue to obtain, refine and enhance these skills and develop their ability to apply them in a logical sequence, which improves sales conversion ratios and improves long term customer relationships. Although this program is underpinned by sound and proven theories, the delivery of the program is primarily activity based supported by interactive discussions. The inclusion of Workplace Activities throughout the program enhance both the learning and behavioural change of the participants.

Learning Outcomes
1. Create and Implement effective Planning and Goal Setting Strategies
2. Create and Implement effective Prospecting Strategies
3. Identify and deal with Cold Calling Obstacles
4. Develop and Analyse Customer Profiles
5. Understand the principles of Buying Styles
6. Apply Relationship Marketing Techniques
7. Prepare and Deliver Quotes or Proposals
8. Utilise Sales Negotiation Skills
9. Utilise the benefits of Information Collection
10. Create a strategy to Monitor and Follow Up Customers from distance
11. Develop a personal action plan for improving Sales and Customer Service

Key Content
- Ready, Aim, Fire - Achieving improved sales results through Planning and Goal Setting.
- Finding the Nuggets - the art of Prospecting and Cold Calling
- Different Strokes - Customer Profile Analysis
- Creating Partnerships - Relationship Marketing Techniques
- 5 Steps to Success - Delivering and Negotiating Quotes or Proposals
- Applying the Knowledge - Information Analysis for Sales Growth
- Personal action plan for Building Business Partnerships
- Personal action plan for improving customer service

Who this course is useful for
Sales People who have completed the Pinpoint 1 program and wish to enhance their ability to:
-Develop a strategy to triumph over many of the obstacles faced in the creation of Sustainable Sales Growth
-Build Long Term Client Relationships and Increase their Client Network
-Evaluate and Utilise Information obtained during the Sales Process

Recommended Group Sizes
8 to 12 participants are recommended to maximise the potential for group involvement and optimum trainer interaction

Mentoring:

Mentoring significantly enhances the effectiveness of this program during and after its completion. This process also serves to enlarge or enhance internal network relationships within.

Resources for this Course
A Learning Guide is provided for this course. It contains notes and can be used for participant’s own notes.

Assessment
Self Assessment Tools will be utilised throughout this program. An option is to include an additional Workplace Improvement Project to take place between Essential Sales Skills and Advanced Sales Skills.

Dates and locations
Course location: Sydney
For dates please see the fmi Public Training Course Calendar
Time: 9am to 4.45pm
Location is close to Sydney CBD. You will be advised of the exact location by email one week prior to commencement.

Fees
For fees please refer back to the training calendar

Booking
To book phone +612 9281 2635

Email fmi to find out how we can help you:
fmi@managementcando.com

Corporate Versions of this Course
This course can be tailored for corporate requirements as an in-house course.

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Frontline Management Institute
Sydney Head Office
579 Harris St
Ultimo NSW 2007
Australia

t: +612 9281 2635
f: +612 9281 2641
e: fmi@managementcando.com

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