Advanced Sales Techniques

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يرجى النقر لعرض مخطط الدورة العربية

SCHEDULE

May 26 to May 28 Abu Dhabi, United Arab Emirates Register
July 16 to July 18 Dubai, United Arab Emirates Register
August 4 to August 6 Abu Dhabi, United Arab Emirates Register
October 15 to October 17 Dubai, United Arab Emirates Register
November 19 to November 21 Abu Dhabi, United Arab Emirates Register

Overview

Discover a new attitude towards selling, and improve your skills to be successful in cross selling, up selling and overcoming resistance. This intensive programme covers a huge range of selling skills and knowledge to improve performance and increase your company’s profits. Delegates will explore all the skills they need to add value to their customers’ while increasing sales for the company.

Objectives

  • Understand sales strategy and how to deliver exceptional customer service
  • Explore the psychology of selling and analyse how customers think and feel
  • Learn how to write proposals that are both interesting and informative
  • Analyse the importance of time management and planning skills in sales
  • Prepare effective opening and closing techniques
  • Identify different buying signals and the opportunity for upselling and cross-selling
  • Discuss needs analysis and employing questioning techniques
  • How to deal with objections
  • Learn how to present with impact and conviction that results to tangible results
  • Appreciate the importance of building lasting client relationships
  • Set goals and objectives and how to stay on top of them
  • Define motivation and how to stay motivated and positive

Course content

Below is an example of the course content. The content can be ‘tailored’ to meet the exact requirements of the client.

Day one

Sales strategy
  • Review the basic selling skills
  • Key account management
  • Relationships management
  • Delivering exceptional customer service
The psychology of selling
  • How the customer thinks and feels
  • Quality of selling – moving beyond the price
  • Improving your strike rate
Proposal writing
  • Parts of a proposal
  • Professional writing techniques
  • Presenting your proposal
Time and area management
  • Why is time your most important resource?
  • Managing your time and your area
  • Organising and prioritising

Day Two

The power of positive thinking
  • Your attitude makes a difference
  • Improving ‘attitude’
  • Emotional intelligence
Adding value to your customers
  • Combining sales and service
  • Cross selling and up selling
  • Matching features and benefits to customers’ needs
  • Value through cross selling
  • Value through up selling
Sales presentations and pitching
  • Effective presentation skills
  • Overcoming presentation challenges
  • The elevator pitch
  • Transactional versus consultative selling
Building maintaining relationships
  • Gaining your customer’s trust
  • Creating your personal and organisational band
  • Dealing with difficult customers

Day Three

Overcoming resistance
  • Why customers resist?
  • Overcoming resistance
  • Clearing up misunderstanding
  • Negotiation skills
  • Dealing with drawbacks
  • Overcoming stalling
Self-motivation
  • Motivators and de-motivators
  • Maintaining a positive ‘frame of mind’
  • Being motivated to solve problems
Setting SMART goals and objectives
  • Identifying personal goals and objectives
  • Developing a personal action plan
  • Implementing the action plan
  • Agreeing on effective follow up processes

METHODOLOGY OF TRAINING

The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited.

Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:

    • Group discussion
    • Individual and syndicate activities
    • Individual and group tasks
    • Case studies
    • Role plays
    • Audio and video evaluation
    • Action planning
    • Experiential learning games
    • Presentations
    • Assessments

 

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Abu Dhabi

P.O. Box 44705, Abu Dhabi,
United Arab Emirates
Phone: +971 2 6740340
Fax: +971 2 6743554

Tax Registration Number:
100003031000003
for VAT purposes, only in the UAE

Dubai

P.O. Box 334058, Dubai,
United Arab Emirates
Phone: +971 4 2566414
Fax: +971 4 2566424

Tax Registration Number:
100003031000003
for VAT purposes, only in the UAE