Advanced (Relationship) Selling Skills

OVERVIEW

The Advanced Selling Skills workshop builds on the core skills covered during the Consultative Selling Skills course.

The workshop reinforces the importance of identifying business needs as well as going on to highlight the importance of recognizing and responding to personal needs and motivations.

The Advanced Selling Skills workshop highlights that it is not enough to just identify the client's needs you also have to engage the client in a way that they are comfortable to work with you and make a decision to award the business to you as opposed to someone else.

The workshop helps the salesperson to be aware of how they come across to clients and the impact of their behaviour. It also helps the salesperson to gain a greater appreciation and awareness of different types of clients and how to best manage different situations.

The workshop is practically orientated with the main focus on conducting simulated client meetings for feedback and coaching purposes.

WORKSHOP AIM

The aim of the workshop is to build on the salespersons core skills to enable them to better understand the dynamics between client and salesperson in order to increase the range of clients that they are able to conduct business and deliver improved sales results.

WORKSHOP OBJECTIVES

By the end of the workshop participants’ will be able to:

Demonstrate how to build rapport with a wide variety of customers

Explain the different buying preferences of customers

Recognise own behavioural traits and how they can positively or negatively affect their interacts with clients

Build positive client interpersonal relationships

List effective questions that can be used to develop an understanding of the customers business and motivational needs

Describe how to match product solutions to customers individual needs and buying styles

Demonstrate how overcome resistance and gain commitment to the next step

Workshop Content

Introduction to Advanced selling Skills

Review of consultative selling skills
Understanding the dynamics of selling
What influences the buying decisions

Building Positive Client Relationships

Developing Self Awareness

Understanding of own behavioural traits

Managing own behaviour to bring about positive outcomes

First Client meeting role-plays

Participants will conduct client meetings using real client case studies

Review and debrief – Coaching for improved performance

Understanding Different Client Types

Styles of behaviour

Identifying different client types

Building strategies to deal with different client types

Engaging with the client and building positive rapport

Second Client meeting role-plays

Participants will conduct client meetings using real client case studies

Review and debrief – Coaching for improved performance

Presenting Solutions To different Client Types

Understanding decision process/motivation

Positioning

Examples & evidence

Third Client meeting role-plays

Participants will conduct client meetings using real client case studies

Review and debrief – Coaching for improved performance

Handling Objections & Gaining Commitment

Understanding the reason behind the objection

Managing the emotions

Removing barriers

Recognising the decision making process

Levels of commitment

Gaining final commitment

Final Client meeting role-plays

Participants will conduct client meetings using real client case studies

Review and debrief – Coaching for improved performance