Sales Skills:
Advanced

Topic-Level Outline

Days: 1

Prerequisites: Sales Skills: Basic or equivalent knowledge

Unit 1 : Gaining customer commitment

Topic A: 0 Building relationships

A-1: Building good relationships with customers

A-2: Asking the client appropriate questions

A-3: Getting customer commitment

Topic B: 0 Demonstrating the need

B-1: Identifying the stages of need

B-2: Demonstrating need through envisioning

Topic C: 0 Satisfying the need

C-1: Determining customer objections

C-2: Negotiating with clients

Unit 2 : Studying the market

Topic A: 0 Sales strategies

A-1: Understanding sales strategies

Topic B: 0 Analyzing markets and competitors

B-1: Analyzing market trends

B-2: Analyzing competitors by using the SWOT matrix

B-3: Developing a client advisory panel

Topic C: 0 Researching clients

C-1: Researching commercial clients

C-2: Researching individual clients

Unit 3 : Developing a winning strategy

Topic A: 0 Consulting with clients

A-1: Planning the solution

A-2: Preparing the presentation

A-3: Presenting the solution

Topic B: 0 Developing solutions

B-1: Discussing the steps for developing solutions

Unit 4 : Effectively closing a sale

Topic A: 0 Demonstrating the benefits

A-1: Relating to the client’s key issues

A-2: Showing the benefits to clients

Topic B: 0 Confirming commitment

B-1: Recognizing signals from clients

B-2: Responding to signals

Topic C: 0 Closing the sale and following up

C-1: Closing the sale

C-2: Following up with clients