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Advanced Selling Techniques
 Advanced Selling Techniques
 

ADVANCED SELLING TECHNIQUES

The best source of Advanced Selling Skills Courses

A hands-on one-day course with free e-learning revision after your training and pre-course online skills testing. Free bespoke course design is also available for private classes if the content needs to be adjusted
See Our Latest Reviews on TrustPilot:
CPD CERTIFIED COURSE
CPD accredited course

Note: this Advanced Selling Techniques course is CPD certified.
It is delivered as a classroom course with FREE post-course ONLINE revision.
This means that not only has it been rigorously assessed in terms of content and quality, but it comes with a FREE CPD Certification certificate, as well as an Activia diploma of completion.
We are a corporate member of the CPD: the highest level of association available.

COURSE OUTLINE

Full details of modules and topics covered in this one-day course

Blended learning
FREE E-LEARNING REVISION

Note: Free e-learning revision is available with this course: 12 months of access for each delegate on scheduled public (open) classes and standard on-site/private classes (not available for bespoke courses) .

DURATION

This is a one-day training course structured into 9 modules

COURSE AIMS

This intensive one-day sales training course builds professional selling techniques for those who have covered the fundamentals of the Introduction and Putting Selling Skills Into Action courses. It includes modules on Objection Handling, Questioning and Selling techniques. Delegates also learn how to build profitable relationships with clients, how to control conversations, develop negotiation tactics and write effective proposals.

TARGET AUDIENCE

Anyone employed in a Sales environment who is fully conversant with the content of the Introduction and Putting Selling Skills Into Action courses, and wishes to enhance their sales skills in order to win profitable business.

Want to see prices and options for delivery of your training?

MODULE 1:  Introduction and Course Overview
MODULE 2:  Building Profitable Relationships
Learning outcomes:
Understand how identifying the right people and dealing with them professionally will pay off with long term profiable relationships
Topics covered:
  • Identifying Key Individuals
  • Prospecting
  • Influencers and Decision Makers
  • Talking to the Right Key Individuals
  • Making that Good First Impression
  • How to Win Friends and Influence People
  • Dale Carnegies Six Principles of Relationship
  • Whats In It For Me? (WIIFM)
  • Honesty and Integrity
MODULE 3:  Advanced Objection Handling
Learning outcomes:
See how objections arise, and learn how to deal with them professionally and to your advantage.
Topics covered:
  • Analysing the Reasons for Objections
  • Seeing What We Can Do
  • Listen - Probe - Advise (L-P-A)
  • Exercise: Objection Handling
  • Uncovering Objections
  • Seven Types of Objections
  • Turning Objections into Selling Opportunities
MODULE 4:  Advanced Selling Techniques
Learning outcomes:
Learn how to enhance the value of each sale by working smarter and using simple proven techniques
Topics covered:
  • Cross Selling
  • Up Selling
  • Value Added (Suggestive) Selling
  • Advancing Opportunity
  • Exceeding Customer Expectations
  • Giving Recognition
MODULE 5:  Controlling the Conversation
Learning outcomes:
Staying in control of the conversation is the only way to succeed, so learn how to do this and get things to go in the direction you want.
Topics covered:
  • Starting a Quality Prospecting Conversation
  • Listeners Control Conversations
  • Trial Closing
MODULE 6:  Advanced Questioning Skills
Learning outcomes:
Learn new approaches to asking questions that will get the conversation to go your way.
Topics covered:
  • Creating an Opportunity: Situation vs Problem Questions
  • Difficulty Questions
  • Negative and Positive Answer Questions
  • Directive Questions
  • Rhetorical Questions
MODULE 7:  Negotiation Tactics
Learning outcomes:
See how positional bargaining is a poor approach to take, and see how opening things up will create better outcomes.
Topics covered:
  • Problems with Positional Bargaining
  • Opening Up the Negotiation
  • 11 Points for Better Negotiation
  • You Have Alternatives
  • Reverse Psychology in Negotiation
MODULE 8:  Writing Effective Proposals
Learning outcomes:
Learn how to create professional sales proposals which cover the essential factors that will maximise your chances of success.
Topics covered:
  • How to Construct a Proposal
  • Important Factors to Consider
  • Putting It All Together
MODULE 9:  Your Personal Action Plan

Want to see prices and options for delivery of your training?

NEXT CLASS DATES
Sales Skills: Advanced Selling Techniques
Dec 19, 2019
Birmingham Queensway
£249
Book Now
Dec 20, 2019
Tower Bridge
£249
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Jan 16, 2020
Manchester Piccadilly
£249
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Jan 23, 2020
Bristol Easton BS5
£249
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Jan 24, 2020
London Victoria
£249
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Feb 7, 2020
Leeds West One
£229
Book Now

Don't see a date you want?

RELATED COURSES

Selling Skills Fast Track

COURSE OUTLINE
[Duration: one day]

Selling Skills Fast Track

  • Introduction and Course Overview
  • The Sales Process
  • The Fear Factor in Sales
  • Attributes of a Good Sales Person
  • Core Selling Skills
  • People Buy From People
  • Questioning Skills for Sales
  • Listening Skills for Sales
  • Maximising Productivity in a Sales Role
  • Building Profitable Relationships

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COURSE OUTLINE
[Duration: one day]

Essential Selling Skills

  • Introduction and Course Overview
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  • Attributes of a Good Sales Person
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  • Core Selling Skills
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  • Your Personal Action Plan

Beyond the Basics of Sales

COURSE OUTLINE
[Duration: one day]

Beyond the Basics of Sales

  • Introduction and Course Overview
  • The Right Approach to Sales
  • Questioning Skills for Sales
  • Listening Skills for Sales
  • Maximising Productivity in a Sales Role
  • Attention - Getting your Customer's Attention
  • Interest - Creating Interest in your Customer
  • Desire - Motivating Customers to Buy
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

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COURSE OUTLINE
[Duration: one day]

Success in Telephone Sales

  • Introduction and Course Overview
  • The Sales Process
  • The Fear Factor in Sales
  • Maximising Productivity in a Sales Role
  • The Importance of Voice
  • The Telephone as a Business Tool
  • Outbound Calls: Developing Your Script
  • Setting SMART Goals for Yourself
  • Pre-Call Planning
  • Generating Appointments
  • Dealing with Gatekeepers
  • Incoming Calls
  • Voice Mail Messages
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

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COURSE OUTLINE
[Duration: one day]

Effective Field Sales

  • Introduction and Course Overview
  • Maximising Productivity in a Sales Role
  • Meetings and Your Time
  • Generating Appointments
  • Successful Customer Meetings
  • Creating a Good Impression in Sales Meetings
  • Making Great Sales Presentations
  • Interest - Creating Interest in your Customer
  • Desire - Motivating Customers to Buy
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

Profitable Sales Account Management

COURSE OUTLINE
[Duration: one day]

Profitable Sales Account Management

  • Introduction and Course Overview
  • Identifying Key Accounts
  • Building Profitable Relationships
  • Writing Effective Proposals
  • Managing Customer Expectations
  • Planning Customer Contact
  • Developing Your Key Account Strategy
  • Negotiation Tactics
  • Meetings and Your Time
  • Successful Customer Meetings
  • Your Personal Action Plan

DELEGATE FEEDBACK FOR OUR
ADVANCED SELLING TECHNIQUES COURSE

AVERAGE REVIEW: 4.8 out of 5  BASED ON 19 REVIEWS

TIM LUCAS
, Jul 4 2019
"Being in sales for a good many years I was a little sceptical if the course would be any use for me, our instructor (Anna) was and is probably the most enthusiastic and passionate people I have ever encountered within any sales environment and can say hand on heart that the course more than surpassed my expectations"


 
Course rating of 4 stars
Sam Keech
, Aug 23 2018
"My trainer was Katrina. She was one of the most friendly and knowledgeable people I have ever met. She made the day very informative but also very enjoyable."


 
Course rating of 5 stars
Andy Hogan
, Oct 3 2017
"the trainer was first class and would use again. Highly recomended"


 
Course rating of 4 stars
Kim Binks
, Sep 21 2017
"The trainer was very good and I left feeling like I'd had a good experience and learnt some skills that were relevant to me. It was one on one so it was tailored to my circumstances. "


 
Course rating of 5 stars
Julie Davies
, Aug 17 2017
"John was great!"


 
Course rating of 5 stars
Richard Turner
, May 19 2017
"I got more from the course than I expected to."


 
Course rating of 4 stars
Martin O'Hara
, May 19 2017
"I found the course to be very informative and conducted in a way that felt relaxed and engaging. As mentioned above, there are certain elements to the course that I will hopefully be able to put to good use in my role within sales."


 
Course rating of 5 stars
Nicholas Robson
, Apr 13 2017
"Very good teacher, very friendly"


 
Course rating of 5 stars
Marina Cantabrana
, Feb 16 2017
"The teacher was fantastic, which made the class itself very interesting. The content provided by the teacher was far more dynamic and interesting than the one provided by Activia."


 
Course rating of 5 stars
Ian Hirst
, Sep 1 2016
"Louise was good at conveying the point and had some good practical examples to back up the written text."


 
Course rating of 5 stars

MORE INFORMATION FOR
ADVANCED SELLING TECHNIQUES

Blended learning
FREE Online Revision

With our latest Sales courses, you get free online revision for a full 12 months after your class so you can reinforce the knowledge you have gained.

Access is simple: go to www.activia.co.uk/login/ and log in using your email address.   This will give you free access to our e-learning revision modules.

Note: These have been developed and written exclusively by Activia to maximise effectiveness, by matching the online content exactly to what you cover in class.   We hope you have fun, on the day of the course and with honing your knowledge afterwards!

General Information

All Activia advanced selling skills courses have been created, reviewed and developed to ensure up to date provision and constantly improving standards of content. Our Sales training is interactive and classroom-based which maximises learning through the ability to ask questions and discuss specific issues.

Class Sizes

Maximum class size for Sales courses is 10 delegates, which ensures that attendees get adequate time for personal attention from the instructor. At some of our centres, the maximum class size is 12 delegates.

Note that we never cancel our scheduled classes -- even if there are only one or two delegates -- so once you have booked, your place is assured.

For training at your offices, we can deliver classes of up to 15 delegates, though with bigger class sizes you must understand that there is less time for questions from delegates, and this may affect the quality of their experience.

How to book
Course, dates and delegate numbers
Decide on the Sales course you want, the date(s) you can attend, and the number of delegates involved
Training location
Also decide whether you want training at your offices or at one of our centres
Speedy course booking
You can use the Speedy Quote option to contact us for a quick price, or you can book online from the schedule on this website
Call us
if at any time you want help or advice, or you want to book on the telephone, just call us on 0333 6000 111 to speak to one of our friendly training advisors

Note: With non-credit card bookings you must sign and return a Booking Form before we can confirm your training.

Also note: If you are a private individual you must pay by credit card at the time of booking.

The confirmation process
Course places allocated
Your place is allocated, along with the trainer, workbooks and exercise files if appropriate
Booking confirmation
You receive an official confirmation, with joining instructions (and directions if it's at our centre)
Training invoice
You receive a VAT invoice

Note: Please allow 1 - 2 working days for your confirmation and invoice.

What happens on the day

If you are coming to our centre, dress code is smart casual.   Refreshments in the form of tea/coffee will be provided for morning and afternoon breaks, but please note that we do not provide lunch.   The timetable is as follows:

9:15

ARRIVAL TIME

9:30

TRAINING STARTS

11:00

MID-MORNING BREAK



1:00

ONE HOUR LUNCH BREAK

3:15

MID-AFTERNOON BREAK

4:30

WRAP UP

Note: break times can vary according to the needs of the training, and course duration for smaller class sizes are usually shorter because fewer delegates have fewer questions !

For training at your offices, this itinerary can be varied by prior arrangement.

What you get

With your Sales training course from Activia, you get a free workbook, so you can review and revise afterwards to reinforce your knowledge. With all courses, you are also given 12 months access to free online revision which will further help you to reinforce the lessons you have learned.

Every delegate on a Sales course also gets an Activia Training Attendance Certificate.



GET IN TOUCH

Call us on:
0333 6000 111

   You can Email us direct (You'll usually get a response within 2-3 working hours)
   Or fill out the details below and we'll be in touch very soon:
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