Products

Advanced Sales Techniques

Part of 'Take Away Training' series

Media Type - DVD
Author - Eve Ash
Subject(s) - Selling Skills

This program shows how to overcome six typical challenges faced by experienced sales people.
A great way to encourage positive sales skills and behaviours

Training Points

Challenge #1 - Never Enough Time

  • Get organised
  • Get database up to date
  • Management system - follow-ups all organised
  • Territory well mapped out, and logical
  • Qualifying prospects - knowing they are the right person to see
  • Take half a day to a day to plan, strategise and making everything very logical
  • Use e-mail and voice mail

Challenge #2 - Lost Confidence

  • Understand sales cycle of your product
  • Keep list of frequent objections and best answers
  • Get referrals
  • Get out of 'Negative land of W' - wishing, wallowing, wasting time

Challenge #3 - Multiple Decision Makers

  • Work with the person that has contact with the decision maker - find the best way to present your product
  • Treat secretary as decision maker and sell to them
  • Advanced probes - how the criteria for the decision is going to be made, what budget will you be spending on the product

Challenge #4 - Improving Presentations

  • Change yourself - new suit
  • Jazz up presentation - more visuals, tell a story, get feedback
  • Story telling - use previous client examples and how they are using your product

Challenge #5 - Difficulty with negotiation

  • Be strong, natural and friendly
  • Workout minimum you are willing to accept
  • Workout maximum you want to accept
  • Workout target you will accept
  • Avoid lack of preparation during negotiation
  • Focus on needs not wants

Challenge #6 - Writing a Great Proposal

  • Do it on the day you had the discussion
  • Simple introduction
  • Background on the problem
  • Your suggestion or solution
  • Cost involved
  • Clear pricing including any extra costs
  • Additional information
  • Your credentials
  • Keep it to 1-2 pages
  • Offer additional products or services

Tips and Advice:

  • Keep a record of every time you got a sale
  • Write down trigger that led to the sale - and the buying signal
  • Change email subject after going back and forth to increase relevance
  • Visit your clients not just to sell but to find out about their business

- 10 Employability Attributes & Skills
- 10 Essential Interviewing Skills
- 10 Essential Reception Skills
- 10 Essentials For Successful Induction
- 10 Healthy Work Habits
- 10 Point Checklist Before Delivering Training
- 10 Point Checklist For Briefing A Consultant
- 10 Powerful Networking Skills
- 10 Steps to Flawless Appraisal Interviews
- 15 Ways to Handle Today's Stress
- 360ยบ Feedback
- 5 Steps To High Self Esteem
- 6 Essential Steps to Getting That New Job
- 6 Ways To Boost Your Career Prospects
- 6 Ways To Build Rapport
- 6 Ways To Increase Job Satisfaction
- 6 Ways to Manage Overload
- 6 Ways to Prevent Sloppy Work
- 6 Ways To Resolve Conflict
- 7 Key Sales Skills
- 7 Steps To Improving Communication
- 7 Ways to Handle a Difficult Boss
- 9 Essentials for Exit Interviews
- Adult Learning Principles
- Advanced Sales Techniques
- An Introduction to Business Ethics
- Art of Behavioural Interviewing, The
- Art of Questioning, The
- Balancing Work & Private Life
- Be Careful With Email
- Best Practice Workplace Checklist
- Business Etiquette
- Career Planning
- Changing Role of Managers, The
- Coaching
- Common Facilitation Mistakes
- Conducting Successful Discipline Interviews
- Conducting Training Activities
- Conflict Within Teams
- Consulting Skills For Professionals
- Controlling Meetings
- Coping With Change
- Coping With Retrenchment
- Counselling Poor Performers
- Dealing With Abusive & Threatening Calls
- Dealing With Difficult People
- Dealing with Manipulative People
- Dealing with the Unmotivated Employee
- Dealing with Trauma & Distress
- Decision Making In Groups
- Delegating & Prioritising
- Designing And Delivering A Training Session
- Developing A Training Plan
- Developing Assertiveness Skills
- Developing Emotional Competence
- Difficult Presentations Made Easy
- Eliminating Workplace Bullying
- Energy & Enthusiasm
- Essential Counselling Skills
- Evaluate Anything!
- Facilitation Skills
- Getting The Most Out Of Training
- Giving Personal Feedback
- Giving Up Bad Habits
- Going For A Job Interview
- Handling Complaints
- Handling the Difficult Customer
- How To Develop Your People
- How to Make a 5 Star Impression
- How to Manage & Motivate a Sales Team
- How To Mentor
- How To Sell A New Idea
- How to Survive Email Overload
- Increasing Motivation At Work
- Leadership
- Leading Group Discussions
- Learning From Mistakes
- Learning To Learn
- Listening
- Making Teams Work Brilliantly
- Manage Change Successfully
- Management Mastery Checklist
- Managing A Mature Age Workforce
- Managing Aggression in the Workplace
- Managing Boundaries
- Managing Performance
- Managing Upwards
- Men and Women Are Different
- Mentoring
- Moving To E-Learning
- Negotiating with Suppliers
- New Supervisor, The
- Overcoming Harassment
- Overcoming Personal Barriers to Diversity
- Personal Goal Setting
- Positive Thinking
- Power Of Empathy, The
- Preparing For Your Appraisal
- Problem Solving & Initiative
- Project Management Success Factors
- Psychology of Saying Sorry, The
- Public Speaking With Confidence
- Reducing Absenteeism
- Regaining Control Of Your Day
- Sales & Service Turn-Offs
- Selection Techniques
- Self Empowerment
- Setting Agendas and Taking Minutes
- Spirit Of Service, The
- Staying Happy & Positive Throughout Life
- Stress Management
- Successful Thinking Habits
- Supervisory Styles
- Take Away Training Series
- Time Management
- Understanding & Dealing with Depression
- Understanding Body Language
- Understanding Group Dynamics

  • Length - 16 minutes
  • Pricing
    Price - INR 5,950
    Intl. Price - A$ 240.00
  • See 'Take Away Training Silver' series for quantity pricing