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Sales Skills
/ Advanced Sales Skills
About the course
In the basic course, get to grips with why some sales succeed whilst
others don't. In the advanced course, learn to see your customer
through his own eyes.
Who's it for?
BTS' basic sales skills course is designed for those new to selling or wishing to re-visit their core sales skills as part of a Continuing Professional Development program. The advanced course is for experienced sales staff with a desire to maximize sales performance. The course uses techniques such as NLP (Neuro-Linguistic Programming) to allow delegates to map their current practices against the range of sales techniques available.
Objectives
At the end of the course delegates will...
- Understand Individual's buying motivators
- Understand the buying process
- Be able to influence the buying process
- Take away evidence of their abilities measured against agreed performance standard
The advanced course covers all of the above, plus…
- Be able to elicit customers' preferred styles
- Speak the clients' sub-conscious language
Subjects Covered
Basic Course
- Why people buy products and services
- What creates a need or a want
- Which motivators are strongest
- How motivators arise
- The stages of a purchase
- How the process can be influenced
- Question types and when to use them
Advanced Course
- How people buy
- Establishing rapport
- Discovering how clients see their world
- Listening and verbal techniques
- Mirroring, cross-matching and miss-matching
- Eliciting strategies
- Pacing and leading
- Anchoring
- Closing - when, where, how
Timings
The 'off-the-shelf' version of the basic sales skills course lasts two days, whilst the advanced course last two and a half days. If you require a more specific course tailored to your individual business needs we can agree appropriate timings and specific content. |
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