This advanced selling skills course will show you how to increase sales opportunities using a consultative and structured approach


By attending this course, you will learn:

  • A structured and customer-focused approach to creating higher-quality sales opportunities and account growth
  • Persuasion and influence skills to better define needs and develop opportunities
  • Better sales conversations, presentations, and proposals – leading to higher order value and increased sales
  • Advanced sales questioning skills and techniques; the importance of listening
  • How to add value at all stages; plus gaining competitive advantage
  • Proven ways to overcome and reduce price pressure
  • Using options and upselling when presenting your products and solutions
  • Techniques and skills for improved negotiation and closing


Advanced Selling – How to Increase your Sales Results

  • Review of pre-course data and questionnaire
  • The AVC model of increasing your sales results
  • Creating a sales growth plan to achieve higher sales targets
  • Mapping the accounts and products for targeted growth

The four C’s to structure a sales call

  • Research before the meeting or call; setting objectives, planning and preparation
  • How to gain instant rapport and taking control – including online meetings
  • Qualifying and initial questioning skills
  • Creating an agenda and first-meeting structure: 4 C’s
  • Planning and practice sessions

Building bigger and better sales opportunities

  • How to use questions to ‘build’ more opportunities
  • Learning and using high-impact and third-level questions
  • Advanced sales questioning techniques: five questioning techniques
  • Qualifying and gaining commitment to the next stage
  • Planning and practice sessions – advanced questioning skills

Presentation and persuading skills best-practice

  • Compelling benefits and reducing perceived risk – key messages to deliver
  • Helping the customer choose your proposition by using options
  • Professional and effective presentation skills
  • Writing compelling sales proposals that improve your conversion rate
  • Planning and practice session – presenting your solution

Overcoming concerns and customer questions

  • Proven techniques for answering customer objections and concerns
  • How to isolate, prioritise and answer objections, including price
  • Overcoming delay and procrastination
  • Planning and practice session – answering customer concerns

Gaining commitment and closing the sale

  • Knowing when close for commitment to the next stage
  • How to ask for commitment professionally and effectively
  • Key negotiation skills around the closing process – getting to ‘yes’
  • Checklist of closing and negotiation skills
  • Practice session

Summary and personal action plan

Have a question?

Let’s get this conversation started. Tell us a bit about your requirements and we’ll be in touch.

What you need to bring for these courses when delivered as a virtual classroom.

For virtual classroom courses, you will need:

  • Computer with Internet Access
  • Microphone and Headset
  • Webcam
  • Microsoft Teams
  • A dual monitor setup is recommended for IT training
Upcoming Courses
Get in touch via our contact form or call us on 01473 414 414