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Advanced Sales and Customer Relationship Building

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June 18, 2019 - 9:00 to 17:00
One Day
Grand Hotel Park Suites
Course Fee
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At the conclusion of this one day Advanced Sales Skills & Customer Relationship Building course the delegate will be equipped with the required skills to make a professional sales presentation utilising the Sales Planning Process. They will understand the importance of needs analysis as the basis of the buying process and combine this with the key unique selling points of themselves, their company and their products & services. This will be built upon the foundations of great customer relationship management, customer satisfaction and retention.



Proposed Content


Module 1 - Advanced Sales Skills:


  • Sales Process  Origination & purpose
  • Communication Style  Foundations
  • First Personal Contact  First impressions, building a relationship
  • Types of Question  Open, Closed, Opinion, Suggestive, Hypothetical & Control
  • Needs Analysis  Buying process, qualification not interrogation
  • Presentation & Demonstration  The product, the service, the company
  • Handling Resistance  Active listening, acceptance & conversion
  • The Sales Steps  Qualification, Need Creation, Need Satisfaction, Trial Close, Close
  • The Sales Planning Process  Creating your own sales presentations
  • Upselling & Cross Selling  Identifying opportunity, building relationships



Module 2  Sales Presentation Skills


  • The Sales Presentation Planning Process  Gaining acceptance in small steps, effective trial close
  • Breaking down the Sales Presentation  Small sales presentations close big sales
  • When to use, what to use and who with  Identifying with your audience
  • The 10-Step Sales Presentation Checklist  Perfect preparation
  • The 5-Stage Sales Presentation Process  Perfect presentation


Module 3  Customer Relationship Skills:


  • Customer Cycle  Understand the opportunity, retention Vs acquisition
  • Buidling Customer Loyalty  Turn existing customers into your sales force
  • Understanding Customers  Buying motives, likes & dislikes
  • Customer Management  Turn a sale into a relationship
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