ADVANCED SALES TRAINING

Advanced Sales Training course has been designed to cover the vital core topics that are essential for successful commercial negotiation of all sizes of contracts and orders. To expand the customer base and increase income, businesses of all sizes rely on competent, motivated, and informed sales employees. This JK Michaels Advance Sales Training course provides participants with the knowledge and confidence they need to overcome objections, close more sales, and generate new business prospects. Face-to-face communication skills, persuasion techniques, and sales negotiating strategies are all heavily emphasized.

This convenient course has been designed to cover the vital core topics that are essential for successful commercial negotiation of all sizes of contracts and orders:

• Position your product/service advantageously
• Set high targets
• Manage information skillfully
• Know the full range and strength of your power
• Satisfy customer needs over wants
• Concede according to plan

As well to the foundation skills and knowledge, attention is paid to helping participants develop assertiveness, confidence and control in business negotiation situations.

The focus is on arriving at ‘win-win’ solutions rather than negotiating to win at all costs. It is based on the principles of developing relationships for mutual business to gain an advantage and how to negotiate strongly within this context.

LEARNING OUTCOMES

This course will help participants:

• Negotiate from a position of partnership, not competition
• Deal more effectively and profitably with price objections
• Identify and practice successful business negotiating skills
• Identify strengths and weaknesses as a business negotiator
• Understand different types of buyer behaviour
• Learn to recognize negotiating tactics and stances
• Be able to apply a new and proven structure to business negotiations
• Identify and adapt to different behavioural styles
• Be alert to unconscious (non-verbal) communication
• Prepare and present a proposal at a final business negotiation stage
• Project confidence and exercise assertiveness in business negotiation situations
• The changing sales environment
• How to utilize a system for analyzing your sales planning
• The dimensions of effective sales management
• Understanding people: the basis for sales motivation and effective communication
• Organizing and structuring the sales force
• The attributes of standards of performance
• Coaching, counselling and performance appraisals
• The challenges of special personnel situations
• Creative decision-making and problem-solving techniques
• The implications of sales compensation

PERSONAL IMPACT

• Opportunity for Career Advancement Due to Improved Job Performance
• Improved Negotiation and Communication Skills
• A Higher Level of Job Satisfaction
• Time Management Skills Have Improved
• Overall improvement in an individual’s self-esteem and performance
• Potential for Increased Income
• Time Management Skills Have Improved

ORGANIZATIONAL IMPACT

• Improved Customer Service by Fostering a Company-Wide Sales Culture
• Increased Brand Awareness and Market Penetration
• Greater credibility for the individual and your organization
• Increased demand for business with your organization in the market
• Improved individual performance and sense of esteem for the organization
• Lower Sales Force Increased Sales Team Morale Turnover

Course features

Each session of the course features:

• Proven, practical and relevant content – personalized to your business and objectives for the event
• New and proven models, again directly related to your business and customer situations
• High-quality training presentations
• The high degree of participation and interaction
• Advanced tips, tricks, techniques and ‘takeaways.’

Format

The course is highly participative and interactive, with participants working on real-life case studies and examples. Participants will leave the course with many new ideas and perspectives and be better equipped to achieve more significant business and personal success. The programme also includes a summary workbook and course notes. Participants must prepare and present a formal action plan upon course completion.

JK Michaels institute also offers other products and courses, including NEGOTIATION FOR RESULT COURSE, HEALTH SAFETY AND ENVIRONMENT, ADVANCED SALES TRAINING COURSE,

NEGOTIATION FOR RESULT, and  TENDERING PROCUREMENT & NEGOTIATION SKILLS.