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Professional Selling

At Advance we have a vision where ...

Selling and sales operations is viewed universally as a highly respected profession
that is fundamental to every organisation’s delivery of world class business results.

The realisation of this vision is dependent on a sales community well versed in their individual business environments, familiar with the features and business benefits of their individual products or services and well equipped with world class selling skills, processes and approaches.

We see “raising the bar” as one of our sales training and development responsibilities.

 

Customer Engagement

Our customer engagement model is fundamental to our approach to professional selling. It forms the spine of our processes and methodologies, and covers four crucial elements – the pillars upon which sales success is built – need creation, giving evidence, qualification and gaining commitment.

 

The Professional Salesperson

The professional salesperson has the skills required to play the very different roles required of them in the four elements of our customer engagement model. These elements shape their thinking, planning and actions:

·         Need Creation
Salesperson’s role: Counsellor, helping the prospect uncover his or her needs

·         Giving Evidence
Salesperson’s role: Story Teller, providing auditable evidence that we have the right solution

·         Qualification
Salesperson’s role: Business Person, making sure  that we are heading for a win:win sale

·         Gaining Commitment
Salesperson’s role: Project Manager. committing the prospect to take actions to progress the sale.

To be truly world class a salesperson needs more than pure selling skills. He or she needs to have:

·         In depth business environmental knowledge of his or her organisation and its markets

·         A good knowledge of their organisation’s products and services

·         The measure of the potential value they deliver to prospects and customers.

Our programmes and courses work because we build highly effective skills training around environmental and product knowledge.. Anything less is a generic sheep-dip that produces few if any business benefits.

 

Our Professional Selling Skills Programme

Our Professional Selling Skills Programme focuses on developing the planning and verbal skills required to win profitable business using best practice approaches.

The three day programme trains salespeople how to maximise their chances of winning through effective planning, political awareness and good project management. They learn how to adopt different selling styles that are right for different circumstances. They learn how to qualify sales throughout the selling process and how and when to quit if a successful close is unlikely.

They develop these and many more skills in the context of their own business and product environment using real cases and opportunities, so that the training can be profitably applied immediately following the programme.

Our programmes work because they are customised to meet specific client requirements.

View a typical programme agenda.

 

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To discuss your Professional Selling Skills development requirements:

 

Call us on 0845 125 9098

 

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