Advanced Sales Skills Training Course

Develop or renew career momentum with an advanced sales skills training course.

For those with years of professional sales experience, finding a programme that stimulates learning and pushes the boundaries of ability and know-how can be difficult. This advanced sales skills training course has been designed to serve established salespeople who want to renew or maintain learning momentum.

What are the characteristics of the best advanced sales training skills courses?

1. Immediate access to best practice principles. See the detailed list below.
2. Learning based on practical, real-world exercises.
3. The co-creation of an adaptable process framework.
4. Construction of workplace actions for embedding learning in participant routines and habits.
5. A trainer with deep subject matter knowledge and experience.
6. Training delivered by the course author.
7. Includes the opportunity for one-to-one sessions with the trainer.
8. Career-long support.

Learn what you can still learn via our free sales quiz.

Maintain or renew learning through one-to-one coaching, group workshops, or traditional classroom training.

Training can be spread over several months or condensed into longer intensive sessions, to suit individual needs. Take this advanced sales skills training course to reignite motivation and renew commitment to results.

Key Takeaways

• Use thoughts and thinking to affect results.
• Construct more effective answers to top customer questions.
• Establish credibility as an expert in your field.
• Increase access to senior executives.
• Increase influence at all levels.
• Find new customers who are waiting for your call.
• Develop more compelling messages.
• Get through and get a hearing when they won’t take your call.
• Make a great first impression, every time.
• Make cold calling a productive and enjoyable task.
• Get introduced when you don’t know anyone who can introduce you.
• Develop and use irresistible charm.
• Quickly build rapport with anyone.
• Become anyone's trusted advisor.
• Avoid deals that don’t happen, can’t be won, or won’t be worthwhile.
• Get all the resources you can handle.
• Position your company as a strategic partner.
• Have prospects talk about real issues instead of solutions.
• Have customers develop their own irresistible value proposition.
• Know if a customer will pay your price.
• Gain access to all of the influencers.
• Turn the selling process into a collaboration.
• Get more done in less time and with less stress.
• Get better results from methods, frameworks, and tools.
• Get anyone to share sensitive or confidential information.
• Persuade people to change their minds.
• Uncover hidden objections.
• Have customers handle their own objections.
• Adjust for the transition between sale and negotiation.
• Deal with a negotiator's tricks and ploys.
• Get combative negotiators to collaborate.
• Increase profit and customer satisfaction through negotiation.
• Set yourself apart through a proposal or presentation.
• Have prospects press themselves for a decision.
• Develop or increase mental resolve and resilience.
• Improve career management.

Participant Comments

The four days were long and it was hard work at times, however very rewarding with the right balance of interactive input. Good group size with quality training. Toyota

I really enjoyed this training and felt that I took away a great deal that is going to help in the future. All I need to do now is to start to change the way I work! I would recommend the course to anyone who wishes to move forward within business-to-business sales, as I believe its broad base will allow many items to be effective for a wide range of needs and experiences. E-RM

Following my attendance on your SalesSense course last week, I would just quickly like to thank you for an enjoyable 4 days. Having been selling for 11 years now, you tend to get a little complacent about sales skills. I must admit when David informed me I was to attend I did have some mixed feelings. I must say, however, you have sparked some new ideas that I will be trying, and on the whole, I found it very very interesting. I will be reading through the booklet every now and again just to remind myself. Esteem

Advanced Sales Skills Training Course Includes:

• Self-study notes.
• Accelerated learning guide.
• Course slide-decks.
• Sales mindset and attitude assessment.
• Mind management exercise.
• Target achievement plan template.
• Top six customer questions notes.
• Discovering authenticity exercise.
• Salespeople in the boardroom survey.
• Gaining access to key decision influencers' study.
• Workplace motivators assessment.
• Customer profiling tool.
• Headline creator formula.
• Prospecting campaign planner.
• Prospecting campaign examples.
• The New Referral Networking report.
• Fob-off excuse turn around solution worksheet.
• Fob-off excuse turnaround solution examples.
• Voice mail tactics examples.
• Pipeline management spreadsheet.
• Quantified qualification analysis.
• Quantified qualification presentation template.
• Thinking style identification exercise.
• Sensory language exercise.
• Reasons for asking questions list.
• Persuasive questions list.
• Questions to stimulate dialogue list.
• Reading people's thoughts report.
• Recognising personality style - assessment.
• Profit contribution calculator.
• CLEAR rules for sales success paper.
• Discovery questions prompt template.
• Discovery question examples.
• Turnaround solutions for budget objections.
• Turnaround Solutions for Access Objections
• Turn the selling process into a collaboration guide.
• The Power to Speak - eBook.
• Objection turnaround template.
• Using personal power to close - notes.
• Negotiation preparation template.
• Countering negotiation tricks and ploys crib sheet.
• Managing a career in selling - report.
• Career development plan template.

One thing seems certain. Nothing stays the same for long. Salespeople who depend on continually achieving challenging sales targets, need to maintain their learning momentum. The advanced sales skills taught in this training programme are designed to challenge accomplished salespeople to reach further, push their own boundaries, and find ways to keep getting better.

Advanced Sales Skills Training Course - Delivery Options

One-to-One

Take the course through ten 2-hour or twenty 1-hour one-to-one sessions with the course author.

£1995 Learn More

One-to-one on a per-session basis.

£150 Learn More

Virtual Classroom Group Training

Ten 2-hour or twenty 1-hour virtual classroom sessions.

£7995 for up to fifteen people. Learn More

Have key elements of the content presented session by session. Schedule each session to suit participant needs.

£450 per 1-hour session for up to fifteen people. Learn More

Fees exclude applicable VAT.

Traditional Classroom

Programme delivery over one or more days at a conference venue or the customer's offices. Contact us for fees.

Back to the course list.

What are advanced sales skills?

Advanced selling skills go beyond foundational sales techniques to involve a more nuanced approach to understanding client needs, managing complex sales processes, and building long-term relationships. These skills enable sales professionals to engage effectively with high-level stakeholders, differentiate their offerings in competitive markets, and close complex deals. Here are some key advanced selling skills that experienced sales professionals should master:

1. Consultative Selling

Act as an Adviser: Consultative selling focuses on understanding the client's unique business challenges and goals, positioning yourself as a trusted adviser rather than just a vendor.

Ask Strategic Questions: Use probing, open-ended questions to uncover underlying issues, needs, and motivations that are not immediately apparent.

Tailor Solutions: Present solutions that are specifically tailored to address the identified business challenges, demonstrating a deep understanding of the client’s situation.

2. Complex Solution Selling

Navigate Complex Sales Cycles: Manage longer sales cycles with multiple stakeholders, often involving complex purchasing processes.

Develop Multi-Layered Value Propositions: Create value propositions that address different levels within an organisation, from technical benefits to business outcomes.

Handle Multiple Decision-Makers: Understand and influence various decision-makers and influencers within a large organisation, aligning your pitch to each stakeholder’s priorities.

3. Strategic Account Management

Create Strategic Account Plans: Develop detailed strategies for major accounts, focusing on long-term relationship building, expansion opportunities, and revenue growth.

Identify White Space: Pinpoint areas within a client’s business that present opportunities for further sales or new solution offerings.

Conduct Business Reviews: Lead quarterly or annual business reviews to assess progress, reinforce the value of the partnership, and co-create future strategies with the client.

4. Value-Based Selling

Sell on Value, Not Price: Focus on the value your solution brings to the client’s business rather than competing on features or price.

Quantify the Value: Use ROI (Return on Investment) analysis, cost-benefit analysis, and business impact metrics to show tangible value and justify investment.

Link Solutions to Business Outcomes: Clearly articulate how your solution drives strategic business outcomes, such as increased revenue, reduced costs, or improved efficiency.

5. Storytelling and Narrative Building

Craft Compelling Stories: Use storytelling techniques to present solutions in a way that resonates emotionally and logically with the audience.

Address Objections Through Stories: Pre-empt objections by embedding answers into your narratives, using real-world examples and case studies.

Simplify Complex Concepts: Translate complex technical details into relatable, impactful stories that highlight benefits and outcomes.

6. Negotiation and Persuasion

Master Negotiation Techniques: Use advanced negotiation strategies, such as the “Give and Get” method, to create win-win scenarios.

Maintain Leverage: Understand the levers of influence in the negotiation process and maintain leverage by highlighting unique value propositions.

Navigate Difficult Negotiations: Remain calm and composed during high-stakes negotiations, recognising when to stand firm and when to compromise.

7. Emotional Intelligence (EQ)

Read the Room: Identify verbal and non-verbal cues to gauge the emotional state and receptiveness of your audience.

Build Rapport and Trust: Use empathy, active listening, and mirroring techniques to establish a strong connection with clients.
Manage Emotions: Handle difficult conversations or objections with tact, patience, and a focus on maintaining positive relationships.

8. C-Suite Selling

Engage Executives: Understand the mindset, priorities, and language of C-level executives. Tailor messages to align with their strategic vision.

Speak to Business Impact: Focus on business transformation, competitive advantage, and strategic growth rather than product details.

Develop Executive Presence: Project confidence, articulate value clearly, and demonstrate thought leadership to gain credibility with senior stakeholders.

9. Challenger Sales Approach

Teach for Differentiation: Offer unique perspectives on the customer’s business and challenge their status quo by introducing fresh ideas and insights.

Tailor for Resonance: Customise your messaging and approach based on the customer’s specific needs, goals, and pain points.

Take Control of the Sale: Guide the conversation assertively, particularly when it comes to discussing pricing or overcoming objections.

10. Advanced Objection Handling

Identify the Root Cause: Rather than addressing surface-level objections, use probing questions to understand the underlying concerns.

Reframe Objections as Opportunities: Transform objections into opportunities to provide more information, clarify misconceptions, or highlight unique value.

Use Data and Social Proof: Counter objections with data, case studies, and success stories that reinforce your position.

11. Account-Based Marketing and Sales (ABM)

Customise Outreach for Key Accounts: Develop highly personalised campaigns targeting specific accounts, focusing on their unique business needs.

Coordinate with Marketing Teams: Collaborate closely with marketing to align messaging, create bespoke content, and leverage ABM tools.

Measure and Optimise Engagement: Track engagement and success metrics for each account and adjust strategies accordingly.

12. Change Management and Stakeholder Influence

Understand Change Dynamics: Recognise how organisational change impacts buying decisions and position your solution as a positive force for change.

Influence Internal Champions: Identify and develop relationships with internal champions who can advocate for your solution within the organisation.

Mitigate Resistance to Change: Anticipate resistance and create strategies to address concerns, ensuring smooth adoption and implementation.

13. Sales Process Optimisation

Streamline Sales Processes: Identify inefficiencies in the sales cycle and implement process improvements to enhance effectiveness.

Adopt Advanced CRM Strategies: Use CRM tools not just for tracking, but for predicting trends, scoring leads, and automating routine tasks.

Implement Sales Playbooks: Create playbooks that outline best practices, common objections, and winning strategies for different sales scenarios.

14. Cross-Cultural Selling

Adapt to Cultural Norms: Tailor your communication style, negotiation tactics, and relationship-building techniques based on cultural differences.

Navigate Global Sales Challenges: Address the unique challenges of selling across multiple regions, such as language barriers, local regulations, and differing business practices.

Build Multi-Region Strategies: Develop and execute strategies that cater to diverse markets while maintaining a consistent global value proposition.

By mastering these advanced selling skills, sales professionals can effectively manage complex sales, engage with high-level stakeholders, and achieve greater success in competitive B2B environments.

Performance Guarantee

We unconditionally guarantee the quality and effectiveness of our services. In addition, we warrant that the application of the principles, methods, and practices presented in our materials will lead to a gain in value equivalent to at least five times the fees. Should you decide that our services have not met this guarantee, we will refund your fees promptly and courteously.

Want Something Different? Please Ask:

If you are looking for a professional sales development programme or an advanced sales skills training course, get in touch. Telephone +44 (0)1392 851500. Alternatively, use the contact form here or email custserv@salessense.co.uk.