Advanced Sales Training Course

Maintain or renew sales career momentum with this advanced sales training course.

Top sales performers agree. You have to keep learning to keep earning. This advanced sales training program offers options for experienced sales professionals.

Whatever set you apart yesterday is common knowledge today and will be in common use tomorrow.

Whether you need a way to help team members invest in themselves or support for renewing, expanding, and leveraging your expertise, Advanced sales training offers a unique solution.

What is Advanced Sales Training?

Advanced sales training is designed to enhance the skills and techniques of experienced sales professionals. Our program focuses on sophisticated strategies, methodologies, and tools to drive higher performance and success in complex sales environments.

Key components of our advanced sales training include:

Organisation and Planning
Advanced Communication and Persuasion Skills
Sales Process Optimization
Organisational Politics and Decision-Making
Competitive Strategy and Tactics
Controlling the Customer's Buying Process
Project Management for Long Sales Cycles
Assembling and Leading Temporary Teams
High-Value Negotiations
Large Account Management

Advanced sales training is customised to meet the specific needs of an organisation and its sales team. Delivery normally involves a series of interactions over an extended period. It improves knowledge, skills, and methods which in turn, increases sales results, improves business predictability, and raises morale.

Discover new ideas, be reminded of things that work but have fallen into disuse, and invent new ways to succeed.

How is this course different?

Review the content in advance. See the advanced sales skills listed below.
Use in-course time practising and constructing new habits.
Co-create new processes to guide best practices.
Plan reminders and actions for applying learning in the workplace.
Guidance and answers from a subject matter expert.
The opportunity for one-to-one sessions with the trainer.
Ongoing support from the course author.

Is this advanced sales training course right for you?

Take this suitability quiz:

Score yourself on each of the 'how to' or 'fact' statements below.

Give yourself a 3 if you can already teach others how to accomplish it.

Score a 2 if you can think of some ways to achieve the outcome.

Allocate 1 point if you are a little unsure.

Give yourself a 0 if you are guessing.

1. I know how to use thoughts and thinking to affect sales results.
2. I can persuade by giving factual answers to the most common customer questions.
3. I have established my credibility as an expert in the market I address.
4. I know how to increase my access to senior people in customers and prospects.
5. I know how to increase my influence over customer decisions.
6. I know how to influence decisions in the organisation I work for.
7. I know how to find prospective customers with an immediate need for what I am selling.
8. I know how to make sales messages more compelling.
9. I know how to get through and get a hearing when a prospect won’t take my call.
10. I know how to make a great first impression every time.
11. I know how to make cold calling productive and enjoyable.
12. I know how to get a prospect introduction through people I don't know.
13. I know how to use charm and can be charming at will.
14. I know how to build rapport quickly, with anyone.
15. I know how to have anyone think of me as a trusted advisor.
16. I know how to recognise sales opportunities that won't happen or can't, be won.
17. I know how to have customers think of my organisation as a strategic partner.
18. I know how to have prospective customers talk about their problems.
19. I know how to have prospects develop a value proposition that favours my solution.
20. I know how to determine if a prospective customer will pay our price.
21. I know how to identify and speak with all those who are influencing a buying decision.
22. I know how to turn the customer's buying process into a collaboration.
23. I know how to manage a high workload without feeling stressed.
24. I know how to use a sales process to shorten sales cycles.
25. I know how to use a sales process to increase the accuracy of my sales forecast.
26. I know how to use a sales process to increase sales opportunity win rates.
27. I know how to have people share sensitive or confidential information.
28. I know how to persuade people to change their minds about almost anything.
29. I know how to uncover hidden sales objections.
30. I know how to have buyers handle their own sales objections.
31. I know signs that indicate when a buying process has become a negotiation.
32. I know how to have a combative negotiator collaborate to reach an agreement.
33. I know how to maximise our profit and the customer's satisfaction, through negotiation.
34. I know how to differentiate what I sell, through a presentation or proposal.
35. I know how to have customers press themselves for a buying decision.
36. I know how to manage my sales career.
Total Score

If your total score is over 100 you should be on the speaker circuit.

A score under 70 suggests that this course presents a significant learning opportunity.

Advanced sales training creates space to strengthen strengths and address weaknesses. This professional sales training course reveals new opportunities and ways to optimise sales performance. Schedule a call with the course author, Clive Miller or request more information.

This programme is intended for:

Experienced salespeople who want to maintain or renew their business-to-business sales career momentum.
Those responsible for selling complex products, solutions, or services to businesses or organisations.
Sales managers who want to discover new ideas, develop new skills, and acquire new tools.
Directors who want to extend their understanding of the science and art of selling.

Additional Course Benefits

Flexible multi-session 'learning by doing' structured training course.
Workplace assignments develop new habits and practices.
Tools, templates, frameworks, and examples save time and aid learning.
Common language improves communication and teamwork.
Promotes adoption of best practices, habits and methods.
Increases sales productivity, consistency, and results.
Improves job satisfaction and motivation.
Reduces staff turnover.

Advanced Sales Training Course Delivery Options

One-to-One
- Take the course through twenty 1-hour or ten 2-hour one-to-one sessions with the course author.
- £1995 Learn More
One-to-one on a per-session basis.
- £150 per 1-hour session. Learn more.
Virtual Classroom Group Training
- Twenty 1-hour or ten 2-hour virtual classroom sessions
- £7995 for up to fifteen people. Learn More.
Group Training per session. Have key elements of the content presented session by session.
- £450 per 1-hour session for up to fifteen people. Learn More.
Fees exclude UK VAT.
Traditional Classroom
- Programme delivery over one or more days at a conference venue or the customer's offices.
- Contact us for fees

Use this link for more information or to have us call you.

Back to the course list.

What should advanced sales training teach?

Advanced sales training should go beyond basic sales techniques and focus on a more strategic, consultative, and relationship-driven approach. These skills enable sales professionals to navigate complex sales environments, engage with sophisticated buyers, and close high-value deals. Here are some key advanced selling skills:

1. Consultative Selling

Problem-Solving Mindset: Instead of simply presenting a product or service, consultative selling involves acting as a trusted advisor who identifies the client’s underlying challenges and provides tailored solutions. This requires strong analytical skills to diagnose problems accurately.

Active Listening: The ability to truly understand a client’s needs by listening more than talking. Advanced salespeople ask open-ended questions and listen attentively to gather insights, rather than pushing a pre-defined agenda.

2. Value-Based Selling

Emphasising Value Over Price: Advanced sellers focus on demonstrating the tangible value or ROI (Return on Investment) that their solution brings to the client, rather than competing on price. This includes explaining how the product or service improves the client’s operations, reduces costs, or drives revenue.

Customised Value Propositions: Crafting value propositions that are specifically aligned with the unique business objectives and pain points of each customer, rather than using generic sales pitches.

3. Strategic Prospecting

Targeting the Right Customers: Advanced sales professionals use data-driven approaches to identify and qualify high-potential leads, focusing their energy on the prospects that are most likely to convert. This involves researching prospects’ business needs, industry trends, and competitive landscape.

Account-Based Selling: Instead of a broad approach, this involves targeting specific, high-value accounts with personalised strategies. It’s about creating a tailored sales plan for key accounts to nurture long-term relationships.

4. Stakeholder Management

Influencing Multiple Stakeholders: In complex sales, multiple decision-makers are often involved. Advanced selling requires the ability to manage and influence various stakeholders, including decision-makers, influencers, and gatekeepers, within a client organisation.

Cross-Department Engagement: Building relationships across different departments (finance, IT, operations, etc.) to ensure all areas of the business see value in your offering, not just the primary decision-maker.

5. Emotional Intelligence (EQ)

Empathy: Understanding and relating to the emotions and perspectives of customers is critical in advanced selling. Empathy helps build trust and makes it easier to connect with clients on a deeper level.

Managing Client Emotions: Advanced sales professionals can navigate the emotional landscape of a sales conversation, including handling objections, frustrations, and concerns, by staying calm, composed, and reassuring.

6. Negotiation Mastery

Win-Win Mindset: Negotiation at an advanced level requires finding mutually beneficial solutions. Rather than focusing solely on your own outcomes, advanced negotiators aim for a balanced agreement where both parties feel satisfied with the result.

Advanced Tactics: This includes understanding the psychology of negotiation, leveraging alternative offers, managing concessions effectively, and knowing when to walk away from a deal that isn’t favourable.

7. Complex Sales Management

Handling Longer Sales Cycles: Advanced sales often involve longer, more complicated sales cycles. This skill involves managing multiple touchpoints, keeping the client engaged, and nurturing the relationship over time without losing momentum.

Project Management: Managing complex deals involves coordination with various teams within your organisation, such as legal, finance, and product development. Advanced sales professionals use project management skills to ensure smooth communication and delivery throughout the sales process.

8. Data-Driven Selling

Utilising Sales Analytics: Advanced sellers leverage data and analytics to make informed decisions. This includes using CRM tools to track customer interactions, analysing trends in buying behaviour, and using predictive analytics to forecast future sales opportunities.

Personalised Engagement: Using data insights to craft more personalised and relevant communications for each prospect or client, improving the effectiveness of your sales efforts.

9. Adaptability and Agility

Tailoring the Sales Approach: Advanced salespeople are flexible and can adjust their sales strategy based on changing customer needs, market conditions, or new competition. They don’t rely on a one-size-fits-all approach.

Handling Uncertainty: Advanced sellers are comfortable with ambiguity and can navigate complex or rapidly changing environments. They maintain composure and adapt their strategy as new information becomes available.

10. Post-Sale Engagement

Customer Success Management: Advanced selling does not stop after the sale is closed. Successful salespeople ensure the client continues to realise the promised value, offering post-sale support, guidance, and nurturing the relationship to secure future business or upsell opportunities.

Encouraging Referrals and Advocacy: Advanced sales professionals understand the value of word-of-mouth marketing. They cultivate strong relationships with satisfied clients, who can then become advocates or provide valuable referrals.

11. Building Long-Term Relationships

Relationship Selling: This is the art of fostering long-term, mutually beneficial relationships with clients. It involves keeping in touch regularly, being responsive to their evolving needs, and providing ongoing value even when no immediate sales opportunity is present.

Trust and Credibility: Building trust takes time and consistency. Advanced sales professionals establish credibility by delivering on promises, being transparent, and positioning themselves as reliable partners rather than mere vendors.

12. Industry Expertise

Becoming an Industry Expert: Advanced sales professionals have in-depth knowledge of their industry and the challenges that their clients face. This allows them to speak with authority, provide relevant solutions, and offer insights that add value beyond the product or service they are selling.

Thought Leadership: Advanced sellers often position themselves as thought leaders by sharing insights, industry reports, or innovative ideas with their clients, further establishing themselves as trusted advisors.

Mastering these advanced selling skills allows sales professionals to build deeper relationships, navigate complex sales environments, and deliver higher-value solutions, ultimately leading to greater long-term success.

Flexible Support

If you need to renew or maintain motivation and development in a team of experienced salespeople, this advanced sales training course delivers. Telephone +44 (0)1392 851500. We will be pleased to discuss your needs or talk through some options. Alternatively, email custserv@salessense.co.uk or use the contact form here.