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Advanced Sales Excellence

Pareto Law
Course summary
2 days
995 GBP excl. VAT
London
Open / Scheduled

Course description

Sales, Leadership & Management Training

Advanced Sales Excellence- a 2 day training course in sales by Pareto Law

This advanced sales training equips professionals to improve commercial skills in the market. The course is highly interactive, and focused on increasing conversion rates, average order values and profit margin. The goal of the course is to improve outcomes from business meetings through a framework approach to selling and negotiating.

Pareto offers innovative and challenging courses. This course is conducted over two days and empowers sales professionals with a toolkit and structured framework which aids well-planned and and impact-filled meetings. It is delivered through group exercises, dynamic discussion, alongside individual tasks which ensures the course content is meaningful and transfers back to the workplace.

Suitability - Who should attend?

This course is targeted to sales professionals positioned at a more advanced level in their career. It is highly suitable for sales individuals in a customer facing role or operating within price-sensitive markets, including Field Sales and Account Manager professionals or those looking to progress into these roles.

Outcome / Qualification etc.

Sales professionals will leave this training prepared to:

  • Plan their approach to meetings to create better outcomes
  • Take control of the meeting from the outset
  • Planning a Winning Call: Setting call objectives and a 4 step gatekeeper technique
  • Ask insightful questions to find and build client needs
  • Match back relevant and clearly differentiated solutions
  • Handle resistance with confidence, including price objections
  • Negotiate effectively to prevent margin erosion
  • Gain more commitments and increase margin on sales
  • Improve conversion ratios and average order value
  • Avoid margin erosion and create more profitable business

Training Course Content

The contents of this course are focused around the following key areas:

  • Client Approach: the Client Buying Journey
  • Understanding Client Needs: Your role as a Trusted Advisor
  • Creating a Value Proposition: The Competitor Sales Matrix and using proven ROI to create differentiation/client benefits
  • Objection Handling: Objection handling techniques to overcome common challenges leading to commitment
  • Closing Techniques: Creating compelling events to close for commitment
  • Presenting a Winning Proposition: Using the Competitor Sales Matrix to plan your key messages and tailor your proposition
  • What is Effective Negotiation? Understanding when to negotiate and when not to negotiate
  • Variables to Minimise Price Concession: Establish valuable and important variables to trade with other than price
  • Understanding your Buyer: Understanding your buyer’s tactics
  • Gaining Two-way Commitment: Using proven closing techniques to confirm understanding and agree way forward

Expenses

The cost of this course is 995 GBP for an individual delegate.

This course is ideal for teams. Enquire for group rates as well as rotating discounts that may apply.

About provider

Pareto Law offers a unique tailored approach to sales development, with courses specially designed to help you and your sales teams meet targeted learning goals. Depending on your organisation's specific requirements, Pareto Law's sales training courses can develop the skills...


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Contact info

Pareto Law

Pareto House, Church Street
SK9 1AX Wilmslow

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Reviews

Peter Moorhead
(5)
I thougrolly enjoyed my two days on the Pareto training course and cant wait to get back to my role to put it into practice.
Rachel Newham
(5)
Helped me question and identify my own areas of weakness where I can work on improvement.
Ute Garrett
(5)
Very positive experience which can be used easily in business situations.
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