Advanced Selling Skills

Program Overview:

The dynamics of buying and selling have evolved more in recent years than in the past several decades. Today’s buyers are more informed, more discerning, and often overwhelmed with data thanks to easy access to information. Meanwhile, business leaders are under constant pressure to innovate, stay competitive, and drive consistent results.

In this environment, sales professionals who can offer valuable insights—beyond just products or services—stand out. When sellers introduce fresh perspectives and solutions that buyers haven’t previously considered, they not only differentiate themselves from the competition but also build stronger, trust-based relationships and close more deals.

This program is specifically designed for experienced sales professionals and managers who want to sharpen their skills, gain deeper insights, and successfully engage even the most challenging customers.

Key Learning Outcomes:

By the end of this program, participants will be able to:

  • Understand the psychology of selling and the role of emotional intelligence in sales success.
  • Identify and leverage both implied and explicit customer needs—the true heart of effective selling.
  • Recognize various buying motives and decision-making drivers.
  • Practice effective cold calling and appointment-setting techniques.
  • Master different approaches to opening sales conversations.
  • Use interrogative conversations to uncover customer challenges, problems, and pain points.
  • Tailor solutions to directly address customer concerns and priorities.
  • Apply proven techniques for handling objections confidently and professionally.
  • Understand and implement trial closing methods to gauge buyer readiness.
  • Practice a range of closing techniques to secure the sale.
  • Explore strategies for upselling and cross-selling.
  • Build genuine rapport to foster long-term customer relationships.
Advanced Selling Skills