Advanced Selling Skills

As products and services become more alike the real competitive edge lies in the skill of those dealing with customers. Advanced Selling Skills takes selling skills to a more advanced level.


In a competitive situation, every minor aspect of selling becomes more important. As products and services become more alike, or can answer the same needs in different w

ays, it is the sales process that makes the difference. As we seek to build differentiators in our propositions, we must seek to build differentiators in our sales force.Bad products/services sold well will always, in the medium/long-term, beat good products sold badly.

This course provides advanced skills to ensure the maximum opportunity for a competitive edge in the sales force.

Who Should Attend
Those who have attended good sales training in the last two years.

2 Days

Advanced Selling Skills – Course Objectives

Participants will learn:

  • the key elements of advanced selling
  • how to ask delicate questions without offending the other person’s ego or obtaining ‘lies’
  • how to change priorities through a powerful questioning sequence
  • to use listening skills to obtain all the information, including that which the other person did not intend to give
  • how to improve their Non Verbal Communication skills and read the NVC of others in the sales environment
  • how to build on the skills to present benefits in a face-to-face situation
  • how to modify the presentation to meet varying personal and business needs
  • how to handle objections/reservations in a ‘low key’ professional manner without ‘sounding like a parrot.’


Advanced Selling Skills – Course Outline

Changes In Selling
Defining the changes in selling
The future of ‘selling’
Being perceived as business partners

Advanced Questioning
Key questioning concepts
Asking delicate questions
Changing the priorities through questioning
Uncovering latent needs
Converting agreed ‘needs’ into priority actions
Building personalised sequences
Alternative prefaces for difficult questions and uncovering confidential data
Protecting the other person’s ego
Handling questions in a way that takes the sales process forward
How to obtain information that the other person did not intend to give

Non-Verbal Communication
Why is NVC important?
NVC causes
NVC considerations
Understanding the components, pitfalls and effects of NVC
Recognising NVC patterns – deceit, openness, stress, indecision and boredom
Controlling our own NVC and developing
An effective personal style
NVC in the sales process

Advanced Presentation Skills
Understanding the personal motivation of buyers
Matching the personal needs of the other person
Revision of presentation concepts (benefit sequence, trial closing)
Using ‘personal benefits’
When not to use personal benefits
Polishing presentations

Advanced Objection/Reservation Handling Techniques
Understanding the underlying causes
How are objections vocalised
Pre-handling objections
The L.A.I.D.-back® approach to handling objections and reservations in a professional low-key manner
Variations on objection handling for different situations/people
Combining different objection handling techniques
Developing an effective personal style
Building personalised sequences/statements