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Advanced Sales Training 

Advanced Selling Skills Course

The Six-Step Shift: Transform Your Sales and Grow Your Bottom Line

Course Outcomes

This advanced selling course will:

  • Question existing attitudes and beliefs about sales and selling.
  • Review sales strategy.
  • Outline the customer relationship management process.
  • Explore communication skills related to selling and sales.
  • Provide solid advice for building and cultivating a network.
  • Offer strategies for avoiding sales burnout.

Available Formats

  • One-Day Course
  • Two-Day Course

Course Overview

Too often salespeople complain about being stressed out, overworked, and unable to find extra hours in the day. Some are so busy working in their business that they don't have time to work on their business.

But unfortunately, as many a fortune cookie has revealed, people who continue to live in a way that is not working can hardly expect results that are any different than those they have now.

This interactive sales training workshop, The Six-Step Shift: Transform Your Sales and Grow Your Bottom Line, is not just about action but about choosing the right actions to improve sales results.

The following outline highlights some of the course's key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of participant materials prior to the session(s).

Program Objectives

At this program's conclusion, participants should be able to:

  • Articulate sales goals.
  • Effectively address past and future failures.
  • Ask and answer questions like a CEO.
  • Employ an effective and efficient CRM system to manage relationships with prospects and customers.
  • Add value to relationships with prospects and customers.
  • Adapt to different types of customers.
  • Position themselves as "the" expert.
  • Build a strong, professional network.
  • Maintain the momentum to stay focused and on top of short and long-term sales career challenges.

Workshop Outline

The First Shift: Building Confidence and Identifying Beliefs
This program begins with an examination of principles and attitudes. From making choices to dealing with failure, participants will examine essential beliefs for projecting confidence and learn how to live by principles they deliberately choose instead of those for which they merely settle.
The Second Shift: Thinking Like the CEO
Running a business requires commitment, planning, strategy, and resources. Regardless of their job titles, participants will be challenged to answer the hard questions chief executive officers routinely ask about budgeting, ROI, and resource management. By the end of this segment, they will have a clear view of what they know about their work and what they need to investigate in order to make informed choices.
The Third Shift: Adopting Systematic Relationship Management
Given a choice, customers want to work with experts-preferably the expert. Furthermore, they want their salespeople to serve as resources and add value beyond taking orders. In this module, course participants will explore steps they must take to position themselves and "the source" and systems they should put in place to ensure contact in a planned and purposeful way with both new and existing customers.
The Fourth Shift: Choosing Effective Communication
Master communicators and master salespeople know how to listen and how to ask questions. This segment explores the concepts of intuition, courage, and empathy. Through sample cases and role plays, participants will learn how to connect with their customers, how to construct meaningful questions that uncover needs, and how to ask for business.
The Fifth Shift: Nurturing Networks
People need people, and salespeople need people more than most. This part of the program examines three essential elements of successful networking. From defining networking goals to acting with integrity, participants will complete this segment of the course with a clear understanding of what networking can and cannot do to increase their sales. Furthermore, they will have an action plan in place for building their networks and nurturing existing contacts.
The Sixth Shift: Avoiding Burnout and the Status Quo
This final segment of the program focuses on crafting a development plan and following it to ensure participants are evaluating their goals, measuring results, and challenging themselves to stay on top of technology, trends, and the daily demands of building a business.

By the conclusion of this workshop, participants should return to work with a renewed sense of purpose about their careers as salespeople and a plan for boosting their sales to a new level.

Questions This Page Answers About Advanced Sales Training

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