ADVANCED SAles training: take control of the sale
Take Results to The Next Level with Advanced Selling Techniques
ADVANCED SELLING
Take Control of The Sale
Advanced Selling SKILLS Training
From Salespeople To Trusted Advisors: BALANCING PERSUASIVENESS WITH TACT TO TAKE BIG DEALS OVER THE LINE.
B2B buyers’ behaviour is changing rapidly—a problem exacerbated by the growing need for virtual interactions and purchases.
While prospects are more informed than ever, they also struggle to make sense of the extensive range of information they’re trying to process. As a result, buyers become paralysed about making decisions without second-guessing themselves.
Take control of the sale. Help customers make sense of what they’ve learnt without you by learning how to provide unique insights and instil confidence in buyers with valuable challenger-inspired sales techniques in Advanced Selling.
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Signs YOU Need to
TAKE CONTROL of the sale
The fact is, today B2B buyers only spend 17% of the total purchase journey with sales reps. That’s probably because the older professional generation is making way for Millenials- 44% of which prefer no sales rep interaction at all in a B2B setting. As a result, advanced selling is the best way to reach those prospects.
B2B buyers are overwhelmed with information about complex solutions, affecting their willingness to buy. So much so that customers who report encountering overwhelming amounts of information are 54% less likely to purchase. That’s not to say your ideal customer doesn’t trust you; they just don’t know what to do next. Advanced selling help customers make sense of what they’ve learnt without you, which is more likely for them to become loyal – and spread the good word.
Although there was a time when relationships mattered above all else -customer expectations have changed. These days, if you want to successfully increase your sales results – you need to bring something more to the table than asking intelligent questions and explaining the value of your benefits and solutions.
Instead, your customer’s behaviour has changed; they can learn about needs and solutions on their own, and they don’t need a sales relationship the same way they used to.
Do the statements above sound familiar? You might need to develop advanced selling skills to be confident and competent enough to take big deals over the line.
ADVANCED SAles training: take control of the sale
Learn how to balance persuasiveness and tact.
What is Advanced Sales Training?
Advanced sales training refers to providing your team members with advanced skills to enable them to handle bigger and more complex sales.
Typically, sales agents must have a solid grasp of the fundamentals before proceeding to more complex training sessions.
Advanced sales training empowers agents to go beyond the financial aspects of a deal and focus on establishing a connection with clients, enabling them to sway their buying decisions.
What Are Advanced Selling Techniques?
Advanced selling techniques are the strategies and tactics that sales professionals use to engage potential customers, build relationships, and close more deals.
By using advanced selling techniques, salespeople better understand customers’ needs and behaviour, allowing them to adapt to different selling situations.
WHAT DOES AN ADVANCED SELLER LOOK LIKE?
Advanced sellers who use various advanced selling techniques are proficient at adapting to different selling situations and customer needs, allowing them to handle any sales challenge.
They take control of the sale by teaching, tailoring, and taking control of the sales process in every way.
Not only do they have a deep understanding of the customer’s business and challenges. But can also provide unique insights that the customer may not have considered.
Advanced sellers challenge customers’ assumptions and push them to think differently about their business and the necessary solutions. They are fearless in taking control of the sales conversation and guiding the customer towards a solution in their best interest.
Overall, advanced sellers are strategic and consultative in their approach, using their expertise and insights to provide value to the customer and differentiate themselves from competitors. They focus on building long-term customer relationships and helping them achieve their business goals.
Wondering if you have advanced sellers in your organisation? Here are some of the traits of advanced sellers and what they look like:
The Industrious Worker
Always willing to go one step further. Super self-motivated. Determined to complete tasks. Appreciates feedback for personal development. Doesn't give up easily.
The Controller Sales Rep
Loves to debate and isn’t afraid to push the limits of the customer. They’re well versed in the customer’s business, allowing them to give valuable insights the customer might not have come up with independently. Possess the ability to have a changing view of the world.
The Connector
Generous with their time. Maintains excellent connections with everyone. A classic consultative selling representative who asks lots of questions. They are focused on building relationships with customers.
The Thinker
Detail-oriented. Laser-focused on solving problems. They are known for being reliable. Their primary focus is on customer service, not closing sales.
THE LONE WOrker
They follow their instincts. Have an abundance of self-assurance. Can be challenging to manage but can deliver satisfactory results.
Advanced SELLING TRAINING
Course Outline
- Understanding Your Customer's Business
- Educating Your Customer to Differentiate
- Building Relationships with Key Decision Makers
- Creating Your Partnering Strategy
- Tailoring Your Presentation
- Taking Control of the Sale
Why learn advanced selling techniques with SOCO®?
Fans of the Challenger Sale will know that incorporating these types of sales techniques into your sales takes experience and effort.
While it can be helpful when done right, when attempted by inexperienced and not naturally tactful aggressive salespeople, it can backfire and lead to lost sales instead of increased sales.
That’s why SOCO offers an Advanced Selling training program incorporating some advanced selling skills your reps need to be confident and competent enough to take big deals over the line – without risking real business.
Fans of Challenger Sale training come to us to equip their teams with the skills needed to:
- Represent themselves as experts.
- Build relationships with key decision-makers.
- Tailor presentations.
- Take control of the sale.
Overall, we focus on taking your sales representatives from order takers to respected partners of your customer’s business who know how to advance the sale.
This approach and skill are essential for reps dealing with high-level clients to be able to command the respect they need to close high-ticket sales.
Advanced Selling Training is for seasoned sales professionals who must learn to assert themselves and push for the sale when necessary.
ADVANCED SAles training: take control of the sale
Identify valuable insights, instil confidence and present unique solutions to take big deals over the line.
Who is Advanced Sales Training for?
SOCO®‘s advanced selling course is for seasoned sales professionals who are ready to learn how to assert themselves to effectively take control of a sale, without coming across as pushy or arrogant. Fans of Challenger Sale training chose SOCO®‘s Advance Selling Training for it’s balance of persuasiveness and tact.
Duration
1-3 Days In-Person Training Multiple 120 Minute VILT Sessions
For who
Seasoned Sales Professionals
Format
Live Workshop or
Virtual Instructor-Led Training
PROGRAM DELIVERY OPTIONS
LIVE IN-PERSON, LIVE VIRTUALLY OR ON-DEMAND LEARNING
CHOOSE THE TRAINING DELIVERY THAT WORKS FOR YOU
Live In-PERSON TRaining
FUN, HIGH-ENERGY & COLLABORATIVE CLASSES
SOCO®‘s onsite training, brings our experienced instructors to you. Learners can learn new skills with their colleagues, while engaging in role plays, brainstorming exercises and active group discussions. They’ll receive immediate coaching and feedback throughout the session so they leave the session with new skills that have been learnt, practiced and fine tuned.
E-LEARNING | SOCO ACADEMY
flexible, affordable and EFFECTIVE - on-demand learning.
SOCO Academy is an instant, flexible and effective solution to learning advanced social networking techniques right away. Want to start learning new skills tonight in your pyjamas or during your morning commute? The choice is yours. Join SOCO Academy and learn how to network online at your own pace.
VIRTUAL INSTRUCTOR-LED TRAINING (VILT)
ENGAGING, IMMERSIVE & INTERACTIVE LEARNING EXPERIENCE THAT REPLICATES AN IN-PERSON CLASSROOM VIRTUALLY
All of our live virtual training programs are highly engaging and interactive. Our VILT solution leverages over 20 years of sales expertise with video and digital technology for learners to benefit from a virtual classroom experience that replicates in-person learning. We achieve this by using a combination of chat, polls, and live discussion to participate in the training. As well as encouraging the use of breakout rooms for group discussions and sharing critical points to reinforce training.
ADVANCED SELLING TRAINING IS available in
GLOBAL LANGUAGEs
SOCO Sales Training proudly provides regional teams with training in global languages including common European languages and APAC languages including Indonesian, Thai, Mandarin and Vietnamese. Regional teams can learn new skills in their native language while minimising downtime and maximising results. Training teams around the world so everyone can learn the same cutting-edge skills.
ADVANCED SELLING Training PROGRAM MATERIALS
INCLUDED TRAINING MATERIALS
All participants receive complete Advanced Selling workbooks, post-training reinforcement content and access to our private Facebook group for ongoing support.
ADVANCED SAles training: take control of the sale
Identify valuable insights, instil confidence and present unique solutions to take big deals over the line.
Advanced SELLING TRAINING
THE Challenger Sale MODEL Explained
What is the Challenger Sale?
The Challenger Sale archetype is one of four archetypes explained in the book, The Challenger Sale. Here are 5 KEY sales tips that you can start using to improve your own sales techniques.
OUR CLIENTS
•Spotify•
•Salesforce•
•QuickBooks•
•MAERSK•
•Hewlett-Packard•
TAKE CONTROL OF sales results
Become a controller: request pricing and discover the appropriate modules for your team. Our experienced program advisors are happy to help.