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: Challenger Sales Training
Take control of the sale - Help customers make sense of what they’ve learnt without you.
Thanks to the ongoing effects of the pandemic, 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 sales techniques in Advanced Selling: Challenger Sales Training.
0
+
SALES REPS TRAINED
0
+
E-LEARNING STUDENTS
0
+
COUNTRIES
0
+
LANGUAGES
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
Identify valuable insights, instil confidence and present unique solutions to take big deals over the line.
Does the type of sales rep I am now matter?
Yes. Challengers dominate complex sales, and if you want to get ahead – you have to be following the same successful challenger sales techniques. In the Challenger Sale book, Dixon, Adamson and their colleagues researched the attitudes and behaviours of thousands of sales reps and discovered that they fall into one of five distinct profiles. Take a look below. Can you identify the type of sales rep you or your team are?
The Hard 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 Challenger
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 Relationship Builder
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 Problem Solver
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 WOLF
They follow their instincts. Have an abundance of self-assurance. Can be challenging to manage but can deliver satisfactory results.
Why choose the Challenger approach to sales?
The Challenger approach is to sales is built on an understanding of prospects’ business, which helps to become a respected partner of the sale – in turn, quickly advancing the sale.
Today sales teams change quickly, and we often see companies stuck when not everyone on their remaining team has challenger traits. The fact is, everyone can develop them.
Stand out from the crowd with a new approach to the conversation by learning challenger sales techniques that satisfy prospective and returning buyers.
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®?
Incorporating sales techniques from The Challenger Sale 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 that incorporates some of the advanced skills reps need to be confident and competent enough to take big deals over the line – without risking real business.
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-Day In-Person Training Multiple 90 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.
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.
E-LEARNING | SOCO ACADEMY
flexible, affordable and EFFECTIVE on-demand learning.
SOCO Academy is an instant, flexible and effective solution to learning advanced selling 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.
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.
ADVANCED SELLING TRAINING IS available in
apac LANGUAGEs
SOCO Sales Training proudly provides regional teams with training in four APAC languages: Indonesian, Thai, Mandarin and Vietnamese. Regional teams can learn new skills in their native language while minimising downtime and maximising results. Training teams across Asia 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
Control your sales results
Become a challenger: request pricing and discover the appropriate modules for your team. Our experienced program advisors are happy to help.