Advanced Sales Techniques

  • Overview
  • Objectives
  • Course Content
  • Methodology

Discover a new attitude towards selling, and improve your skills to be successful in cross selling, up selling and overcoming resistance. This intensive program covers a huge range of selling skills and knowledge to improve performance and increase your company’s profits. Delegates will explore all the skills they need to add value to their customers’ while increasing sales for the company.



  • Understand sales strategy and how to deliver exceptional customer service
  • Explore the psychology of selling and Analyze how customers think and feel
  • Learn how to write proposals that are both interesting and informative
  • Analyze the importance of time management and planning skills in sales
  • Prepare effective opening and closing techniques
  • Identify different buying signals and the opportunity for upselling and cross-selling
  • Discuss needs analysis and employing questioning techniques
  • How to deal with objections
  • Learn how to present with impact and conviction that results to tangible results
  • Appreciate the importance of building lasting client relationships
  • Set goals and objectives and how to stay on top of them
  • Define motivation and how to stay motivated and positive

Below is an example of the course content. The content can be ‘tailored’ to meet the exact requirements of the client.


Day One

Sales strategy

·         Review the basic selling skills

·         Key account management

·         Relationships management

·         Delivering exceptional customer service

The psychology of selling

·         How the customer thinks and feels

·         Quality of selling – moving beyond the price

·         Improving your strike rate

Proposal writing

·         Parts of a proposal

·         Professional writing techniques

·         Presenting your proposal

Time and area management

·         Why is time your most important resource?

·         Managing your time and your area

·         Organizing and prioritizing


Day Two

The power of positive thinking

·         Your attitude makes a difference

·         Improving ‘attitude’

·         Emotional intelligence

Adding value to your customers

·         Combining sales and service

·         Cross selling and up selling

·         Matching features and benefits to customers’ needs

·         Value through cross selling

·         Value through up selling

Sales presentations and pitching

·         Effective presentation skills

·         Overcoming presentation challenges

·         The elevator pitch

·         Transactional versus consultative selling

Building maintaining relationships

·         Gaining your customer’s trust

·         Creating your personal and organizational band

·         Dealing with difficult customers


Day Three

Overcoming resistance

·         Why customers resist?

·         Overcoming resistance

·         Clearing up misunderstanding

·         Negotiation skills

·         Dealing with drawbacks

·         Overcoming stalling


·         Motivators and de-motivators

·         Maintaining a positive ‘frame of mind’

·         Being motivated to solve problems

Setting SMART goals and objectives

·         Identifying personal goals and objectives

·         Developing a personal action plan

·         Implementing the action plan

·         Agreeing on effective follow up processes


The foundation of our training is anchored in activity-based experiential learning. This methodology takes into consideration different learning and communication styles, and more importantly language and cultural differences. It is through active participation that the adoption and application of theory is expedited. Our training team pays careful attention to planning and designing effective instructional methods essential for the transfer of knowledge. It is the creative skill of our management trainers and consultants that reveal untapped skills of the delegates through:

  • Group discussion
  • Individual and syndicate activities
  • Individual and group tasks
  • Case studies
  • Role plays
  • Audio and video evaluation
  • Action planning
  • Experiential learning games
  • Presentations
  • Assessments
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