Advanced Selling & Price Negotiating

What every salesperson wants to achieve
In this powerful master-class you, and your salespeople, account managers and customer support staff learn seven key sales, price negotiation and interpersonal techniques and skills used by the world’s most successful salespeople.

Individually each of these techniques wins you more business. Together, they add up to a truly spectacular professional sales performance. And, whilst several of these techniques are advanced, delegates don’t require earlier training in sales or negotiation in order to learn and apply them immediately.

Sales techniques borrowed from world’s leading ‘Blue Chip’ companies
Consider for a moment, how a 20%, 30% or even a 50% increase in sales would affect your success and boost your personal income. Not just any sales, but high quality, high margin orders from customers you most want to win. Now you and your sales team can achieve this increase, and more, when you apply the seven skills practised by the world’s best salespeople.

What specifically will I learn?…

How to win your competitors’ best customers
Often the most valuable customers are locked into preferred suppliers. In this master class you’ll learn strategies that help you to break in and win these accounts.

Two powerful ‘relationship’ selling skills that persuade customers to buy
‘Relationship’ selling is now accepted as the most effective approach for winning and retaining customers. You’ll find relationship development and techniques that maximise the order value and the profitability of each customer. How can you be sure they work? Mike taught negotiating skills to senior buyers over many years

How to get your first customer meeting off to a positive start
Research has identified three essential steps you must take at the very first meeting to make the customer sit up, listen and engage.

Advanced questioning that persuades hesitant customers to buy
Traditional open and closed questioning techniques are the cornerstones of professional selling, they gain information but do little to encourage the customer to buy. See how top salespeople also use a subtle, higher level questioning technique that actively persuades customers to buy.

Overcoming objections; turn-around techniques made easy
Top salespeople use two easy-to-apply but powerful techniques that uncover real objections and involve the customer in resolving potential difficulties.

Two rarely taught but amazingly powerful price-negotiating skills
In sales negotiating there are two skills that really matter. Master these and you’ll win a higher price and better terms – all without risking the sale. You also understand the clever negotiating tricks used by professional buyers – and how to overcome them.

How to gain an immediate, significant advantage over competitors
What interests customers most is how they gain by buying what you sell. Top salespeople present their products or services in a unique customer focused way that wins attention and makes competitors appear lacklustre and risky.

Closing; how to close more orders without fear of rejection
There are dozens of closing techniques that claim to work. Top achievers use a soft-close approach. It’s safe, natural and closes sales faster. Mike also reveals the latest, surprising research into the traditional closing techniques – do they or don’t they work?…

Key skills and techniques you will learn in this Masterclass

• Sales strategies that lift your order rate by 50% or more – with no increase in effort
• Two interpersonal skills that make customers want to buy from you
• A subtle but powerful way to ask questions that drives customers to buy
• A simple but highly effective way to overcome customer objections
• Two deceptively easy but amazingly effective price negotiating skills
• Negotiation strategies practised by professional buyers – how you overcome them
• How to close the order, without risking rejection
• How you encourage existing customers to buy more

Is this master-class for you – and your team?
This master-class is for everyone responsible for winning new customers, clients or accounts. It also teaches essential sales skills for directors, executives and partners in professional practice who influence a customer’s buying decision.

The content and learning is relevant to all business-to-business market sectors. They include professional services, consultancy, finance and banking, IT, telecommunications, manufacturing, technology, service sectors and training.

Mike Kingston has been described as the most practical and effective facilitator for learning advanced selling techniques in the UK today. Over 17,000 salespeople – many from the top 1,000 UK companies – have already experienced Mike’s seminars. He has also taught more than 380 UK sales teams. Mike has also presented negotiating skills courses for professional buyers of many of the UK’s leading industrial and manufacturing companies.

Our seminars offer you the best value for money in the UK. Your presenters are all UK based business experts, you will enjoy the best seminar venues across the UK, using comfortable round table format. You can choose from a range of seminars, on a selection of topics, including management skills, business skills and sales techniques. Our seminars are effective, because we focus on a three hour window with one short break, so we can deliver what would usually be a day’s learning in just half a day. We look forward to welcoming you in the near future to join the hundreds of companies that have benefited from our seminars.