New Sales at the top level

Sales Advanced Training is a complex business skills training course, the overall aim of which is to provide senior sales colleagues and commercial or sales managers with a high level of professional development, to strengthen an effective, proactive sales approach, to increase professional commitment and to maintain motivation.

The development process aims to make the entire sales process, sales area or sales organisation more effective by shaping the overall sales approach and attitude. By the end of the training, the participants will become sales consultants and will learn what it takes to support a sales team and build a complete sales organisation. They will learn how to develop a sales portfolio management approach, how to manage the different types of products and services, the types of partners, and how to develop and implement appropriate sales strategies in the light of these.

The 3-module course covers the elements of the entire sales process (pre-sales, sales, after-sales) at the highest possible professional level and prepares senior salespeople and sales managers to audit and optimise their own sales organisation and to apply the tools available to them to support the sales process in the most effective way by thoroughly mapping their own sales chain and processes.

This is the most complex sales training available on the training market, enabling the acquisition of real consultancy skills in line with international sales standards. It provides effective support for the development of sales organisations along the entire sales chain, by exploring the possibilities for coordinated cooperation between the different areas of support (branding, marketing, administration, customer service, service, etc.).

During the development process, participants will also learn how to assess and qualify both individual and group sales performance, and how to audit and improve their own sales tools and processes.

Regardless of the industry context, the training is recommended for all senior salespeople, sales managers and sales professionals whose main task is to support and develop the sales process - including sales organisation planning, capacity analysis, sales process preparation, closing and follow-up.

We also recommend it to all sales or commercial staff who are involved in sales discussions with high-level decision makers on high-value products or services, where the product or service being sold requires a more complex technical insight in terms of business impact. Or they want to conduct strategic, high-value sales negotiations in Hungarian or a foreign language, online or in person.

By the end of the development process, participants can become real tradeand sales consultants. During the training, they will learn what it means to build, support and develop a sales organisation, to support a sales team effectively, to evaluate performance and to improve performance. They will learn the aspects of sales portfolio management, how to manage different types of products and services, types of partners and how to develop and implement appropriate sales strategies in the light of these aspects.

Preparing the sales process

• 21st century customer experience trends, buying habits and consumer needs
• Basics of sales portfolio management (WHAT, WHO, WHY, HOW?)
• Product or service?
• The importance of market research, market analysis, competitor monitoring
• Point-of-sales platforms, merchandising trends
• Online, offline sales
• Branding, Marketing, PR, Sales promotions

Sales strategies

• Sales objective, planning, organisation, execution
• Pricing strategies, options
• Market acquisition, market creation
• Market risk analysis
• Hunting and Farming strategies
• Proactive and Reactive Marketing
• Portfolio Management
• WHAT, WHEN, HOW and WHY to sell?
• Process thinking, sales channels and alternatives

The sales organisation

• Sales support tools and areas, the importance of teamwork
• The whole value chain approach to sales
• Sales-capacity planning
• The Sales organisation: sales objectives, tasks, processes, departments, teams and people
• Sales-performance analysis
• Cost of Sales

Evaluation and motivation of the salesperson, consultant

• Who is a good Sales person? The basic sales skills
• Shaping the "Sales Attitude" - who to and what to align it with?
• Expert advice as the basis for consultative selling
• Brand-awareness and brand identity
• Maintaining intrinsic motivation and its role in selling
• Performance evaluation of the Sales organisation
• Individual sales-performance indicators
• Introduction of financial incentives? Commissions, bonuses, sales incentives

Portfolio management: product and customer types

• Product and service management
• Stakeholder analysis
• Classification of market participants: criteria and decision-making
• Partner attitude and tools for partner development
• Understanding and identifying customer preferences
• Purchasing propensity by customer type (who, what, when, why, how?)
• Basic rules for effective customer management
• The "chemistry" of an effective salesperson

The sales meeting

• Preparing for a sales meeting: objectives, tools, people
• Making contact: creating engagement
• Influence - influencers, behavioural psychology
• Opening up, making contacts
• Needs assessment, questioning techniques
• Negotiation strategies and negotiation techniques in sales
• Customer management: the problem-solving, advisory role
• The value-adding, partnering approach
• Dealing with objections, complaints, grievances

Closing, contracting, evaluation and follow-up

• Closing the sales process: types of agreements
• Contracting as an additional sales opportunity
• Upselling
• The basic after-sales processes
• Efficiency analysis
• Elements of a realistic sales audit, how to evaluate the sales job
• Basic directions for optimal sales development: product development, process development, sales team development, and other market building tools
• Relationship management and proactive customer management
• Complaint and problem handling and as a sales opportunity

It is not a prerequisite for the Sales Advanced training, but at the same time, we strongly recommend you to complete our "Sales Basics" training before this complex training! After the top-level training, to further develop what has been learnt during the training, we offer the possibility of "shadow coaching" on an individual level, during which a qualified coach will review with each participant his/her own sales job, tasks and processes, and help to optimise and make more efficient the very specific sales organisation and sales job. If necessary, he will observe each senior colleague in Hungarian and foreign-language negotiation situations, after which the participant will receive personalised feedback, reinforcement and concrete, practical advice on how to improve his mistakes and how to deal with difficult situations.

After the advanced sales training, we recommend one of our advanced sales training courses to support level maintenance and professional development:

• Sales negotiation techniques
• Telesales and cold calling training
• Self-Branding - building your brand