Advanced Sales Excellence

Two-day course running 23 and 30 September 2026.

The Advanced Sales Excellence programme strives to improve outcomes from business meetings through a more structured and focused approach to selling and negotiating.

The programme aims to drive business performance through a well-planned approach and solid meeting framework, helping delegates to understand each stage of the sales process and the importance of creating a clearly differentiated solution for their clients.

This course is delivered from the Chamber's modern training facilities and is limited to a maximum of 12 delegates to allow for learning. Lunch and refreshments are provided as part of this course.


Agenda

- 09:30 — Day One: Preparing for the meeting by planning your objectives and approach.
- 10:30 — Day One: Where to find information to help you prepare and creating a structure for the meeting.
- 11:30 — Day One: Getting the meet and greet right.
- 12:00 — Day One: Getting rapport quickly and encouraging the client to talk and open up - finding out client needs.
- 13:00 — Day One: Structuring your questioning technique around SPECIFICS.
- 14:00 — Day One: Identifying the key motivators of the client and using them to prepare for objections.
- 09:30 — Day Two: Constructing a value proposition which the client will find attractive and want to buy.
- 10:30 — Day Two: Presenting the value proposition in a way that feels positive for you and compelling for the client.
- 11:30 — Day Two: Negotiating the solution and dealing with concerns/questions or objections quickly and elegantly.
- 14:00 — Day Two: Finalising the details with the client and addressing the needs of other influencers to the purchase decision.


What's included

- Lunch and refreshments provided


Who this is for

Field Sales professionals or those moving into such roles.