Advanced Sales Techniques

TAILOR-MADE TRAINING (IN-COMPANY)

Advanced Sales Techniques is designed for experienced sales professionals who want to refine and deepen their selling skills. No generic tips or basic principles, but tactical insights, techniques, and tools that have an immediate impact on your results.

This hands-on training strengthens the confidence of commercial profiles in asking targeted questions, uncovering and influencing buying criteria, handling objections, and closing deals convincingly.

Through realistic cases, role plays, and concrete action plans, we translate theory into real-world impact — immediately applicable and delivering lasting results.

THE ESSENTIAL OBJECTIVES

  1. Generate more impact during initial contact with prospects and customers
  2. Structure and steer sales conversations smoothly and purposefully
  3. Identify and strategically influence buying motives and decision-making criteria
  4. Handle objections and doubts professionally and persuasively

PROGRAM

  1. Initial Contact with the Customer
    • First impressions & the 20-second rule
    • Using charisma and voice as persuasion tools
    • Aligning body language with your message
  2. Interview Techniques & Needs Analysis
    • Active listening and questioning strategies (open, closed, control, mirror questions, etc.)
    • Emotional vs. rational buying motivations
    • Analyzing and interpreting buying criteria
  3. Presenting & Persuading
    • Applying the KBVV model tailored to the customer
    • Influencing criteria on the customer’s value scale
    • Increasing persuasive power through strategy, rhetoric, and skills
  4. Handling Objections
    • Typology and approaches to objections
    • Specific strategies for handling price objections
    • Techniques to turn objections into opportunities
  5. Aftercare & Follow-up
    • Recognizing the right timing for follow-up
    • “Interim actions” and keeping leads warm
    • Checklist for analyzing sales conversations
  6. Individual Action Plan

TRAINING METHOD

Discover
This approach is essential as it enables us to act quickly and effectively. We focus on a fast yet efficient preparation process, ensuring the training fully meets your current needs and expectations while preparing you for tomorrow’s challenges.

In addition, before each separate session, we can conduct an online survey among participants to address individual needs. This frees up valuable time during the training for practical exercises instead of filling out assessments.

Deliver
What makes us different?

During the training, participants are placed in situations that reflect their real-life work context. This makes the transfer of techniques easier and increases both motivation and engagement.

  • Our trainers are also active as (interim) managers and/or business leaders. Our programs combine action, experience, and practical, applicable methods.
  • Four main objectives/competencies per course: less is more
  • 80% tailored exercises and role plays – 20% theory
  • Syllabus and memory cards for post-training support
  • Active pedagogy: focus on group dynamics and interaction
  • Continuous feedback from the trainer and peers
  • Checklists and competency tests conducted mainly online before the training, to maximize time for exercises, feedback, and interaction
  • After each knowledge transfer, participants make result-oriented decisions and present them to the group, using a handy mnemonic action card

Decondition
How do we prevent your employees from falling back into old habits after the training?

Unlearning old habits and strengthening new ones is a skill a trainer must provide. People are creatures of habit, and we believe in Pavlov’s principle of conditioning.

Our trainer will determine the necessary tools to ensure long-lasting results, for example:

  • Managers and the HR department receive follow-up documents and action plans from participants
  • VAH Consulting develops training videos and/or multimedia tools to reinforce new behaviours
  • Three months after the training, VAH Consulting conducts an online evaluation to measure behavioural changes — a truly useful tool for managers and HR to follow up and assess
  • Coaching or info sessions for managers or HR on the approach and expected results of the training

More info

If you would like more information about the content, you can always request an appointment without any obligation.

Contact us

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