Sales training programs for Corporates, SMEs and Independent Learners. For 20+ years we have been helping sales people change their behaviours to drive performance and bottom line results. We provide e-learning and performance support for global and small to medium-sized businesses and individual independent learners. We enable organisations to maximise performance through flexible delivery of effective online training, available anytime anywhere, which drives and sustains behaviour change.

1. Sales Training Programs for7 stages in Sales Cycle
By Advance Selling Skills Academy
www.as-sa.co.uk, www.advancetm.com
Contact:
UK: 0845 1259098, India: +91 7940194658
customerservices@advancetm.com

2. The 7 stages in Sales Cycle
Stage 1: Prospecting
Stage 2: Lead Generation
Stage 3: Prospect Qualification
Stage 4: Sales Presentation
Stage 5: Objection Handling
Stage 6: Closing the Deal
Stage 7: Reference Generation

3. Defining the Stages
Stage 1:
• Prospecting – It’s basically the hunting stage of ‘Sales Cycle’. It requires customer interaction and meetings. The
salesperson needs to hunt profiles that are looking out for a solution for their ‘pain’.
Stage 2:
• Lead Generation- In this stage, the salesperson needs to identify prospects are willing to share their information and
details to fix their need or ‘pain’.
Stage 3:
• Prospect Qualification- In this stage a salesperson needs to assess the prospect against parameters like intent, interest,
ability to pay etc.
Stage 4:
• Sales Presentation: In this stage the salesperson needs to communicate his proposals and solutions to the prospect.
Stage 5:
• Objection Handling: Every salesperson needs to go through this unavoidable stage. Queries and objections should be taken
positively and to be addressed professionally.
Stage 6:
• Closing the deal: It is the most important decision making stage. With elimination at every stage, few deals come up to this
level.
Stage 7
• Reference Generation: An effective salesperson should not leave the ‘sales cycle’ at stage 6. He should always try for
generating reference from his customers. A reference from existing customer is always appreciated.

4. Skill sets for different Sales stages
Sales Stages Required Skill Sets
Prospecting Product Knowledge, Industry knowledge, Market insights.
Lead Generation Customer Interaction, Techniques of Need Analysis.
Sales Qualification Listening skills, Assessment Skills, Solution Mapping skills.
Sales Presentation Product Knowledge, Competition knowledge, Communication
Skills.
Objection Handling Communication skills, product Knowledge, Evidence sharing
skills.
Deal Closing Negotiation Skills, Communication Skills, Relationship Skills,
Product knowledge
Reference Generation Relationship Management Skills, After sales servicing skills.

5. Corresponding Training Programs
Sales Stages Required Skill Sets Recommended Training
Prospecting Product Knowledge, Industry
knowledge, Market insights.
The art of cold calling, Cold calling
Techniques, Telephone etiquettes etc.
Lead Generation Customer Interaction, Techniques of
Need Analysis.
Methods of Need Analysis, Art of Lead
Generation.
Sales Qualification Listening skills, Assessment Skills,
Solution Mapping skills.
Methods of Sales Qualification,
SCOTSMAN
Sales Presentation Product Knowledge, Competition
knowledge, Communication Skills.
Professional Selling Skills Program.
Objection Handling Communication skills, product
Knowledge, Evidence sharing skills.
Major Account Penetration Program
Deal Closing Negotiation Skills, Communication
Skills, Relationship Skills, Product
knowledge
Major Account Selling Skills program.
Reference Generation Relationship Management Skills, After
sales servicing skills.
The techniques of Relationship
Management, Up-selling techniques.

6. Thank You

7. Thank You