Sales Training Australia – Use question-based consultative selling techniques to come across as a problem-solver and trusted advisor
Looking for customised Professional Sales training at your workplace? Discuss with us how we can help ignite your team’s sales performance by sending a Facilitator to your workplace to deliver a business sales workshop, usually a two-day, one-day or half-day or workshop for around 10-20 people, or a speaker for your conference, or 1:1 coaching.
For a custom quote contact us here
Do your people make these selling mistakes:
- quick to discount, instead of negotiating based on value?
- suffer from sales call reluctance?
- give excuses why they can’t reach target, instead of doing whatever it takes?
- wait for incoming orders instead of creating new customers (= the job of a salesperson)
===
And importantly, do your salespeople remember to ask enough questions to identify the best solution for clients, or do they rush in too soon to offer a solution? Telling is not Selling. A client judges your people on the questions they ask, not by what they say in a ‘pitch’.
Training your sales team yields a huge return on investment (ROI), paying for itself many times over with increased profits . . . and morale.
View a short video from Nina Sunday
on mistakes salespeople make.
< 4:38 Min>
Professional Sales training – Program Content
- Selling skills today – time-proven fundamentals vs. new practices
- Solution selling – become an expert diagnostician to match solutions to customer needs
- The 7 keys –
- Develop product knowledge
- Identify sales prospects
- Self-manage sales activities
- Present a sales solution
- Manage buyer resistance
- Secure prospect commitment
- Support post-sales activities
- Become a product expert. Sell benefits and configure value-added solutions
- How do people buy?
- Avoid telling – ask questions, actively listen.
- How to ask open questions and what questions to ask
- Using ROI to sell on value and return on investment
- Develop a relationship strategy built on trust.
- Closing techniques that are not manipulative.
- How not to lose the sale after the buyer has already said yes.
- Long-range view of sales emphasising partnerships.
- CRM – Customer Relationship Management, using IT for sales automation
For more information contact us here
Business Sales training outcomes
On completion of the sales training program participants will know how to:
- Use the telephone effectively to make cold calls, book appointments, qualify customers, progress prospects and stay in touch with key customers
- Comfortably use questioning skills to open a sales call, probe for information, counter objections and close the sale
- Understand what makes up product value and the unique selling proposition, sell on a value basis as opposed to a price basis
- Plan, set priorities and use time effectively in terms of territory planning, customer management, customer visits and internal meetings
- Gain immediate rapport in face to face appointments or presentations
- Project the caring attitude of a problem-solver
‘The immediate month after the training was a good sales month for us. You introduced a common language that we now use in our sales meetings e.g. when we talk about an advancement everyone knows what that means. The what-to-say guide is really useful. In the past, I was concerned a script might not allow people to be themselves on the phone. But what I found is there’s now a list of 20 good questions using effective language. It has resulted in our people having longer, more engaging conversations with prospects. Their level of self-awareness has gone up ten-fold.’
Charlotte Garner, Director, Phonecycle
‘Our training day was sensational. This was just what our people needed to feel inspired. It brought out the best in them. The trainer was phenomenal. Prior to the workshop I was unsure if they would respond, but they did so with ease. It was definitely worth our investment.’
Karen Low, Team Leader, UWS Connect