Sales Professional Training
Sales Professional Training Course Outline
Overview
As a business professional who has worked with Australian companies for many years now, I know that good sales training can be the difference between a company making enough to cover its overheads, and EXPLODING into the stratosphere. This robust Sales Professional Training series is a gateway to anyone ready to step out of the "order taker" box to become an action taking, result producing sales professional!
If you're new to sales or even if you just want to refine your skills, this training goes straight to the heart of the challenges I see businesses encountering every day across Australia. The basics of a great sale have not changed from Perth to Brisbane, as its all about building real relationships, knowing your customers' pain points and delivering solutions that add value to everyone concerned.
The system is all about down and dirty, in the trenches tactics that work in a tough economy. You'll learn to sell and consult at the same time, gaining confidence that will allow you to navigate any sales situation in a polished and professional manner.
Learning Outcomes
Upon finishing the course, Delegates will be able to:
Profile prospects correctly and qualify effectively ensuring high probability sales finds True Opportunities vs Time wasters by effective profiling and questioning techniques etc.
Rapidly Establish Trust and Break the Boundary of Secondary Barriers Employ proven techniques to establish fast rapport with personalities of any kind which drives trust and connection
Have needs based selling conversations that reveal true customer pain and align solutions adequately
Deal with objections with confidence so that you can react to concerns without feeling defensive
Demonstrate your offer in a customer centric presentation by promoting the benefits rather than just the features
Naturally engage in sales using a customer focused, consultative approach that is pressure free
Autonomously handle the complete sales cycle from that initial contact to closing and then ramping up that consistent customer relationship optimally.
Build long lasting customer relationships that lead to repeat business and a strong referral network
What You Will Learn
Foundation Skills
Understanding the current sales psychology and patterns of buyer behaviour.
Forming his personal sales style while catering to the likes of a variety of customers
Gaining confidence in sales by being prepared and ready to claim your career back and practice asap.
Prospecting and Qualification
Finding the best fit customer profiles and targeting the right prospects
Training in how to cold call and warm introduction successfully
Time saving qualifying Questions to help direct you to real buyers
Relationship Building
Techniques on building rapport with all personality types
Listening skills and how to discover unmet needs with current skills
Establishing trust through authenticity and demonstration of expertise.
Presentation and Demonstration
Building killer presentations that hook and close prospects
Telling the story in a compelling way of the value propositions.
Demonstrating with visual aids and demonstrations in a convenient manner
Objection Handling
The psychology of common objections
Organised ways to respond to price, time and authority objections
Turning objections into selling opportunities
Closing and Follow up
By rejecting said, here are some natural closing techniques that feel like you're consulting...
Reading buying signals and when to ask (bonus)
Successful follow up that keeps the ball rolling without being a hag.
Pipeline Management
Managing and monitoring your prospects through the sales process
Accurate forecasting and opportunity assessment
Time management tactics to be the most productive you. Approximately 15% of the time spent in meeting in most organisations is wasted, finds according to Doodle.
Program Structure
This extensive training mixes the academic awareness with the everyday usage through:
Experiential training using live scenarios
Interactive role plays with realistic industry scenarios
Case studies examining successful organisations in Australia.
Take home action planning for personal execution at once
Recurring reference and helpful content
Concluding Remarks
Succeeding in sales isn't a matter of genetics its just a matter of knowing what to say and having the skills and confidence to say it. This course will provide you with everything you need to confidently call yourself a sales professional as you develop authentic relationships that get results.
The reason you're struggling in sales and the reason you're thriving in sales is because you either believe that selling is simply the art of helping people solve problems and achieve the things they want to do. Once you come with this service oriented approach to sales and to the right tools and techniques, everything starts to shift.
You will walk away from this training with a full sales toolbox, learning proven conversation structures, ways to handle objections and strategies to build relationships that close business in today's world. Most of all, you will be confident to go into each and every sales opportunity knowing that you can train people better than anyone and historically have done better than anyone else.
This isn't about turning you into someone you're not it's about turning you into a better version of what you can be when in the role of a sales professional and what skill can determine whether you are merely and order taker, or a true business development driver for your company and the satisfaction of your clients.