TEAM SALES TRAINING COURSES
Increase revenue through ethical sales training
HOW E.T.H.O.S. SALES TRAINING COURSES ARE DIFFERENT
ETHICAL
We abide by ethical and moral principles resulting in long-term success
TRANSPARENT
We are truthful and forthcoming, building accountability for keeping promises
HOLISTIC
We develop the WHOLE sales professional, nurturing highly motivated staff
ORGANIC
We build authentic relationships with clients, fostering an environment of trust
SCIENTIFIC
We teach evidence based practices, creating predictable results
OUR SALES TRAINING COURSE PROCESS
STEP 1: DEEP DIVE
Once you have decided to undertake our sales training courses, we will spend time with each team member to understand their perspective and the work culture. This allows us to tailor your sales training course. We will seek to understand their:
- Career goals
- Biggest challenges
- Desired learning outcomes
STEP 2: CONDUCT SALES TRAINING COURSES
Based on what we learn in the deep dive stage, we will conduct your tailored sales training courses. These can be in-person or via webinar. Here are the inclusions:
- Worksheets & slides
- Recordings of sessions for review & reinforcement
- Consultations & support
STEP 3: CONDUCT SALES COACHING
Side-by-side with our sales training courses, sales coaching ensures that your team applies what they learn. Features include:
- Review of recorded conversations
- Personalised feedback
- Accountability & goal-setting
SALES TRAINING COURSES – CORE TOPICS
HOW TO SELL ETHICALLY AND EFFECTIVELY
HOW TO SELL ETHICALLY AND EFFECTIVELY
Imagine you are the leader of an army. You are about to send your soldiers to battle. They are given state of the art weapons, armour, and training. However, there’s one problem – they don’t want to fight! As a result of disagreement with the war, they simply don’t have the will to battle.
The same applies to your sales team. Underlying limiting beliefs about selling, money, and the product will inhibit their effectiveness in the field. Unless negativity is addressed, your sales team will be like the unmotivated soldiers.
By attending this sales training course, your team will learn how:
- To see their work as a calling rather than just a job
- Sales, money, and business are critical parts of a healthy society
- Being ethical is the only way to be effective in sales
HOW TO BUILD RAPPORT RAPIDLY
HOW TO BUILD RAPPORT RAPIDLY
Did you know that people decide whether to trust sales professionals within seconds of meeting? It may sound cliché, but it is true that first impressions last! So how can your team increase the trust of prospects and lower their sales resistance?
Fortunately, there are many actionable steps that increase buyer trust. For example, there are small signals like clothing. Bigger indicators include personal integrity. Your sales team can leave positive impressions from the moment they come in contact with prospective clients.
By attending this workshop, your team will learn how to:
- Earn trust and lower sales resistance
- Quickly build an emotional connection with clients
- Adapt to different personality types and preferences
HOW TO WIN NEW BUSINESS FEARLESSLY
HOW TO WIN NEW BUSINESS FEARLESSLY
Sales is no longer “just a numbers game.” Buyers are more cynical than ever before. As a result, the effectiveness of cold calling and email marketing has significantly decreased.
This is why salespeople often say prospecting is the most difficult part of the sale. By approaching prospects with tired and outdated scripts, they turn away the attention of their audience. Thankfully, there’s a better way to make initial approaches!
By attending this sales training course, your team will learn how to:
- Use a variety of tools (LinkedIn, phone, email) to cut through to decision makers
- Earn stakeholders’ time with value-centric agendas
- Significantly increase approach-to-meeting conversion rates
HOW TO SELL CONSULTATIVELY
HOW TO SELL CONSULTATIVELY
Treatment without diagnosis is malpractice. It’s true in the medical and sales professions. Before making a product recommendation, your sales team must ask thoughtful questions to understand their clients’ goals and issues.
In addition to uncovering needs, the consultative process is an opportunity to build relationships. By practicing empathic listening, your team will build emotional connections with clients. When combined with logical reasons for buying, a solid case for purchasing becomes evident.
In this session your team will learn how to:
- Uncover prospects’ “hot buttons” to motivate buying
- Practice active listening to earn trust and truly understand needs
- Align buying and selling processes to increase close rates
HOW TO SELL PERSUASIVELY
HOW TO SELL PERSUASIVELY
Telling is not selling! Gone are the days of slick, fast-talking salespeople. Sales presentations of today must be logical, emotional, and credible. They must present facts in a way that people can understand, easily picture, and relate to.
To sell persuasively, your team must understand how people make decisions. Doing so will allow them to tailor their presentations to different personality types. This will maximise the chance of winning the deal.
In this sales training course, your team will learn how to:
- Understand the principles of ethical persuasion
- Discover the role of credibility, emotions, and logic in selling
- Learn how to position and demonstrate products powerfully
HOW TO HANDLE OBJECTIONS TACTFULLY
HOW TO HANDLE OBJECTIONS TACTFULLY
It is natural for prospects to have reservations before buying. Past bad purchases will create a defensive and natural scepticism. As a result, objections can cause your staff to lose sales.
By redefining objections to “concerns,” your team will frame them in a positive light. They will encourage transparent communication with prospects. This will allow them to handle barriers to buying.
In this session your team will learn how to:
- Use a 3-step process for handling any objection
- Understand the true nature of price objections
- Prevent objections from arising
HOW TO NEGOTIATE AND CLOSE SALES CONFIDENTLY
HOW TO NEGOTIATE AND CLOSE SALES CONFIDENTLY
At the end of the sales process comes one of the most daunting aspects of the sale – closing! It is the shortest part of the sales process. Yet, many professionals freeze at this critical moment.
Despite being a critical skill for sales professionals, many have never been through negotiations training. As a result, they are more likely to give discounts or concessions. Such outcomes are one-sided. This means reducing profit margins and credibility of the company.
In this sales training course your team will learn how to:
- Use “trial closing” to avoid asking for the sale prematurely
- Negotiate confidently and fairly
- Apply pressure ethically to secure the sale
ADVANCED & SUPPLEMENTARY
SALES TRAINING COURSES
HOW TO SELL TO CORPORATIONS STRATEGICALLY
HOW TO SELL TO CORPORATIONS STRATEGICALLY
Sales are more complex than ever before. There are multiple decision makers and workplace politics. Therefore, sales professionals need to be more strategic to secure large sales. Ignoring these factors will put your team at a huge disadvantage when approaching corporations.
In order to win business with larger companies, your team must account for various stakeholders. Unfortunately, a product that is good for the company may not be good for individuals! In addition, your salespeople must account for the level of influence their contacts have.
In this session we will:
- Understand the dynamics of corporate decision-making
- Create sales strategies that account for power, politics, and processes
- Bring to light the truth behind tenders, RFPs, and bids
HOW TO EARN REPEAT BUSIENSS NATURALLY
HOW TO EARN REPEAT BUSIENSS NATURALLY
Selling to existing clients is many times easier and cheaper than finding new ones. You have already established trust. As a result, you have removed many barriers to the sale. So how can your team ensure that clients are happy? How can they keep buying from you and refer others?
In this sales training course your team will learn how to:
- Discover the key principle behind excellent customer service
- Upsell, cross-sell, and earn repeat business
- Manage accounts in a structured and intentional way
HOW TO MANAGE EMOTIONS INTELLIGENTLY
HOW TO MANAGE EMOTIONS INTELLIGENTLY
Emotional Intelligence and Social Intelligence are far greater predictors of success than IQ alone. In addition, mental health is a big issue with sales professionals. As a result of increasing their emotional intelligence, they will be equipped to manage their states effectively.
Resilience is the ability of sales professionals to bounce back from disappointments and setbacks. According to research, this factor has enormous weight in predicting the success of staff.
In this session your team will:
- Better understand the role and nature of emotions
- Increase empathy, and therefore rapport with prospects
- Learn how to manage emotional states, resulting in increased productivity and sales
HOW TO MANAGE TIME EFFECTIVELY
HOW TO MANAGE TIME EFFECTIVELY
Everyone is busy, but are they doing the right things? Time management is a crucial aspect of effective sales professionals. Without it, salespeople often spend much time on unnecessary activities. This ultimately results in lower revenue.
In this sales training course your team will learn how to:
- Achieve their KPIs and sales targets through forward planning
- Distinguish between urgency and importance in tasks
- Optimise and prioritise activities based on KPIs
HOW TO INCREASE FOCUS SCIENTIFICALLY
HOW TO INCREASE FOCUS SCIENTIFICALLY
We are living in a highly distracted workplace. In the office or at home, distractions will destroy your team’s productivity and profitability. How can sales professionals overcome these barriers to performance?
In this session, we will:
- Discover the science behind human behaviour and willpower
- Put measures in place to prevent distractions and remain focused
- Begin using internal, social, and environmental factors to increase self-control
ENQUIRE ABOUT OUR SALES TRAINING COURSES
Drop us a line or request a complimentary sales consultation. We will offer insights into your biggest sales challenge, with absolutely no obligation to commit!
Ph: 1300 974 377