Emotionally Intelligent Sales Training

Did you know that Emotional Intelligence (EQ) is a one of the best predictors of success for sales professionals? Your team’s ability to manage their own emotions and influence others will ultimately determine whether they make target. Fortunately, unlike IQ, Emotional Intelligence is 100% learnable!

Having had the privilege of working for the medical and sales professions, we are uniquely positioned to combine the wisdom from both industries. We have created a framework that will help your team to augment their emotional intelligence with integrity, empathy, and authenticity.

As a result of our training, your team will:
– Handle client interactions with greater sensitivity
– Increase their influence and ability to ethically persuade their clients
– Boost your team’s revenue and personal satisfaction!

To see if our sales training fits your needs, contact us for a complimentary consultation!

Complimentary consult
Ben Lai | Sales Trainers Melbourne

Ben Lai
EQ AUGMENTER, DIRECTOR

THE SALES ETHOS DIFFERENCE

CORE SALES TRAINING COURSE TOPICS

HOW TO SELL ETHICALLY AND EFFECTIVELY

Imagine you are the leader of an army, and are about to send your soldiers to battle. You give them state of the art weapons, armour, and training in preparation. 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
  • How sales, money, and business are critical parts of a healthy society
  • How being ethical is the only way to be effective in sales
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 factors that increase buyer trust. For example, there are small signals like clothing, and bigger indicators like 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 the 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

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.

It is for this reason that salespeople frequently state that prospecting is the most difficult part of the sale. By approaching prospects with tired and outdated scripts, they inadvertently 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

Treatment without diagnosis is malpractice. It’s true in the medical profession, and it’s true in the sales profession. 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

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, maximising 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

It is natural for prospects to have reservations before buying. Past bad purchases will create a defensive, natural scepticism. As a result, objections, whether perceived or real, 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, allowing 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 & CLOSE SALES CONFIDENTLY

At the end of the sales process comes one of the most daunting aspects of the sale – closing! In spite of being the shortest part of the sales process, 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, 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 COURSE TOPICS

HOW TO SELL TO CORPORATIONS STRATEGICALLY

Sales are more complex than ever before. With multiple decision makers and workplace politics, sales professionals need to be more strategic than ever to secure larger sales. Ignoring these factors will put your team at a distinct 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

Selling to existing clients is many times easier and cheaper than finding new ones. You have already established trust, removing many barriers to the sale. So how can your team ensure that clients are happy, so 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

Emotional Intelligence and Social Intelligence are far greater predictors of success than IQ alone. With the prevalence of mental health issues amongst sales professionals, increasing their emotional intelligence will equip them to manage their states effectively.

Resilience is the ability of sales professionals to bounce back from disappointments and setbacks. According to research in psychology, 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

Everyone is busy, but are they busy doing the right things? Time management is a crucial aspect of effective sales professionals. Without it, salespeople often spend much time on unnecessary activities, which ultimately result 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

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 SALES TRAINING COURSES MELBOURNE

Drop us a line or request a complimentary sales consultation. We will offer insights into your biggest sales challange, with absolutely no obligation to commit!

Melbourne Office

Ph: 1300 974 377

Waterman Business Centre, Level 2, UL40
1341 Dandenong Road, Chadstone 3148