SALES TRAINING COURSES MELBOURNE

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

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

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 By approaching prospects with tired and outdated scripts, they inadvertently turn away the attention of their audience.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

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

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

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

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