Sales Training Melbourne
If you are a manager looking to help your staff make more sales, sales training can help them gain the confidence they need to succeed. Whether your staff are in formal sales positions or not, Sales Ethos can help through sales training and coach them to raise sales revenue.
Further, managing salespeople can be challenging. As their manager you need to motivate, organise, and coach them to perform at their best. Unfortunately, many resort to techniques that are no longer effective. These often provide immediate gratification but sacrifice long-term results. For example:
- Offering monetary bonuses for meeting sales targets (the carrot approach)
- Pressuring your salespeople by micromanaging or threatening them (the stick approach)
- Discounting prices to push deals through the door…
…And of course, you could send your employees for sales training!
What’s Involved in Sales Ethos’ Sales Training?
Our sales training is based on the “Kaizen” principle. This means that we aim to improve your team’s performance constantly and incrementally. Each month, we will run two hours of content either at your company’s premises or our sales training venue in Chadstone, Melbourne.
Each month will cover a different topic, ranging from sales skills, personal development, and time management (see below for complete list). These form a holistic and comprehensive way of improving your staff’s job skills, morale, and retention.
As sales training improves attendees’ knowledge, it is critical to pair it with sales coaching to maximise retention and application.
Sales Training Topics
What comes to mind when your staff think about sales? Usually, the words used are not very flattering! Unless these negative perceptions are uprooted and replaced, your people will struggle to put their whole heart into selling. In this sales training program we will:
- De-bunk myths about sales success
- Cover the universality and inherent goodness of sales, business, and money
- Learn and apply the most important principle in sales: The Law of Value
Salespeople frequently state that prospecting is the most difficult part of any sale. Once they have a meeting, they say they have a high chance of closing the business. Unfortunately, most sales professionals have poor call-to-meeting conversion rates! In this sales training program we will:
- Learn how to get past gatekeepers and to decision makers
- Craft scripts that earn stakeholders’ time
- Significantly increase call-to-meeting conversion rates
Telling is not selling! Gone are the days of slick, fast-talking salespeople. Your staff must learn how to ask well prepared questions in order to fully understand prospects’ needs and goals. Doing so will significantly increase closing rates. In this sales training program we will:
- Learn the 3 phases of consultative questioning
- Craft questions that deep-dive into prospects’ buying motivations
- Practice active listening to show care and interest in prospects, maximising trust and rapport
Following the consultative phase, sales professionals must confidently demonstrate that they have the solution to the prospects’ problems. If done poorly, prospects will have great difficulty trusting and therefore buying the product. In this sales training program we will:
- 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 hesitate buying. Bad purchases in the past have created a natural scepticism. As a result, objections (whether perceived or real) will prevent your staff from closing sales. In this sales training program we will:
- Learn the 3-step process for handling any objection
- Understand the true nature of price objections
- Discover how to 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. In this sales training program we will:
- Explore the concept of “trial closing” to avoid asking for the sale prematurely
- Uncover the principles of master negotiators
- Learn how to apply pressure ethically and confidently to secure the sale
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. How do you ensure that clients are happy, so they keep buying from you and refer others? In this sales training program we will:
- Discover the key principle behind excellent customer service
- Learn how to make repeat business predictable
- Make plans to regularly generate referrals from existing clients
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 is a recipe for disappointment! In this sales training program 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.
Effective selling goes far beyond the use of phrases and techniques. With buyers becoming increasingly aware of strategies that aim to manipulate, it is more important than ever for sales professionals to build a solid character. In this sales training program we will:
- Discover the importance of self-image in sales effectiveness
- Unlock the keys to increasing personal performance
- Begin forming the habits of mental mastery
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 sales training program we 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
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 program we will:
- Set realistic objectives based on company goals
- Understand the difference between urgency and importance in tasks
- Optimise and prioritise activities based on key sales performance indicators
We are living in a distracted world. As a result, procrastination and a lack of willpower to do important activities is often rife. How can sales professionals overcome these barriers to performance? In this sales training program 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
Frequently Asked Questions
Well, it depends! If you run sales training annually, your staff will probably be inspired and work well for a full month or so… And then revert back to old habits. Effective sales training needs to be reinforced on a regular basis. We at Sales Ethos believe it should be monthly as a minimum. This way, lessons are drip-fed, allowing for maximum absorption and application.
Another major factor for sales training effectiveness comes down to individuals. Are they open to learning new ideas and adapting to changing trends? If not, sales training will have little impact (and you may want to consider re-assigning them!)
From Good to Great
Are your sales consultants “B” or “C” performers? If so, sales training may help bridge the gap to turn them into “A” players.
Sales as a Service
Are your customer service staff responsible for selling, but just don’t know how to? In our experience, these people can make a big difference by teaching them selling fundamentals.
At Sales Ethos, we love working with companies with these two situations!
Sales training is most effective when continuously reinforced. After all, it is in our nature to forget and revert back to old habits. Regular sales coaching, systematic implementation, and continuous reinforcement will all help you to get the most from your investment.
There are many great sales training organisations available in Melbourne. We have great respect for them, and feel that each has their own unique way of contributing to the sales profession. To answer this question, we’d like to offer three main criteria for you to evaluate and narrow your options:
Look for a company that values the same things you do. The sales training must fit the culture of your organisation to ensure mutual achievement of goals. Furthermore, this alignment ensures better uptake and application. Ask yourself – “Does this company’s vision resonate with ours?” and “Will their advice fit with our core beliefs?” If the answer is “no” to either of these, you would benefit from exploring other alternatives.
Accountability for results
Making big claims and promises is easy. Fulfilling them is not! Ask “How will we know your training is working?” and “How can the vendor reduce my risk if things don’t work out?” While it can be difficult to measure the effectiveness of training, you may want to implement qualitative (asking for your sales consultants’ feedback) and quantitative (increased revenue and conversion rates) measures to ensure you are receiving a return on your investment.
Sales training needs to be motivating and practical. Trainers need to be able to prove that their advice works through case studies or rigorous research. Questions you may want to ask include “Where do you source your training materials?” and “What results have you achieved with similar companies?” Choose a vendor that has proven results and based their training on proven methodologies.
As our name indicates, we are all about building a culture of selling where integrity is king. A company’s long-term success is fully dependent on its ability to make and keep its promises. While we do teach sales skills and techniques, these are built upon a foundation of timeless principles. For example, we firmly believe that in every sale, the client must be the bigger winner, and that there must be consistency between what we believe, say, and do.
Our sales training takes a holistic approach to building up salespeople. This means working from the inside-out. We begin with addressing our beliefs about selling, business, and money. By adjusting the core philosophies about these ideas, we set the stage for peak performance in selling.
When engaging with us, we offer two options for sales training seminars – at your company’s premises or the Waterman Centre in Chadstone, Melbourne. If held at your business, advantages include:
- Customised content, increasing relevance
- Less time spent travelling, reducing disruption to workflows
- Two 1-hour sessions per month vs. one 2-hour session, improving retention
Here are the advantages of sending your team to public seminars at Waterman Chadstone, Melbourne:
- Opportunities for staff to network with attendees of varying backgrounds
- Change of environment, providing a refreshing atmosphere
- Lower investment amount, ideal for companies with limited training budgets