Results Driven Sales Training in Melbourne

Are your sales figures in a slump? Looking for ways to accelerate your sales team’s performance? Sales Ethos is here to help! We deliver sales training in Melbourne.

Imagine managing a team of highly motivated sales professionals without the stress of hitting target.

They are clear on what they need to do.

They do it without being asked.

As a result, your salespeople consistently meet their quotas. They propel you and your organisation to record sales.

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What we will do

  • Boost your sales team’s performance & results
  • Increase sales morale & decrease turnover
  • Systematise your sales processes to consistently hitting quota

How we will do it

Sales Training Melbourne 2

What’s Involved with Sales Ethos’ Sales Training in Melbourne?

Our sales training is based on the “Kaizen” principle. This means that we aim to improve your team’s performance constantly and incrementally. Hence, we will run regular seminars at your company’s premises. An available alternative is to run the sales training in Melbourne, Chadstone.

Within a few months, we will cover all the basics. For example, we will cover prospecting through to closing. See below for complete list. In addition, we cover personal development and time managemet. As a result, these form a holistic and comprehensive program. Unsurprisingly, your staff’s job skills, morale, and retention will be given a boost!

Sales training improves attendees’ knowledge. However, it is critical to pair it with sales coaching to maximise retention and application.

Sales Training Melbourne Topics

How to Sell Ethically

Sales Training Melbourne Topic: How to Sell Ethically

What comes to mind when your staff think about sales? Usually, the words used are not very flattering! As a result, their performance will be hampered. These negative perceptions must be uprooted and replaced. Otherwise, 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
How to Book Sales Appointments Fearlessly

Sales Training Melbourne Topic: How to Book Sales Appointments Fearlessly

Salespeople frequently say that prospecting is the most difficult part of sales. As a result, they are afraid to make calls. They think that once they have a meeting, they have a high chance of closing. Unfortunately, most sales professionals have poor cold calling skills. 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
How to Sell Consultatively

Sales Training Melbourne Topic: How to Sell Consultatively

Telling is not selling! Gone are the days of slick, fast-talking salespeople. Consequently, it is not enough to simply sell products. They must sell solutions. In addition, your staff must learn how to ask well prepared questions. Hence, they will 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
How to Present Your Solution Persuasively

Sales Training Melbourne Topic: How to Present Your Solution Persuasively

Presenting follows from the consultative phase. Sales professionals must confidently demonstrate the solution to the prospects’ problems. If done poorly, prospects will simply not buy. In addition to losing the sale, your staff will feel disheartened that their hard work has not paid off. 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
How to Handle Objections Tactfully

Sales Training Melbourne Topic: How to Handle Objections Tactfully

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
How to Negotiate and Close the Sale Confidently

Sales Training Melbourne Topic: How to Negotiate and Close the Sale Confidently

Closing is the most daunting phase of selling. As a result, many salespeople are anxious at this stage. In spite of being the shortest part of the sales process, many professionals panic and waiver! In this sales training module 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
How to Earn Repeat Business and Referrals Naturally

Sales Training Melbourne Topic: How to Earn Repeat Business and Referrals Naturally

Selling to existing clients is many times easier than finding new ones. Hence, doesn’t it make sense to focus in this area? You have already established trust, removing many barriers to the sale. As a result, selling is much easier. How do you ensure that clients are happy? In addition, how can you keep them buying from you? 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
Advanced: How to Sell to Corporations Strategically

Sales Training Melbourne Advanced Topic: How to Sell to Corporations Strategically

Sales is more complex than ever before. Multiple decision makers are involved. In addition, workplace politics complicate matters. Sales professionals need to be more strategic than ever to win 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.
Personal Development: How to Maximise Sales Performance Mentally

Personal Development Topic #1: How to Maximise Sales Performance Mentally

Effective selling goes far beyond the use of phrases and techniques. As a result of unethical selling, buyers are increasingly aware of manipulative strategies. Therefore it is more important than ever for sales professionals to have integrity. 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
Personal Development: How to Manage Emotions Resiliently

Personal Development Topic #2: How to Manage Emotions Resiliently

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. Hence, doesn’t it make sense to increase their ability in this area? 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
Time Management: How to Prioritise Purposefully

Time Management Topic #1: How to Prioritise Purposefully

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. As a result, their sales revenue and activites suffer. 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
Time Management: How to Beat Procrastination Scientifically

Time Management Topic #2: How to Beat Procrastination Scientifically

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 about Sales Training in Melbourne

Is sales training effective?

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. As a result, your investment will be wasted.

Effective sales training needs to be reinforced on a regular basis. We at Sales Ethos believe it should be run regularly. Consequently, 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. In that event, 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? Are they struggling to do so? In our experience, these people can make a big difference. Simply teach them selling fundamentals. Consequently, they will discover opportunities that previously went unnoticed.

Sales training is most effective when continuously reinforced. After all, it is in our nature to forget and revert back to old habits. Firstly, regular sales coaching fine-tunes the approach. Secondly, systematic implementation ensures application. Finally, continuous reinforcement will all help you to get the most from your investment.

How do I choose which sales training company to use?

There are many great courses for sales training in Melbourne. We have great respect for them. Consequently, we believe 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:

How to Choose Sales Training in Melbourne tip #1: Aligned values

Look for a company that values the same things you do. The sales training must fit the culture of your organisation. As a result, you will to ensure mutual achievement of goals. Furthermore, this alignment ensures better uptake and application. Ask yourself – “Does this company’s vision resonate with ours?” In addition, ask “Will their advice fit with our core beliefs?” If the answer is “no” to either of these, you may benefit from exploring other alternatives.

How to Choose Sales Training in Melbourne tip #2: Accountability for results

Making big claims and promises is easy. Fulfilling them is not! Consequently, ask “How will we know your training is working?” And, “How can the vendor reduce my risk if things don’t work out?” It can be difficult to measure the effectiveness of sales training. Therefore, you may want to implement qualitative and quantitative feedback. Firstly, qualitative feedback this means asking for your sales consultants’ opinions. Secondly, quantitative measures ensure you are receiving a return on your investment. These are usually sales revenue and activities.

How to Choose Sales Training in Melbourne tip #3: Proven Methodologies

Sales training needs to be motivating and practical. Consequently, trainers need to be able to prove that their advice works. For example, they may use case studies or evidence-based 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. Finally, make sure they have based their training on proven methodologies.

What’s different about Sales Ethos’ sales training?

Integrity Selling

As our name indicates, we are all about building a culture of selling with integrity. A company’s long-term success depends making and keeping promises. As a consequence, your sales revenue will be assured!

Yes, we teach sales skills and techniques. However, unlike many other programs, 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. Further, there must be consistency between what we believe, say, and do.

Holistic Sales Training

Our sales training takes a holistic approach to building up salespeople. As a result, we work with them from the inside-out. We begin by addressing beliefs about selling. Next, we talk about feelings towards business and money. We will adjust core philosophies about these ideas. Consequently, we set the stage for peak performance in selling.

Where is Sales Ethos’ sales training held?

Options for Sales Training in Melbourne

For sales training in Melbourne, we offer two options. Sales training seminars can be run at your company’s premises or the Waterman Centre in Chadstone. If held at your business, advantages include:

  • Customised content. Hence, relevance will be increased.
  • Less time spent travelling. Consequently this reduces disruption to workflows.
  • Logistical convenience. As a result, your costs will decrease.

Here are the advantages of sending your team to our sales training in Melbourne, Chadstone:

  • Opportunities for staff to network with attendees of varying backgrounds. As a result, new sales opportunities may be uncovered.
  • Change of environment. Consequently this provides a refreshing atmosphere.
  • Lower investment amount. Therefore, it is ideal for companies with limited training budgets.