Sales Training Brisbane-Gold Coast-Sydney-Melbourne

Sales Training Specialists

Sales and marketing go hand it hand – yet have different strategic functions. Depending on the size and structure of your organisation, your staff may have combined or seperate roles for these key areas. We offer a range of Business Sales Training options that can be developed and delivered to your tailored requirements.

Today’s market is more competitive than ever, so we will work through a training scope with you based on your teams skill sets, experience and ability (which in many cases may be mixed) and discuss your training objectives, time frame, budget and delivery preferences.

Working with management and staff on required levels, we can work with you to combine the training into your overall Sales and Marketing strategies. Our sales training topics cover all aspects of sales – Business to Business (B2B), Business to Consumer (B2C), across any industry – in any sales environment; such as face to face, phone or other methods of sales communication.

Through our experience, we can offer practical training and draw on real case studies from Australia and overseas,  actual examples and first hand experience to consolidate the knowledge to ensure that participants are getting the best understanding of how the principles apply to your business.

We can customise training to your requirements, below are some ideas on sales training that we offer.
To discuss in person how we can help your business please call us on 1800 286 068 or contact us

Strategic Selling for Account Managers, BDM’s & Senior Executives

Managing client accounts and performing as a successful Business Development Manager requires clear planning and strategy so this tailored training is developed specifically for company representatives in these vital roles. Upon further scope of your industry and individual team requirements this can be tailored for your teams professional development requirements:

Key Learning outcomes (these are recommended topics and may be customised as required)

  • Managing geographical sales territories
  • Identifying new business opportunities
  • Setting goals and achieving sales targets
  • Managing relationships with key accounts
  • Creating a positive client experience
  • Targeting and managing vertical markets
  • Gap analysis, products and services to existing customers
  • Working with KPI’s (Key Performance Indicators)
  • Developing and implementing a successful sales plan
  • Professional business networking
  • Maintaining business to business (B2B) relationships
  • Preparing proposals and communication
  • Effective presentation skills
  • Planning for meetings and outcomes
  • Handling and overcoming objections to meet customer needs
  • Closing business sales and planning phases
  • Time management

Customer Service & Sales Teams

The Customer Service role within an organisation can be broad, whilst the nature of dealing with customers may necessitate handling sales.  It is crucial for staff that deals with customer enquiries, that are expected to handle sales to understand this core function. This will help them achieve sales goals for the company and also manage other key aspects of their job, whilst positively enhancing the customer experience.

Key Learning outcomes (these are recommended topics and may be customised as required)

  • Business overview: Flow on effect of sales and service
  • Understanding your role and value within the organisation
  • Foundation principles of the sales (and marketing) process
  • Dealing with your target audience (B2B/B2C)
  • Customer needs analysis
  • Effective questioning techniques
  • Identifying solutions and empathising with customers
  • Handling and overcoming objections to meet customer needs
  • Features and Benefits of your products and services
  • Understanding real value of positive sales experience to your customers
  • Closing sales – when and how
  • Up-selling/Cross-selling
  • Effectively managing sales procedures and data

Contact / Call Centre

Communicating with customers in an inbound or outbound contact centre environment comes with challenges in dealing with customers and also managing staff retention. Learn successful methods specific to telephone and follow up communication to add value to the customers experience whilst meeting your organisational objectives. In today’s competitive market it is even more important to have effective interaction between your organisation and customers.

Key Learning outcomes (these are recommended topics and may be customised as required)

  • Techniques for successful verbal communication
  • Understanding the sales process
  • Dealing with your target audience (B2B/B2C)
  • Customer needs analysis and questioning methods
  • Listening to your customers and their buying signals
  • Importance of brand and market positioning
  • Persuasive language methods
  • Overcoming objections
  • Closing sales – when and how
  • Up-selling and cross-selling
  • Customer support
  • After sales support

Sales training for ‘non-sales’ staff

Do you have staff that are responsible for sales, although their job title does not reflect it? This is common in many organisations as this important role is often included with many other tasks and may not be getting the attention it deserves or the results required.  In some cases the sales process is necessary for all staff members to be active in, both directly or indirectly. This tailored sales training is developed with ‘non-specified’ sales or service staff in mind as it covers the key principles and methods to improve sales processes and strategy at a level that is appropriate. We will customise this training for your specific needs and industry.

Key Learning outcomes (these are recommended topics and may be customised as required)

  • Foundation principles of the sales process
  • Why each role is important to the success of the business
  • Understanding the benefits of a positive sales experience for the customer
  • Business overview: Flow on effect of excellent service
  • Your value proposition and brand
  • Internal and external sales within your organisation
  • Dealing with your target audience (B2B/B2C)
  • How to ask the right questions to understand your customers’ needs
  • Managing sales procedures and policy
  • Realising true benefits of your products and services
  • Handling objections with ease
  • Closing sales and improving conversion rates

Retail Sales

Marketing can only go so far in retail and converting sales can be the downfall of a campaign if the opportunity of a transaction is missed at the point of sale end. This market has become so highly competitive in recent years due to the increase of on-line shopping, so retailers need to maximise opportunities whilst creating an excellent customer experience with customers while they’re in store.

This training is developed solely for retail staff to understand the fundamental nature of their role and the true function of suitable sales techniques to capitilise on overall business success. It is tailored to improve both professional & personal development in achieving retail sales targets and provide greater levels of service:

Key Learning outcomes (these are recommended topics and may be customised as required)

  • Communicating effectively with your customers
  • Initiating a customer needs analysis
  • Dealing with your consumer demographic (B2C)
  • Questioning techniques in a retail environment
  • Meeting customers’ requirements to exceed expectations
  • Finding the balance between feeling ‘uncomfortable’ and assisting customers
  • Understanding true benefits of your product and services
  • Managing objections and closing retail sales
  • Up-selling and cross-selling
  • Importance of brand and market positioning
  • Creating a positive customer experience
  • Customer loyalty

Other training course topics include:

  • Sales management
  • Developing a strategic sales plan
  • Growing sales in a new business start up
  • Sales strategy for small business/SME
  • Combining sales and marketing principles
  • Enhancing customer experience
  • Converting marketing to revenue
  • Starting a career in sales
  • Franchisees in business development

Find out more about these courses

Overview of Expertise – Sales Training

Time to Learn Marketing

  • Maximising sales conversion: We examine the ratio of enquiries and quote conversion into revenue value, to ensure that you are optimising your sales processes
  • Setting and reaching sales targets: Learn the smart way to set goals to help achieve individual, team and business objectives
  • Increasing your sales margins: Applying key principles, make sure that your pricing is strategically set and communicated
  • Developing sales strategies: Find out how to create strategic sales campaigns by thinking outside the square without costing resources
  • Building customer relationships: Customer/client relationships are the difference between building loyal, frequent and happy customers  – remember it costs more to gain than maintain
  • Expanding your sales productivity: How to get the most out of yourself, your team, your time and your money
  • Time management: What’s urgent? What’s important? We’ll help you decide and plan
  • Goal setting: Managing your business and personal goals to achieve a healthy balance
  • Understanding your Unique Sales Proposition: Why should customers choose you above your competitors?
  • The psychology of the sales process: If you understand more about this process for your range of customers, you will have a better opportunity to provide a positive customer experience
  • Why market research is important: Knowing the facts is far more important than thinking you do
  • Effective sales techniques: Find out how to stay ahead of your competitors in this changing business environment
  • Questioning methods: Learn what types of questions are useful – this will provide a better service to your customers
  • Reading body language and listening to consumer’s signals: In face to face sales situation and verbal conversations, it is useful to know when you are meeting your customer’s expectations
  • Closing the sale: Learn to close a sale successfully to provide a great customer experience
  • Establishing good business relationships: Build and maintain professional relationships that will keep business in the pipeline
  • B2B and B2C sales strategies: Do you sell directly to the consumer? Other businesses? Or both? Different buying behaviours react differently to the sales process, so make that sure you are managing all groups well
  • Up-selling and Cross-selling: Learn how to positively service your customers and make a positive difference to your bottom line
  • Presentation skills: These sales skills are crucial, from one on one sales situations through to presenting in front of an audience. We will teach you the most effective ways …. to help you through the nerves!
  • Key Performance Indicators: Set effective KPI’s to help you manage your Sales Team’s performance
  • Appointment setting: Just making an appointment can be half the battle!

Professional training delivery

Our sales training is developed by Sandra O’Neill, Director of The Marketing Division, who has been in Marketing and Sales for over 25 years. Sandra is a Certified Practising Marketer as benchmarked through the Australian Marketing Institute and is a qualified Certified Trainer and Assessor, which means that the delivery is professional and relevant. The training is hands on and interactive and it involves all participants so everyone gets the most out of it. You can rest assured that your business training and learning experience is qualified, skilled and confidential.

Ethos is on teaching the ‘why’ so participants can understand the relevance of the ‘how’.

Based in Queensland, we also have training facilities available in Brisbane, Gold Coast, Sunshine Coast, Sydney, Melbourne, Canberra, Cairns, Adelaide and Perth. Alternatively we can work with you on-site at your location in Australia or New Zealand.

Training or workshop style short sessions are also available at conferences, seminars or sales meetings.

Anne Street Boardroom Brisbane TrainingTraining is delivered at your premises or our modern training venues across Australia.

Gold Coast Office Building for Marketing Training

 

 

 

Training on the Gold Coast is delivered at our modern training facility in Corporate Court, Bundall where you can enjoy the spectacular views.

What’s included during training:

  • Full Presentation Training Notes for each participant
  • Certificate of Attendance for each participant
  • Relevant Workbooks ‘How To’ Guides

To discuss in person how we can help your business please call us on 1800 286 068 or contact us

Some of our clients include:

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