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Sales Training


Cost: Contact us for quote.   Duration: 1 day


Contact Us to book.

A company's sales force is the frontline for revenue generation and growth, so it's imperative that your sales team is effective, efficient and has the ability to find and close sales opportunities, no matter what industry you're in.

The PD Training Sales Training course provides you, or your team, with the skills to increase their sales by asking better questions, gaining loyal repeat customers, understanding common body language, overcoming common sales objections, finding referral opportunities and growing the business with professionalism and enthusiasm and more.

This dynamic training course is available now throughout Australia including Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth.

Please click on the Public Class tab below to view our Sales Training course schedule by city or click the In-House Training tab to receive a free quote for courses delivered at your preferred location.

Course Foreword

Today’s marketplace is highly competitive and every organisation is looking for a larger share of the market. In an economy where the customer is king, how do your sales representatives pitch the features and benefits of the products/services they sell?

 

Providing sales training plays an important role in helping sales representatives practice and hone their ability to close a deal.

 

This Sales Training Course helps sharpen the skills of even experienced sales representatives, enabling them to take advantage of sales opportunities and aggressively expand the business.

 

Course Outcomes

After completing this course participants will have learned to:

  • Interpret prospect needs by conducting a needs analysis
  • Master active listening techniques to better connect with & understand clients
  • Manage the sales process by understanding where the sale is & how to keep the momentum moving forward
  • Master Sales Psychology 101 (mirroring, leading representational bias, tie-downs, & tag-ons)
  • Negate competitor quotes, while remaining professional
  • Deliver presentations that sell
  • Handle objections professionally & effectively
  • Master highly effective closing techniques
  • Follow-up to develop long-term relationships & future business
  • Set goals that motivate
  • Manage your sales database effectively

Course Outline

Sales Training Course - Lesson 1
Defining the Sales Process
  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Sales Terms
Sales Training Course - Lesson 2
Getting Prepared to Make the Call
  • Identifying your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
Sales Training Course - Lesson 3
Creative Openings
  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening
Sales Training Course - Lesson 4
Active Listening
  • The Importance of Active Listening
  • Minimal Encouragers
  • Restating and Paraphrasing to Gain Commitment
Sales Training Course - Lesson 5
Delivering Presentations that SELL
  • Features and Benefits Matched to Customer Need
  • Outlining your Unique Selling Proposition
  • The Burning Question that Every Customer Wants Answered
Sales Training Course - Lesson 6
Managing the Sale
  • Sales Psychology 101
    • Leading Representational Bias
    • Tie-Downs
    • Tag-Ons
  • Competing Without Competing on Price
  • Maintaining Your Professionalism
Sales Training Course - Lesson 7
Handling Objections
  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies
Sales Training Course - Lesson 8
Closing the Sale
  • Understanding when it's Time to Close
  • Powerful Closing Techniques
  • Things to Remember
Sales Training Course - Lesson 9
Following Up
  • Thank-you Notes
  • Resolving Customer Service Issues
  • Staying in Touch
Sales Training Course - Lesson 10
Setting Goals
  • The Importance of Sales Goals
  • Setting SMART Goals
Sales Training Course - Lesson 11
Managing your Data
  • Choosing a System that Works for you
  • Using Computerised Systems
  • Using Manual Systems
Sales Training Course - Lesson 12
Managing Your Pipeline
  • What is a Sales Pipeline
  • The Stages from Prospect to Customer
  • How to Determine Your Prospects Stage
  • We share our experiences