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3 days | In-House | Max. 15 Participants
Workshop Outcomes:
- Increase Sales Revenue Faster
- Increase Conversion Rate in Advanced Selling
- Build Confidence and Certaintly
- Be a Trusted Advisor
- Advocating Your Solution with Power and Points of Difference
- Improve Client Loyalty and Customer Retention
- Embed for Permanent Stickability
Topics Covered
- Sales Planning - Beyond the Basics
- In Depth Needs Discovery and Customer Understanding
- Personal State and Confidence for Advanced Selling
- The Power of Pre Positioning and Social Media
- Power Language and Dialogue Pathways in Advanced Selling
- The R Factor - Relationship Retention Strategy
- How to Embed Sales Excellence into Your Business Culture
- Being the Expert with Authority in Advanced Selling
- Selling to Large Organisations - Advanced Strategy
- Using Visuals, Models, Marketing Collateral in Advanced Selling
Location:
Workshop:
Advanced Sales Skills for Sales Growth
Overview
You can do this workshop as a 3 day workshop or you can choose to do it over 3 x one day workshops.
You will go deep into two of the 6 Sales Circle of Life Colour Zones each day and is a great follow up workshop to my Foundations of Sales.
DAY ONE - Yellow Zone - Sales Planning - Pipeline Management - Strategic Selling Strategies, Personal Psychology and Motivation + Pre-Positioning Strategies Orange Zone - Rapport and Trust (Like, Credibility, Prospect Orientation) Building and Pre Qualification
DAY TWO - Blue Zone - Deep Dive Needs Discovery - Strategic Questioning + Red Zone - Presenting Solution, Not Selling on Price by Articulating Value, Proactively Handling Objections and Concerns, the Money Factor
DAY THREE - Green Zone - Summarising and Getting Commitment, Negotiation and Closing the Business + Purple Zone - Servicing the Client, Client Retention, Account Management and Growth Strategies, Repeat Business and Referrals
Workshop Outcomes
- Increase Sales Revenue Faster
- Increase Conversion Rate in Advanced Selling
- Build Confidence and Certaintly
- Be a Trusted Advisor
- Advocating Your Solution with Power and Points of Difference
- Improve Client Loyalty and Customer Retention
- Embed for Permanent Stickability
Topics Covered
- Sales Planning - Beyond the Basics
- In Depth Needs Discovery and Customer Understanding
- Personal State and Confidence for Advanced Selling
- The Power of Pre Positioning and Social Media
- Power Language and Dialogue Pathways in Advanced Selling
- The R Factor - Relationship Retention Strategy
- How to Embed Sales Excellence into Your Business Culture
- Being the Expert with Authority in Advanced Selling
- Selling to Large Organisations - Advanced Strategy
- Using Visuals, Models, Marketing Collateral in Advanced Selling
Who is this workshop for
This workshop is for Sales Managers, Sales Directors and their teams who are serious about Sales Excellence.
Take your already established Sales Skills to the Next Level of Advancement.
The recent LinkedIn study of 10,000 buyers worldwide found the Number One way to create a positive buyer experience was to 'Listen to their needs' (69%) and 'not be pushy' (61%) yet one key study found only 13% of customers actually believe the salesperson understood their needs.
In this workshop we will go deep and drill the key skills to refine, improve and advance your skills and strategies in all 6 of the Colour Zone Sales Circle of Life Selling System.
If you have already done the Foundations of Sales Skills one day workshop we will now go deeper to drill and embed these skills into your day to day operations.
If you haven't done the one day Foundations Workshop - get ready.. over these 3 days we will go deep..
This is not just a sit and listen - chalk and talk workshop.. this is a practical, tailored to your business and industry in depth advanced Sales Workout.
Handouts/materials provided
Workbooks, Templates, Drills provided
What to bring
Bring a notebook, pen and an open mind willing to learn and share and drill advanced selling skills tailored to your specific business, products and situation.
Facilitator
For the past 30 years Leigh Farnell has worked in the trenches of Australasian business, coaching Management and Sales Teams in some of Australia’s largest and smallest corporations.
He has consistently succeeded in helping over 300 businesses adding an estimated $150,000,000 to his client’s bottom lines.
Leigh has a Degree in Human Performance from Melbourne University and a Master’s Degree in Education from the University of Western Australia. He combines his unique background in Sports Science and Human Performance with his 30 years’ experience in Sales, Leadership, Marketing and Innovation Coaching to create fantastic performance breakthrough’s for his clients.
Leigh is a Business Innovation Specialist specialising in working with Leaders and Sales Teams to optimise innovation, sales, profits and team performance. He offers a range of services including delivering workshops, keynote addresses, coaching and consulting.
As a professional speaker Leigh has presented at conferences throughout Australia, New Zealand, Thailand, USA, Singapore and Hawaii. He has previously been awarded the Certified Speaking Professional Accreditation from the National Speakers Association of Australia. This Accreditation is awarded to less than 10% of professional speakers worldwide.
For the past 30 years he has worked with over 300 clients throughout Australia, New Zealand, and the Asia Pacific including Telstra, Choice Hotels, Channel Nine/WINTV, Community Newspaper Group, The West Australian Newspaper Group, BSI – British Standards Institution, Century 21, Metcash-IGA, Time Conti, The Property Gallery, Amcom, Optus, BHP Billiton, Australia Post, the Health Department of WA, Western Power, Verve Energy, Deutsche Bank, BankWest, Nicheliving Property Group, Blackburne Property Group, ANZ Bank, National Australia Bank, Financial Planners Association of Australia, Bain and Co, TAFE NSW, McDonalds, Lockwood Security Products, Mobitel Sri Lanka, Aktel Bangladesh, Dymocks Books, Wesbeam and hundreds of other large and small organisations.
About the facilitator
For the past 30 years Leigh Farnell has worked in the trenches of Australasian business, coaching Management and Sales Teams in some of Australia’s largest and smallest corporations.
He has consistently succeeded in helping over 300 businesses adding an estimated $150,000,000 to his client’s bottom lines.
Leigh has a Degree in Human Performance from Melbourne University and a Master’s Degree in Education from the University of Western Australia. He combines his unique background in Sports Science and Human Performance with his 30 years’ experience in Sales, Leadership, Marketing and Innovation Coaching to create fantastic performance breakthrough’s for his clients.
Leigh is a Business Innovation Specialist specialising in working with Leaders and Sales Teams to optimise innovation, sales, profits and team performance. He offers a range of services including delivering workshops, keynote addresses, coaching and consulting.
As a professional speaker Leigh has presented at conferences throughout Australia, New Zealand, Thailand, USA, Singapore and Hawaii. He has previously been awarded the Certified Speaking Professional Accreditation from the National Speakers Association of Australia. This Accreditation is awarded to less than 10% of professional speakers worldwide.
For the past 30 years he has worked with over 300 clients throughout Australia, New Zealand, and the Asia Pacific including Telstra, Choice Hotels, Channel Nine/WINTV, Community Newspaper Group, The West Australian Newspaper Group, BSI – British Standards Institution, Century 21, Metcash-IGA, Time Conti, The Property Gallery, Amcom, Optus, BHP Billiton, Australia Post, the Health Department of WA, Western Power, Verve Energy, Deutsche Bank, BankWest, Nicheliving Property Group, Blackburne Property Group, ANZ Bank, National Australia Bank, Financial Planners Association of Australia, Bain and Co, TAFE NSW, McDonalds, Lockwood Security Products, Mobitel Sri Lanka, Aktel Bangladesh, Dymocks Books, Wesbeam and hundreds of other large and small organisations.
Key Expertise
- Innovation
- Sales
- Business Growth
- Leadership
- High Performance Teams
Industry Focus
- Real Estate and Construction
- Finance and Banking
- Professional Services
- Government Services
- Telecommunications
- Retail
- Tourism and Hospitality
- Media Sales
- Business to Business Sales
Specialist Categories
- Sales
- Customer Service
- Strategy and Planning
About the facilitator
For the past 30 years Leigh Farnell has worked in the trenches of Australasian business, coaching Management and Sales Teams in some of Australia’s largest and smallest corporations.
He has consistently succeeded in helping over 300 businesses adding an estimated $150,000,000 to his client’s bottom lines.
Leigh has a Degree in Human Performance from Melbourne University and a Master’s Degree in Education from the University of Western Australia. He combines his unique background in Sports Science and Human Performance with his 30 years’ experience in Sales, Leadership, Marketing and Innovation Coaching to create fantastic performance breakthrough’s for his clients.
Leigh is a Business Innovation Specialist specialising in working with Leaders and Sales Teams to optimise innovation, sales, profits and team performance. He offers a range of services including delivering workshops, keynote addresses, coaching and consulting.
As a professional speaker Leigh has presented at conferences throughout Australia, New Zealand, Thailand, USA, Singapore and Hawaii. He has previously been awarded the Certified Speaking Professional Accreditation from the National Speakers Association of Australia. This Accreditation is awarded to less than 10% of professional speakers worldwide.
For the past 30 years he has worked with over 300 clients throughout Australia, New Zealand, and the Asia Pacific including Telstra, Choice Hotels, Channel Nine/WINTV, Community Newspaper Group, The West Australian Newspaper Group, BSI – British Standards Institution, Century 21, Metcash-IGA, Time Conti, The Property Gallery, Amcom, Optus, BHP Billiton, Australia Post, the Health Department of WA, Western Power, Verve Energy, Deutsche Bank, BankWest, Nicheliving Property Group, Blackburne Property Group, ANZ Bank, National Australia Bank, Financial Planners Association of Australia, Bain and Co, TAFE NSW, McDonalds, Lockwood Security Products, Mobitel Sri Lanka, Aktel Bangladesh, Dymocks Books, Wesbeam and hundreds of other large and small organisations.
Key Expertise
- Innovation
- Sales
- Business Growth
- Leadership
- High Performance Teams
Industry Focus
- Real Estate and Construction
- Finance and Banking
- Professional Services
- Government Services
- Telecommunications
- Retail
- Tourism and Hospitality
- Media Sales
- Business to Business Sales
Specialist Categories
- Sales
- Customer Service
- Strategy and Planning
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