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2 days | Max. 12 Participants
Workshop Outcomes
- Understand their own behavioural style and the styles of people they deal with
- Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets
- Use an effective sales questioning technique that will increase sales as participants uncover customer needs and maintain a positive customer experience
- Explain the four major behavioural colour styles and personality types and how to sell to each buyer type
- Develop the ability to communicate to everybody
Topics Covered
- Introduction to communication and sales
- What Colour are You? What Colour are your customers?
- Know your FAB
- The Sales conversation
- Professional selling mindset
- Handling Objections
- Emotions in business
- Removing fear from selling conversations
- Stop selling - start thinking in colour
Location
- Willing to work remote
- Willing to work interstate
- Willing to work internationally
How can this workshop be delivered?
- Face to face
Overview
This two-day intensive communication and sales training program explores a unique approach to selling. Sales success in any setting is driven by utilizing the right communication at the right time in the right context. Many salespeople fall into the trap of talking too much. They can't wait to tell customers about all the features or benefits of their product/service or how great their company is. This is not the best approach to sales.
In this class, participants will learn essential communication and sales skills starting with understanding their own behavioural colour style. This exploration continues with understanding and recognising other people’s colour styles. This all comes together in understanding the communication required from one colour style to another. Participants move from controlling the conversation and asking the right questions to uncovering customer needs and adjusting the message accordingly.
At the core of this program is a more effective communication and sales approach. This approach depends on looking at all the cues, from body language, the handshake and even asking a series of questions in a specific order. It will enable participants to find out their customers’ needs, uncover problems, and ask questions that help the customer realise the problem they haven’t been paying attention to is now too big to ignore.
Moreover, many salespeople have a single, preferred style of selling that works with some buyers but not others. This program will focus on dealing with buyers’ different personalities. Participants will learn how to consider each buyer’s personality and modify their selling style slightly to match the customer’s personality. This will help close more sales. In fact we’ll teach participants how to stop selling and create an environment that makes it easier for people to buy.
Workshop Outcomes
- Understand their own behavioural style and the styles of people they deal with
- Connect better with customers, overcome objections, and close sales confidently and effectively to achieve sales targets
- Use an effective sales questioning technique that will increase sales as participants uncover customer needs and maintain a positive customer experience
- Explain the four major behavioural colour styles and personality types and how to sell to each buyer type
- Develop the ability to communicate to everybody
Topics Covered
- Introduction to communication and sales
- What Colour are You? What Colour are your customers?
- Know your FAB
- The Sales conversation
- Professional selling mindset
- Handling Objections
- Emotions in business
- Removing fear from selling conversations
- Stop selling - start thinking in colour
Who is this workshop for
All team members who interact with stakeholders
Handouts/materials provided
Selling and Communicating in Full Colour Workbook
What to bring
A happy disposition and a hearty appetite for learning
Facilitator
About the facilitator
Rael Bricker brings you 30+ years of strategic, business, and financial consulting and training. He has combined thoughts, ideas, tools & tips to bring you a practical hands on sessions.
From being 6000ft underground in a gold mine, to starting an education business (that grew to have 4000 plus students) to spending years working in venture capital, Rael Bricker has seen it all. He has listed companies on multiple international stock exchanges, and his financial services group has settled more than $3bn in loans over 20 years. Rael has the unique distinction of having sold more than $1bn in mortgages from stage. Rael’s diverse work history combined with unique global research interviews with companies in more than 25 countries allows him to work with leaders and managers on growing and achieving excellence, as he has experienced the rollercoaster himself and knows how to navigate the twists, turns and loops.
If you need Rael to have academic qualifications, he holds two Masters Degrees: an MBA and an MSc (Software Engineering). He is currently a Fellow of the MFAA (Mortgage and Finance Association of Australia), a Certified Speaking Professional (CSP) (Professional Speakers Australia) and a Member of AICD (Australian Institute of Company Directors).
Rael is the 2021 and 2022 President of Professional Speakers Australia in WA.
In 2018, Rael published “Dive in – Lessons learnt since Business School
In 2022 Rael launched the "Business Excellence Indicator" - A proprietary tool that client companies use to measure the "soft stuff" such as Leadership, Strategy and Culture. This tool enables a deep dive into leading indicators of organization performance.
Rael is also accredited to use a range of products and services that include : Integrus Behavior colours, DISC, DISC360, DISCSales, DiscLeadership, Team Dynamics, Motivators, Performance Gap indicator, Platinum Rule, Hartman Value and ShadowMatch.
Based in:
About the facilitator
Rael Bricker brings you 30+ years of strategic, business, and financial consulting and training. He has combined thoughts, ideas, tools & tips to bring you a practical hands on sessions.
From being 6000ft underground in a gold mine, to starting an education business (that grew to have 4000 plus students) to spending years working in venture capital, Rael Bricker has seen it all. He has listed companies on multiple international stock exchanges, and his financial services group has settled more than $3bn in loans over 20 years. Rael has the unique distinction of having sold more than $1bn in mortgages from stage. Rael’s diverse work history combined with unique global research interviews with companies in more than 25 countries allows him to work with leaders and managers on growing and achieving excellence, as he has experienced the rollercoaster himself and knows how to navigate the twists, turns and loops.
If you need Rael to have academic qualifications, he holds two Masters Degrees: an MBA and an MSc (Software Engineering). He is currently a Fellow of the MFAA (Mortgage and Finance Association of Australia), a Certified Speaking Professional (CSP) (Professional Speakers Australia) and a Member of AICD (Australian Institute of Company Directors).
Rael is the 2021 and 2022 President of Professional Speakers Australia in WA.
In 2018, Rael published “Dive in – Lessons learnt since Business School
In 2022 Rael launched the "Business Excellence Indicator" - A proprietary tool that client companies use to measure the "soft stuff" such as Leadership, Strategy and Culture. This tool enables a deep dive into leading indicators of organization performance.
Rael is also accredited to use a range of products and services that include : Integrus Behavior colours, DISC, DISC360, DISCSales, DiscLeadership, Team Dynamics, Motivators, Performance Gap indicator, Platinum Rule, Hartman Value and ShadowMatch.
Based in:
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