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Full Day | Max. 20 Participants
Workshop Outcomes
- Understand the fundamentals of sales (even in a non sales environment)
- Understand buyer behaviour and decision making
- Explore the role of emotion in decision making
- Connect better with customers and colleagues to 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
- Learn to classify customers and find more “great customers”
- Develop a set of product cards that outline differentiated messaging for different buyers
Topics Covered
- What is selling and what is communicating? Are they different?
- Understanding buyer behavior styles and the reasons for unique approaches
- Selling without being salesy
- Communicate in the way that the customer wants to be communicated with
- People are different – learn to understand features and benefits and how they relate to various buyer behaviors
- Develop and practice with product cards
- The Sales integrity agreeement with customers
- Increasing success to 8/10
Location
- Willing to work remote
- Willing to work interstate
- Willing to work internationally
How can this workshop be delivered?
- Face to face
Overview
This intensive sales training program explores a unique approach to selling. Sales success in any setting is driven by utilising the right communication at the right time in the right context and communicating with customers in the way that they want to be communicated with. 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 workshop, participants will learn essential communication and sales skills starting with understanding their own behavioural styles. This exploration continues with understanding and recognising other people’s behaviour styles. This all comes together in understanding the communication required from one style to another. Participants move to controlling the conversation and asking the right questions to uncovering customer needs and adjusting the message accordingly.
Workshop Outcomes
- Understand the fundamentals of sales (even in a non sales environment)
- Understand buyer behaviour and decision making
- Explore the role of emotion in decision making
- Connect better with customers and colleagues to 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
- Learn to classify customers and find more “great customers”
- Develop a set of product cards that outline differentiated messaging for different buyers
Topics Covered
- What is selling and what is communicating? Are they different?
- Understanding buyer behavior styles and the reasons for unique approaches
- Selling without being salesy
- Communicate in the way that the customer wants to be communicated with
- People are different – learn to understand features and benefits and how they relate to various buyer behaviors
- Develop and practice with product cards
- The Sales integrity agreeement with customers
- Increasing success to 8/10
Who is this workshop for
Whilst the primary focus is customer facing team members the program is designed that all team members will benefit from the enhanced understanding of communication and sales.
Handouts/materials provided
Sales intensive Handbook
2 x E-books ("Dive In - lessons learnt since business school" and "5 1/2 tips for excellence")
What to bring
A willingness to learn end explre new techniques that will enhance effectiveness and efficiency in sales (and all communication)
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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