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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 more than 30 years of strategic, business, and financial consulting and training to every session. He combines practical tools, hard-won insights, and real-world stories to deliver hands-on learning that participants can apply immediately.
Rael's career spans an extraordinary range of experience, from working 6,000 feet underground in a gold mine, to building an education business that grew to more than 4,000 students, to spending years in venture capital. A health scare in 2013 became a turning point, prompting him to change direction and focus his energy on the work that matters most to him today: helping leaders and organisations grow and achieve excellence. He has listed companies on multiple international stock exchanges, and his financial services group has settled more than $3 billion in loans over 20 years. Rael holds the unique distinction of having sold more than $1 billion in mortgages from the stage.
This diverse career, combined with original global research interviews across more than 25 countries, gives him a rare vantage point for helping leaders and managers navigate their own journeys. He has lived the rollercoaster himself, and he knows how to navigate its twists, turns, and loops.
For those who value academic credentials, Rael holds two Masters degrees, an MBA and an MSc in Software Engineering. He is a Fellow of the Mortgage and Finance Association of Australia (MFAA), a Certified Speaking Professional (CSP) through Professional Speakers Australia, and a Member of the Australian Institute of Company Directors (AICD). He served as the 2021 and 2022 President of Professional Speakers Australia in WA, Convention Chair in 2024 and now sits on the national Board of PSA as a director and isalso inaugural Chair of the PSA Foundation (charitable trust)
In 2018, Rael published Dive In: Lessons Learnt Since Business School. In 2022, he launched the Business Excellence Indicator, a proprietary tool that client companies use to measure the "soft stuff", including leadership, strategy, and culture, giving leaders a deep-dive view into the leading indicators of organisational performance. Rael is also accredited in a range of behavioural and diagnostic tools, including DISC, DISC360, DISC Sales, DISC Leadership, Team Dynamics, Motivators, Performance Gap Indicator, the Platinum Rule and Hartman Value Profile
Based in:
About the facilitator
Rael Bricker brings more than 30 years of strategic, business, and financial consulting and training to every session. He combines practical tools, hard-won insights, and real-world stories to deliver hands-on learning that participants can apply immediately.
Rael's career spans an extraordinary range of experience, from working 6,000 feet underground in a gold mine, to building an education business that grew to more than 4,000 students, to spending years in venture capital. A health scare in 2013 became a turning point, prompting him to change direction and focus his energy on the work that matters most to him today: helping leaders and organisations grow and achieve excellence. He has listed companies on multiple international stock exchanges, and his financial services group has settled more than $3 billion in loans over 20 years. Rael holds the unique distinction of having sold more than $1 billion in mortgages from the stage.
This diverse career, combined with original global research interviews across more than 25 countries, gives him a rare vantage point for helping leaders and managers navigate their own journeys. He has lived the rollercoaster himself, and he knows how to navigate its twists, turns, and loops.
For those who value academic credentials, Rael holds two Masters degrees, an MBA and an MSc in Software Engineering. He is a Fellow of the Mortgage and Finance Association of Australia (MFAA), a Certified Speaking Professional (CSP) through Professional Speakers Australia, and a Member of the Australian Institute of Company Directors (AICD). He served as the 2021 and 2022 President of Professional Speakers Australia in WA, Convention Chair in 2024 and now sits on the national Board of PSA as a director and isalso inaugural Chair of the PSA Foundation (charitable trust)
In 2018, Rael published Dive In: Lessons Learnt Since Business School. In 2022, he launched the Business Excellence Indicator, a proprietary tool that client companies use to measure the "soft stuff", including leadership, strategy, and culture, giving leaders a deep-dive view into the leading indicators of organisational performance. Rael is also accredited in a range of behavioural and diagnostic tools, including DISC, DISC360, DISC Sales, DISC Leadership, Team Dynamics, Motivators, Performance Gap Indicator, the Platinum Rule and Hartman Value Profile
Based in:
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