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Half Day | 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.
Topics Covered
- Introduction to communication and sales
- What Colour are You? What Colour are your customers ?
- Know your FAB
- The Sales conversation
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 communication and 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. 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 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.
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.
Topics Covered
- Introduction to communication and sales
- What Colour are You? What Colour are your customers ?
- Know your FAB
- The Sales conversation
Who is this workshop for
Anyone who is customer facing in an organisation
Handouts/materials provided
Selling in Full Colour workbook
What to bring
A happy disposition and a willingness to learn
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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