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Full Day | Max. 20 Participants
Workshop Outcomes
- Have a deep understanding of the Selling Process and be able to apply this with Customers
- Be comfortable in Planning, Connecting and Establishing relationships with customers
- Be ready to explore sales opportunities with Effective Questioning skills
- Know your product well and be able to articulate the benefits
- Navigation of Customer objections
- How to effectively close the sale and discuss the next steps
Topics Covered
- The 'Sales Circle'
- 7 Seconds to make a great impression
- Preparing for your sales call
- Buyer styles and their unique differences
- Introducing the Sales Objective in 4 steps
- The art of being curious
- Listening to build connection
- Features | Advantages | Benefits
- The Psychology of Objections
- Navigating Customer Objections
- Securing a Yes and next steps
- Analysing the call and making improvements
Location
- Willing to work remote
- Willing to work interstate
- Willing to work internationally
How can this workshop be delivered?
- Face to Face
- Virtual
Overview
The 'Essentials of Selling' sales training workshop covers the fundamentals of the sales process, focusing on building strong customer connections, asking effective questions, handling objections, and closing the sale.
The workshop begins with an introduction to the stages of the sales process, helping participants understand the importance of each step. It then delves into techniques for building rapport and trust with customers, emphasising the role of active listening and effective communication.
Participants will learn how to ask insightful questions to uncover customer needs and will practice handling common objections with empathy and value-driven responses. The session also includes practical exercises on closing techniques, enabling participants to recognise buying signals and confidently seal the deal.
The workshop concludes with a case study, group discussion, and the development of a personal action plan to apply the skills learned in real-world scenarios.
Workshop Outcomes
- Have a deep understanding of the Selling Process and be able to apply this with Customers
- Be comfortable in Planning, Connecting and Establishing relationships with customers
- Be ready to explore sales opportunities with Effective Questioning skills
- Know your product well and be able to articulate the benefits
- Navigation of Customer objections
- How to effectively close the sale and discuss the next steps
Topics Covered
- The 'Sales Circle'
- 7 Seconds to make a great impression
- Preparing for your sales call
- Buyer styles and their unique differences
- Introducing the Sales Objective in 4 steps
- The art of being curious
- Listening to build connection
- Features | Advantages | Benefits
- The Psychology of Objections
- Navigating Customer Objections
- Securing a Yes and next steps
- Analysing the call and making improvements
Who is this workshop for
This workshop is perfect for:
- New sales representatives,
- Career changers,
- Entrepreneurs, and
- Small business owners who need foundational sales skills.
It's also ideal for customer service reps looking to transition into sales and students or recent graduates entering the workforce.
Designed for those with foundational sales experience, the workshop equips participants with essential skills to build strong customer connections, handle objections, and close deals, making it a solid starting point for a successful sales career.
Handouts/materials provided
Learner's Workbook | Case Studies and Activities
What to bring
Questions, specific sales examples, a growth mindset and a willingness to do things differently!
Facilitator
About the facilitator
Adrian is a highly accomplished Senior Learning and Development Leader with over 20 years of Tier 1 FMCG experience in designing, implementing, and managing innovative learning and talent development programs.
With a proven track record of driving organisational success through strategic learning initiatives that align to business objectives and enhance employee performance.
A skilled facilitator that has worked in developing 1000s of Sales Representatives for Australia's largest FMCG field sales teams and 100s of frontline leaders over the past 10 years.
With the ability to connect learning content to strategic business context and challenges, Adrian is adept at impacting all levels of organisations, however his passion has always aligned to frontline sales teams and first-time leaders.
Accredited with; DiSC, Insights Discovery, Human Centred Design and Psychological safety credentials, Adrian is ready to support your teams.
Key Expertise
- Frontline Sales skills
- Negotiation
- Difficult Conversations
- Uncovering customer needs
- Business Growth
- Customer objections
Industry Focus
- FMCG
- Government
- Construction
Based in:
About the facilitator
Adrian is a highly accomplished Senior Learning and Development Leader with over 20 years of Tier 1 FMCG experience in designing, implementing, and managing innovative learning and talent development programs.
With a proven track record of driving organisational success through strategic learning initiatives that align to business objectives and enhance employee performance.
A skilled facilitator that has worked in developing 1000s of Sales Representatives for Australia's largest FMCG field sales teams and 100s of frontline leaders over the past 10 years.
With the ability to connect learning content to strategic business context and challenges, Adrian is adept at impacting all levels of organisations, however his passion has always aligned to frontline sales teams and first-time leaders.
Accredited with; DiSC, Insights Discovery, Human Centred Design and Psychological safety credentials, Adrian is ready to support your teams.
Key Expertise
- Frontline Sales skills
- Negotiation
- Difficult Conversations
- Uncovering customer needs
- Business Growth
- Customer objections
Industry Focus
- FMCG
- Government
- Construction
Based in:
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