Consultative selling

We make it easy for your team to engage and emotionally connect with families.

Professional sales training that equips your team with practical methods to help them easily sell with integrity.

Selling is just communication – the family has a need and you have the resources.

We teach how to understand these needs, how to align with each family/customer and deliver your solution effectively. 

We make selling easy and comfortable 

After each workshop our participants say ‘that was so easy, I can engage with a family like that, that has total integrity’. 

Key Takeaways From Our Training

Know what the family/customer needs and expects from you

Know how each person measures value

How to put forward your organisations key points effectively 

How to understand and convey your suite of offerings (recognise other opportunities)

How to read what your family/customer is saying 

Understand what the family values

How to keep leads warm

How to be professional

How to be the trusted advisor 

How to answer the phone and what information to elicit which will aid you in assisting that family

Conversion rate: how to increase this comfortably

How to easily get them to sign with you (with integrity)

Present – however ‘presenting’ is to you (by phone, on site) we assist your team in knowing how to conduct themselves in such a way that the family signs up 

How to build rapport

How to be an expert

How to nurture warm leads

Know what to say and how to say it 

Choice – how to be the choice provider (with integrity)

 How to  manage expectations

How to have conversations that focus on the families need (and not just doing an ‘information dump ‘ of your offering)

How to close 

How to give your team confidence in how to handle all situations with the family

How to amend mindset of the team to be more commercially savvy

How to build relationships with referrers (or 3rd parties)

Recent Participants Said…

  • I learnt the importance of valuing the organisation, service and myself - to be confident about being able to sell the service.

    Martina Wonderlay Cerebral Palsy Alliance, January 2018
  • I now know it's beneficial to listen to my clients and then identify the benefits they want rather than just listing all our services.

    Jodie Howitt Cerebral Palsy Alliance, January 2018
  • Do not assume that the client will retain the information you have raised, touch base with them and follow up post meeting.

    Amy Kranz Cerebral Palsy Alliance - January 2018
  • The customer should do 90% of the talking - information is power.

    Ally Addison Cerebral Palsy Alliance, January 2018
  • I learnt how to welcome feedback and manage my emotional response.

    Robyn Cummins Cerebral Palsy Alliance - January 2018
  • Be careful of making presumptions regarding what your client wants, how much they have to spend and what is important to them -  ask lots of questions and listen to your client!

    Sue Cook Cerebral Palsy Alliance - January 2018
  • I learnt that if the Client is almost sold on the product, this is a magic period where added/extra benefits can be sold to them, but you have to be present, observe where they are and adapt to them constantly.

    Jenni Ennor IRT
  • I've learnt to observe EVERYTHING around the client: non-verbal cues, environment; to be adaptable: use different styles or techniques for every different situation and person.

    Lisa Lawrence IRT
  • I learnt to work off my clients' terms and language and encourage feedback if something isn't working.

    Rita Mastrangelo Cerebral Palsy Alliance - January 2018
  • By changing my mindset, I can engage with residents on a deeper level.

    Bernadette Howell IRT QLD, March 2018
  • I'm not a planner, but I now will be as a result of training with Smarter Selling - time to make every opportunity count!

    Ric Cabita IRT
  • I need to ask more questions: not to be complacent and think I know what the customers want: everyone's different. I think I could also improve asking customers how I can help look after or manage them. Using the 80/20 rule is a good one!

    Helen Spence IRT
  • I learnt techniques to ask the right questions!

    Jo Ford Cerebral Palsy Alliance - January 2018
  • I've learnt some new techniques around asking more questions, re-framing, how to recognise when a customer is sold - also to give them time to process the information. I'm now going to plan for 2 hours every week and focus on the top 20% of clients

    Melissa Naylor IRT
  • I learnt to ask more open questions. I'm looking forward to building stronger relationships.

    Ellie Weber Cerebral Palsy Alliance, June 2018
  • Observe and listen without making assumptions. Make it easier for the client to be honest.

    Johanna Korkalainen Cerebral Palsy Alliance, January 2018
  • By bringing a focus to the client's needs I can generate more sales.

    Dyranda Hortle Cerebral Palsy Alliance - January 2018
  • There is value in asking my clients questions and being unapologetic about selling our services.

    Shilo Preston-Stanley Cerebral Palsy Alliance, January 2018
  • Wow - I've been selling to myself ie thinking everyone else is like me and has my needs and selling the same way! Now I'm going to really find out what they want, aligning with their needs and create supportive nurturing relationships.

    David O'Toole IRT
  • I am my own power, I will take on my life with gutso!

    Thea Anderson IRT QLD, March 2018
  • I learnt to look at complaints as feedback to improve my response to present and future clients.

    Kylie Harvey Cerebral Palsy Alliance, January 2018
  • Take action consistently, and always follow-up with clients.

    Alissa Griffithis CPA, March 2018
  • Do not make assumptions when listening to families, pay attention and clarify what they're saying.    

    Angela Taylor Cerebral Palsy Alliance - January 2018
  • We are not selling to ourselves! Observe & adapt is so important to understand our customers' needs.

    Loretta Szentirmay IRT
  • I learned new ways to change my language to better deal with objections and care for our clients.

    James Rickards IRT QLD, March 2018
  • The course was very powerful and filled with lots of positive information- thank you!

    Samantha Austin IRT QLD, March 2018
  • This workshop has allowed me to recognise that the language I use and the conclusions I sometimes make on behalf of clients is anti-productive.

    Mark Liberatore Cerebral Palsy Alliance - January 2018
  • Not everyone is like me; sales is about listening.

    Michele Rooney Cerebral Palsy Alliance - January 2018
  • The course reset my way of thinking so I'm now in control of my thoughts and understanding my residents better.

    Fay Scobie IRT QLD, March 2018
  • I built on my knowledge and understanding of the power of positivity on your energy and thoughts. I changed my life on these beliefs and was empowered more today- THANK YOU!!

    Lynn Scholl IRT QLD, March 2018
  • Stop presuming we know what our clients want. Listen more, do not talk so much, silence is OK.

    Amanda Thompson Cerebral Palsy Alliance, January 2018
  • This workshop has helped me focus on what the key parts of customer engagement are.

    Kate Booth Cerebral Palsy Alliance - January 2018
  • I learnt to ask my clients lots of 'why' questions and to emphasise that their enquiry is a priority.

    Michael Ho Cerebral Palsy Alliance, January 2018
  • Listen, Listen, Listen- You can only change yourself.

    Sandi Bordenaro IRT QLD, March 2018
  • I had an awesome day and loved the course- thank you!

    Leeanne Jackson IRT QLD, March 2018
  • Make the service all about the client and not about me or Cerebral Palsy Alliance.

    Lisa Turrell Cerebral Palsy Alliance, January 2018
  • By being positive within myself, my residents will benefit from the outcome.

    Raph Prasetyo IRT QLD, March 2018
  • I now understand that it's important to ask more questions and listen to what the client is saying. I also learnt that it's good to ask the client for feedback so I can do better.

    Michelle Bartlett Cerebral Palsy Alliance, January 2018
  • I have learnt to be aware of my key accounts' expectations, to invest my time in them and keep them happy: I'm going to spend more time connecting and planning and setting targets!

    Zeffy Delnas IRT
  • Going forward I'm now going to let the client do 90% of the talking, so I can fill my Question Funnel with questions to ascertain as much information as possible, check what they need (recap) and align my solution with their needs.

    David Rawson IRT
  • Going forward, I'm going to upsell more (but at the end!) and focus on the customer (not me) - I've learnt that people are communicating and we should be constantly adapting to our customers.

    Kimberley Preedy IRT
  • I had some key learning around my emails & calls: making it more about the customers, be more focused: considering the outcome and purpose of the email and what results I want to see - if I understand what the customer wants to get out of it, I'll get a better result.

    Wendy Pepper IRT
  • I learnt how to better understand my residents' needs by becoming more aware of mindset, listening and asking relavant questions.

    Peter Canavan IRT QLD, March 2018
  • 2 steps I'm going to take from here are: Roll out my plan and set aside weekly time out of the office for business development.

    Raelene Lewis IRT
  • What I got out of the workshop: make it easy to get feedback, don't cut relationships when they get too hard and be comfortable with knowing how much services cost.

    Jane Crawford, Cerebral Palsy Alliance - January 2018
  • A client should do 90% of the talking.

    Angela Tiedeman Cerebral Palsy Alliance - January 2018
  • We've learnt that the Exploration Process allows the customer to spend 90% of the time talking: questions are power! It's also really got me thinking about alternatives- and what sets us apart.

    Colin Hill IRT
  • I learnt to ask more questions, observe and adapt to my clients needs.

    Glenn Wright Cerebral Palsy Alliance, January 2018
  • I'm definitely going to get in front of more people and plan my business development better. And of course ask more questions so I can understand our customers and offer more value.

    Dominic Kennedy IRT
  • I've learnt to see opportunities to upsell other packages which I wouldn't have thought of before and meet more of their needs.

    Tracey IRT
  • Have a positive mindset and help clients to see the value in your service.

    Anuja Sawant SDN Children's Services, 2018
  • Moving forward I'm going to train my staff to observe & adapt so we all listen more, find out what our customers care about, also to create interactive presentations!

    Karen Denny IRT
  • I learnt the importance of getting to know the families by asking them questions and reading their responses. This leads to upselling in the future.

    Anne-Marie Bell Cerebral Palsy Alliance, January 2018
  • It's important to align to the client's needs to make it easier for them to say yes.

    Kristen Murray Cerebral Palsy Alliance, January 2018
  • Asking the client questions and letting them talk will provide information that will make the service/experience fit their values and priorities.

    Sally Chaplin Cerebral Palsy Alliance - January 2018
  • It's not about the issue, but how I manage that issue in a positive way that focuses on the client. I also learnt that it's important to be more proactive with following up on and prioritising new clients.

    Ronda Shehata Cerebral Palsy Alliance - January 2018
  • Asking the client for clarification is OK and essential for both the client and me.  It's how we gather better information.

    Amy Currant Cerebral Palsy Alliance, January 2018
  • Don't let negativity bring me down.

    Deb Frederickson IRT QLD, March 2018
  • Understand an individual's pace and stick to it.

    Teigan Butchers Cerebral Palsy Alliance - January 2018
  • I learned the importance of mindset- how to change my way of thinking to best help our residents.

    Heather Barker IRT QLD, March 2018
  • I learnt the importance of following up on clients ASAP to keep momentum going and turn them into active clients.

    Renee Doolan Cerebral Palsy Alliance - January 2018
  • I learnt about the importance of mindset- if I set my mindset to positive thinking, I believe that the things I want out of life are within my reach!

    Rosemarie VanEck IRT QLD, March 2018
  • Gather more information before jumping to offer a solution.

    Diane Oates Cerebral Palsy Alliance - January 2018
  • Be natural and confident when discussing service options and service delivery fees.

    Sophie Reynolds Cerebral Palsy Alliance, January 2018

Learn a simple process that’s easy to adopt, easy to implement and has immediate results.

We look forward to hearing from you.


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Smarter Selling is: Sales Training Sydney, Melbourne and International