SALES ACCELERATOR

Rapid business growth through sales training 

Summary: This two day sales Accelerator course will take you through 7 fundamentals of finding and converting a sale. How to conduct it professionally and with integrity.

  1. Exploration 
    • Including: Selling and Questions
  2. Listening 
  3. Objections 
  4. Negotiation 
  5. Managing Clients’ Expectations 
  6. Business Development 
  7. Presenting 

TOPIC 1: Exploration

Including: Selling and Questions

Why do people buy? Who to effectively sell your product, service or idea.  How to be the expert. How to be professional.

Essential underpinning to every business transaction, critical to the success of the business.

Covering:

Selling: What is selling, how to set yourself mentally for success. 
Questions:  Learn about questions, why, different types, framing them. 
Information is Power – how do you get information – ask questions.
Put bluntly, questions are the difference between someone getting the sale and not. 
Exploration: like you’ve never known it before. Mindshift on how to elicit information from your client.  Exploration of the clients needs by framing questions that keep that client discussing what they need –  which arm you with more than 20 core areas of information including:-  information, needs, drivers, trust, value, beliefs, Internal Representations, how to be creative… (and more)!

Once elicited this puts your sales person in the most professional, powerful position imagined.   Allowing you to then which, once covered mean you simply and easily respond by feeding back the right solution in their language and style in a way that makes sense to them.

Outcome: Total confidence in ability to put forward a solution (delivered in the clients style) which is so perfectly aligned that you get the business. You are the professional. You are the Expert. Your solution is the one that is now obvious. Get that contract out there and then. The deal is done.

TOPIC 2: Listening

The backbone of all communication.

Covering: We are all listening aren’t we? Exercises that shake up that theory.

Outcome: Awareness of when I’m actively listening and when I’m in default mode. How your client listens and what to do to ensure they hear what you are saying in the way you want them to.

TOPIC 3: Objections

Understanding what this really means and how to convert into a sale.

Covering: Different types of objections. Understanding what the objection means. What about if the potential client keeps smiling and saying ‘I’ll be in touch’ but that doesn’t happen – those that can’t be straight with you…

Insight to how we feel and react to feedback and objections.

Outcome: Embracing objections and using them to forge more meaningful relationships that get the sale.

TOPIC 4: Negotiation

Successful negotiators are created not born.

Covering: Preparation, techniques, styles, mindset.

Outcome: Confident, successful negotiators who have a plan of action and all bases covered. Professionals who shift the focus off price and onto aligning the perfect solution (watch how the price negotiation just disintegrates or becomes less important to the client).

TOPIC 5: Managing clients’ expectations

Service excellence. Managing tricky situations.

Covering: Servicing excellence, communication styles. Buying Signals. Building client relationships. How to ensure your client is sold on all your products all the time.  How to manage them their way. What to do if it’s all unravelling and the wheels are falling off…

Outcome: Understanding what is motivating your client and how they want to be communicated with. Effective use of emails, phone calls and meetings.

TOPIC 6: Business Development/Prospecting

How to make prospecting easy and comfortable.

Covering: Energy. Mindset, Who to target, when, how, what to say, what to do? How to convert. Relevance. Timing. Emails, calls, networking.

Outcome: Someone who embraces prospecting with a clear head, consistency and genuine enthusiasm.

TOPIC 7: Presenting

Structure to ensure seamless delivery of your message.

Covering: Plan, prepare and execute. Structure, purpose and clients expectations. Observing and adapting. Next Steps.

Outcome: Powerful presenters who understand how to embed a message (that makes sense to your ‘audience’) with clarity.

Our Learning Process

Step One: Before the workshop: Performance Assessment

Pre-work: Is required for this program
1. We would like to know about your business and then specifically how you currently go about your Sales Process.
A questionnaire is sent to complete.

2. Book a consultation with a Growth Manager
After you have submitted your questionnaire you will speak with one of our Growth Managers.
They will delve deeper into specifics to ensure we know your goal and outcome for the workshop.

Step Two: The workshop: Performance Improvement

Program: Sales Accelerator
Duration: 2 days
Timing: Registration 7.15am – 5.30pm
Refreshments: Served all day (Breakfast, morning tea, lunch, afternoon tea)

Step Three: Post the workshop: Performance Supported

You and the team are provided with 4 weeks of tailored content and support.

 

Testimonials

  • I walked away with a greater sense of confidence in myself as a sales rep than I could have ever imagined. Charmaine was engaging, enthusiastic, extermely knowledgeable and well read. I couldn't recommend her highly enough.

    Megan Steiner Hospira
  • I learnt very quickly that sales is about understanding the other person and what they want. Not everyone thinks the same!

    Ann-Marie Pieler- Walton Safe T Stop NZ
  • It was great to really understand how to really grow business fast by being so client focused. Understanding their needs and wants and the way they operate.

    Christian Pieler Safe T Stop
  • I learnt that every situation & person is different. The way they buy, hear things, react, what's important to them  and you need to frame correctly and ask the questions that will benefit both parties.

    Sean Mealor Corum
  • It's important to ask questions and get that client talking, also just because one of your contacts is 'sold' within an organisation- don't assume the other decision makers are.

    James Nicholson Full House Group
  • I learned how to observe everything. What the client is saying and doing. How to keep the customer discussing their needs.

    Nemara The Propper
  • Understanding our clients overall vision is imperative. We need to adapt and apply relevance between our products and their needs to find positive solutions and build rapport.

    Amanda Newnham Woodpecker
  • I now understand the difference between literal and inferential clients and how to help them understand that change is beneficial.

    Amanda Newnham Woodpecker
  • Everybody wants, needs, reacts and buys differently so you need to consider how the customer operates.

    Jennifer Allen ScanBrands / Baby Bjorn
  • Take advantage of the opportunity when your customer bypasses critical faculty during the buying process.

    Marianne Volakos Woodpecker

Enter your details below, for more information or call our team on 02 9188 5253 to discuss your needs.

Development Programs

Are you or your team looking for a comprehensive sales development program, we have bundled options to meet your development needs.

Sales Expert

Stage 2 Sales Accelerator

Stage 3 Business Development, Presenting and Negotiation

Become a Master

Stage 2 Sales Accelerator

Stage 3 Business Development, Presenting and Negotiation

Stage 4 Sales Mastery

Executive Package

Stage 2 Sales Accelerator

Stage 3 Business Development, Presenting and Negotiation

Stage 4 Sales Mastery

Stage 5 Leadership

Specialists (Tailored)

We work with you to understand your needs and create a development program drawing on specific modules to provide the skills needed to excel.

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