Service excellence training designed for the disability services sector

We make it easy for your team to engage and emotionally connect with families for a positive commercial outcome.

Professional sales training to empower your team with practical methods to help them communicate effectively and sell with confidence, ease and integrity.

SELLING = HELPING

Understanding the family’s needs, your customer, knowing you have the resources to help them. Selling – at it’s simplest – is communication.

We train your team how to understand these needs, how to align with each family/customer and deliver the best solution effectively and with confidence.

We make selling easy and comfortable.

Our workshop participants say ‘that was so easy, I can engage with a family like that, and with total integrity’.

Key learnings from our training

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How to put forward your organisations key points effectively

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

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How to be the trusted advisor

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How to answer the phone and elicit the information you need to aid you to assist that family

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How to nurture warm leads

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

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

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

What sales and communication skill level do your teams have?

Are your team skilled in having deep, meaningful conversations with families and stakeholders?

Do you find yourself asking these questions?

  • Can anyone sell? What if they have never sold before?
  • Can you have integrity as well as a commercial mindset?
  • What does it mean to sell?
  • How do we build trust with a client?
  • How can we be seen as the Leader?
  • How to handle a resistant team who are wary of ‘sales?’ Is it possible for them to even enjoy sales– embrace it?
  • What are the three key things I need to do today to amend our culture and ‘lean into’ sales?

Testimonials

Cristina Karvonidis, General Manager, Give a Care
We engaged Smarter Selling to help unite our teams understand and embrace the notion that it is everyone’s role to promote the image of Give a Care in the disability sector and to help grow the business through effective and long lasting relationship building. We wanted the teams to understand how to engage professionally with exceptional questioning and listening skills that show our client focussed values and by consequence, build referrals.

Charmaine’s style was all about being authentic with integrity, values that we uphold here at Give a Care. Charmaine’s style is upbeat, engaging, informative, insightful and interesting. The team opened up, learnt how to overcome obstacles and be comfortable doing so. We got so much value, the outcomes are a noticeably outward facing empowered team, pro-actively thinking outside the box in extending our community reach, delivering clear messages about the essence of our service being about helping people, our clients and their families.

Dyranda Hortle, General Manager, Cerebral Palsy Alliance
Charmaine her team are real experts in what it takes to bring about the right mindset for success. We’ve just finished the second round of training in leadership and sales and I can honestly say it’s a real factor in our transformation.
Consultant, Hope Institute
Incredibly helpful. Opens up your mind and makes you think out of the box. Very interesting. The program helps you understand the client and offer a service with confidence.
Lisa Kane, General Manager, Cerebral Palsy Alliance
Charmaine Keegan and Smarter Selling delivered a great 2 day workshop focusing on leadership and team performance. In a dynamic environment, it is so important that our leaders have the right skills to create a high performance culture within their teams. Charmaine delivered content with impact, drawing upon many examples from her significant sales career to underline points. A true sign the workshop was a success was upon return to work, the immediate adoption of language and approaches learned throughout the workshop program. Thanks Charmaine for a great experience!
Jo Ford, General Manager Therapy, Cerebral Palsy Alliance
Thanks Charmaine and Karen for facilitating a fabulous 2 days of leadership training for our team. Your special attention in meeting with us to prepare ensured that the sessions were tailored to the needs of our business and each of the participants. Your passion, enthusiasm and focus on ensuring that we were fully engaged left us all energised and confident to embed the learnings into our work.You will be pleased to hear that we started today with implementing our actions, our first product videos were produced and shared with the team! Thanks again and we look forward to working with you again in the future.
Laura McKnight, Senior Marketing Manager, Cerebral Palsy Alliance
After just completing a 2-day bespoke course in sales, communication and leadership with Charmaine and Karen I’ve come back to work feeling really energised and inspired to put what I’ve learned into practice. The course covered a lot of ground in 2-days and the groups energy level was high throughout. I put that down to the content which was tailored specifically for our needs and moved at the right pace, as well as our fantastic sales expert, Charmaine, whose warmth, passion, energy and understanding of our business and clients was spot on. This is the second course Smarter Selling has run for Cerebral Palsy Alliance and each time they have delivered exactly what was required. Already looking forward to the next one!
Laura McKnight, Senior Marketing Manager, Cerebral Palsy Alliance
We have engaged Charmaine’s services since June 2017 and have had over 90 staff through her programs. I found Charmaine to be passionate about sales and communication and that passion was passed onto our teams as she took them through topics/lessons and scenarios which were relevant to them. From a management point of view Charmaine is professional, cares about your outcomes/focus areas and goals and plans a detailed, thorough program accordingly. She is a thorough, respected Sales Trainer who has such a positive influence on the group. She has a great method and approach which gets them engaged, involved and accountable. From the teams point of view they love the positive energy in the room, are inspired by a motivational leader and learn so much more than they expected. We continue to engage Charmaine’s services through blended learning (face to face and on line) as we evolve our organisation and continue to improve our communication to our clients.
Smrit Narang, Marketing Specialist, SDN
I work at SDN Children’s Services and Charmaine has been working with us since 2017. Our organisation was nervous about introducing sales skills in a not for profit environment.

We hired Charmaine as her approach is around being your authentic self and engaging with families with integrity. She has a wealth of experience in training people to help families and this showed in the way she seamlessly empowered our team to make more engaging calls where they connected in a more meaningful way.

Our teams came to the sessions somewhat reluctantly but went away saying it was one of the best training sessions they had attended. They felt heard and understood during the training.

Ultimately they are now skilled at exploring the families situation and can confidently have conversations over our services. They have structure and clarity. We will no doubt continue to engage Charmaine.

Vangie Weir, Community Manager, IRT
I am a Community Manager at a large aged care organisation. We completed our training with Charmaine a few weeks ago. Charmaine has a warm and uplifting demeanour which puts you at ease. The team and I found her to be extremely knowledgeable in the aged care sector, really relating lessons to day to day scenarios. The sessions were very well delivered and informative and we did a lot of two way discussions (we were very involved).

With each session we were armed with practical outcomes. Easy to engage with, Charmaine made it about us and answered questions easily. She seamlessly pulled in extra topics as needed. A true aged care communication expert.

Some of our clients