Grow your business FAST through simple techniques to find, recognise, create and convert more sales. 

Learn Business Development

We help businesses by teaching practical sales techniques that ensure an increase in business.


Our workshops teach powerful techniques, practical and motivational your team will enjoy rapid advancement of their skills and capabilities.
(Send any number of participants)


Bespoke training tailored to your company’s needs. Participants emerge fully equipped with both the practical application and the confidence. See immediate behavioural difference in their capabilities, motivation and attitude.

Smarter Selling Stages of Development

Options: Public workshops/Company Workshop 

Option 1. Expand your knowledge through our public workshops

Sales Accelerator course 
  • 2 Day Workshop
  • 7 foundations of sales. How to find, create and convert a sale FAST.
  • Rapidly up skill your sales people and get them confident and ahead of the game.
  • Techniques that win business.

You want to be the Expert? Known as the Professional? Get deals that you thought were pipe dreams? This course is what will get you them. Most popular workshop – great for quickly up skilling your team to hit the ground running with powerful techniques across all the essentials of finding, creating and converting a sale. Expansion of skills to sharpen the tools and expand the knowledge of even the most experienced sales person.


Topic 1: Exploration & Selling
Why do people buy? How 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.

TOPIC 2: Listening
The backbone of all communication. Understand active listening.

TOPIC 3: Objections
Understanding what this really means and how to convert into a sale.

TOPIC 4: Negotiation
Successful negotiators are created not born. Shift the focus off price and onto aligning the perfect solution. Learn great tactics.

TOPIC 5: Managing clients’ expectations
Service excellence. Managing tricky situations.

TOPIC 6: Business Development/Prospecting
Essential to the growth of your business. How to make prospecting easy and comfortable. Be someone who embraces prospecting with a clear head, consistency and genuine enthusiasm.

TOPIC 7: Presenting
Structure to ensure seamless delivery of your message. Be a powerful presenter who understands how to embed a message (that makes sense to your ‘audience’) with clarity.

Choose your Date and Secure your Place

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Second stage: Business Development 2 Day Course

Essential to the growth of your business. Providing you with great Business Development skills ensure your business is sustainable and thriving.

Two day FAST TRACK: Learn the essentials of successful business development!

It will get you completely ahead of the game when it comes to successfully building your business. Be someone who embraces prospecting with a clear head, consistency and genuine enthusiasm.

Knowing the best time to reach out

Research, meaningful, creating a need

How to create business opportunities
Target clients 80/20
Plan, prepare, execute
Different approaches
How to get in the door
What to do via email, what not to do
Cold calling
Phone calls
Covering techniques

How to make it happen!
Keep moving forward with volition!

How to be creative
Opening lines
Structure of your call/email/meeting
What’s your message? Why you reaching out? What solution does this provide the client?
Inductive/ Deductive

Being mentally ready ensures success
Learn how to be bullet proof in your offering
Taking action!

Choose your Date and Secure your Place

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Option 2. Company Tailored Workshop

  • We find out what your company needs and tailor a program that exceeds those goals.

Essential to the growth of your business. Providing you and your team with great Business Development skills ensure your business is sustainable and thriving.

We work on;

  • Understanding the clients needs (Exploration: the key to business development – making sure its about the client and what they need) , 
  • Focus (is your focus on your own aim – or the clients )?, 
  • Recognise and Create opportunities, 
  • Cold Calling, 
  • Communication (how we communicate effectively- emails, phones), 
  • Target Clients (is your focus and efforts in the right place), 
  • Purpose of reaching out, 
  • Relevance (whats the relevance of your solution to this client – where is the link), 
  • Structure (how to structure reaching out to get results), 
  • Timing, 
  • Networking, 
  • Mindset (key – you are projecting every limiting belief – and conversely every positive belief), 
  • Taking action! 
  • and more.. 

Business Development Resources


  • I learnt the process of communication. How to uncover their needs and SO much more which will assist me in assisting them.

    Magdalena Kus CBSI
  • Adapting your questions and ways of communication in order to treat the client as a unique individual.

    James Wallace Critical Dental
  • To be successful, it's the accurate matching of the customers requirements with a solution . It's all in the questions and observing what they do and say

    Richard Rodrigues Wontok
  • It is important that you are able to observe the behaviours of a potential client, identifying thier core needs and then adequately adapt your solution.

    Alicia Temple Wise Up Marketing
  • Learnt a simple structure which is a process of asking questions to build trust and gain understanding of clients needs and pain points

    Mary-Anne Amies Wise Up Marketing
  • I’ve learnt that consistency and discipline are key to business development.

    Ruth Blake PRP Imaging
  • Commercial conversations should be about how you can help the customer.

    Dean O’Sullivan O'Sullivan Safety
  • Treat existing clients the same as when you first brought them on, ask them lots of questions and and make it about them.  

    Grace Farrell Audio Network
  • I’ve learnt to make more time for my big customers through time management.

    Wade Cleary Neild & Co
  • I need to focus on the right customers and spend less time on those who don’t spend.

    Jason Bishop Neild & Co
  • Over the phone a client can hear your tone, body language and positivity.

    Amanda Newnham Woodpecker
  • I will push my comfort zone by re-framing consistently and ensure I am always projecting positivity.

    Amanda Newnham Woodpecker
  • Don’t come in with an “underdog” attitude; be neutral about price with a positive mindset about the outcome.

    Voula Mallios Consolidated
  • Be outward focused, don’t exaggerate, be clear on how you can add to their life and anchor back to any positive interactions.

    Marianne Volakos Woodpecker
  • Stop listening to limited beliefs, move out of my comfort zone by feeding positive energy.

    Marianne Volakos Woodpecker
  • Filter the customers so you don’t spent too much time on the maybe but probably nots.

    Jacquie Miceli Woodpecker
  • Make use of business tools (ie linkedin) to connect with big targets.

    Fan Chen Corum
  • I’m going to grow my business by making it all about the client/prospect, be more consistent and make my interactions meaningful and relevant.  

    Jason Dammon Woodpecker
  • Accept feedback to build your relationship.

    Brad Watson Woodpecker
  • Don’t anchor back to a negative email, start fresh with your solution.

    Brad Watson Woodpecker
  • Don’t talk too much, it doesn’t create more sales.

    Brad Watson Woodpecker
  • Use the positive energy from a sale to make another sale

    Matt Howle Mayfield Garden
  • First trial your tactics on low hanging fruit and perfect it before targeting the large prospects

    Karen Thomas The Glove Company
  • Now before I see a customer I will ask myself, ‘What is relevant and meaningful for them?

    Kylie Lenton Avery, May 2017
  • Be up- front and talk about what you are selling, it’s honest.

    Monica Gilbert The Glove Company
  • Get the customer curious about your products

    Marie Kitchin Mayfield Garden
  • Know what kind of customer you want

    Fiona Hipkiss Flordis
  • A call to a client keeps you in their mind

    Lisa Walker The Glove Company
  • What value do my products add to the buyers business

    Kathleen Smith Mary Mary African Label
  • Approach the right people by assessing who will bring in the most business

    Derek Wensor EIR Group
  • I now understand how important it is to recognise and appreciate my top client

    Hamza Alamine Royals Hair and Beauty
  • I'm going to grow the business by allocating intentional time to business development

    Sam Young Kyzen Group
  • If you make yourself accessible and turn up, you will get more opportunities

    Kate Boorer Young Professional Women Australia
  • Success breeds success so make your sales calls after a big win

    Michael De Angelis Ac Industries
  • Any time spent with a customer should be adding value

    Mitchell Stanger Sunrise Medical
  • Business development includes sewing the seeds for future business

    Tom Patterson Kyzen Group
  • Focus on delivering what the customer wants/needs, listen more and hardball less

    Tony Wigg Ac Industries
  • Be accessible to your clients

    Victoria Cullen Savvy Brides
  • Recognise that your clients need to be looked after if you want to continue to receive their business

    Natalia Niewiadomska Harbourside Decorators
  • Use Linkedin as a tool for further understanding your customer

    Wesley Lim Seepex
  • Fish where the fish are

    Jay Collinson Right2Drive
  • Make sure you have uncovered all the clients needs, uncover more opportunities, provide value

    Paul Keating Audio Visual Events
  • Ask about their vision

    David Campbell Audio Visual Events
  • Listen for key words and phrases your customer uses so you can repeat them back when delivering a solution

    Larissa McMahon B Online Learning
  • Regular contact should include commercial conversations

    Larissa McMahon B Online Learning
  • Recognise your current clients importance

    Eric Spencer Audio Visual Events
  • Stand next to the client to show you're on the same side

    Ben Saunders B Online Learning
  • Tailoring your approach, language and demeanour to the customer builds rapport and trust

    John Meillon Audio Visual Events
  • sell all the decision makers

    Daniel Yip Audio Visual Events
  • Creating a proposal to suit their needs makes the customer feel listened to, understood, valued and comfortable

    Rob Brugman GCR Electrical Services
  • Make business development part of your routine

    Rob Brugman GCR Electrical Services
  • Business Development is all the time!

    Mark Williamson Audio Visual Events
  • I'm now going to PLAN and FOCUS more by being more proactive and unafraid to reach out to customers and prospects.

    Lucy Batt Metra Weather Service
  • I've realised we should look after the top clients, that I need to identify my Biz dev targets, plan better and concentrate on their value.

    Harley Economou Audio Visual Events
  • 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
  • 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
  • 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
  • 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'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'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
  • Be available, be accessible!

    Anna Ricciuti Modern Teaching Aids - January 2018
  • Adding value to the client isn't necessarily about product - it's also about really listening to the client to fully understand their needs.

    Louise Papadopoulos Modern Teaching Aids- January 2018
  • By focusing on the client and asking the right questions, their minds open up to other products and services that they may not have initially been receptive to.

    Julie McCann Modern Teaching Aids- January 2018
  • When I was told we would be having sales training at the conference I was quite skeptical, having had several in the past that weren't good. BUT... after 33 years in this industry, THANK YOU CHARMAINE - you have opened my eyes to so many more possibilities in increasing sales!!!!!

    Harry Hoogenhout Modern Teaching Aids, January 2018
  • Have high expectations of yourself and be prepared accordingly - work to a partnership mentality with customers, know who the key people are and align with them by fully understanding their needs and maximising face-time with them.

    Chris Todd Modern Teaching Aids, January 2018
  • With existing customers, you don't always need a reason to see them. Turn up more and be more visible.

    Rachel Woods STM Brands, March 2018
  • Mindset is so important- approach new Business Development opportunities with your own strengths. Don't get caught up in the detail, look at the bigger picture.

    Jayshil Parmar STM Brands, March 2018
  • The difference in being a good BDM and a great BDM is mindset.

    Heather Clavell Mark Sensing, April 2018
  • Keep fires burning and make the most of EVERY opportunity!

    Michael Donaldson Uponor, April 2018
  • Turn up more, and ask more questions!

    Mark Wilson Rapid Automatic, April 2018
  • Be creative to find a zebra, and make opportunities. Be consistent to become efficient.

    Rob Brugman GCR Electrical, April 2018
  • Know my message and be confident with clients.

    Richard Gartner Safe T Stop, April 2018
  • Energy & effort- use them effectively to get to the desired outcome.

    Veronica Hunter Safe T Stop, April 2018
  • Sales and business development require me to be more disciplined and consistent with my time.

    Mike Benson Glynn, April 2018
  • Hook in curiosity

    Paul Hy STM Brands, March 2018
  • Cold calls and emails are better than none as they all mark the start of a relationship

    Sarah Schofield Empire Bridal, March 2017
  • There’s never a good time to ask, ‘is this a good time’.

    Simon Butler Woodpecker, March 2017
  • Don’t give the customer an opt out by asking them if they have 5mins to chat.

    Chris Ayshford STM Brands, March 2017
  • Continue any positive email threads and close any negative email threads.

    Armando Foxlee Fisher and Paykel, March 2017
  • Be one step ahead and always bring new ideas to the table.

    Soulla Dionysiou Woodpecker, March 2017
  • Understand the clients needs better than my predecessors.

    Matthew Sell Fisher and Paykel, March 2017
  • Be proactive.

    Joshua Clarke Fisher and Paykel, March 2017
  • Be more personalised.

    Campbell Sheppard SATO Health, March 2017
  • Offer opportunities which improve their customer practices.

    Ty Chapman Fisher and Paykel, March 2017

 Want to know what other people said?


Where is the location?

Sydney’s location is Adina Apartments, 359 Crown Street, Surry Hills, Sydney, NSW 2010.

Melbourne’s location is Karskens, 123 Queen Street, Melbourne, Victoria 3000.

What's included in the cost?

All refreshments, all day and lunch. Workbook & Certification.

Do we get a certificate or recognition?

Yes, if you do a set program and you answer the information in full in the last afternoon you get a certificate to show you are proficient in those subjects.

What if I need to cancel or move dates?

If you give 21 days notice you can either move your booking to a different date or have a full refund. Anything less than 21 days then there is no refund.

What if I have a number of people on my team attend?

Yes, we often have many from the same company attend and offer discounts for groups over 8 people.

“This course was opened my eyes to sales. I now feel proud of being a sales person!

I realised that sales was about understanding the client (and not pushing my own agenda)! I know exactly how to find out and listen to what my potential client wants, know how to quickly work out how they want to be communicated with and how to align my solution in a way that makes sense to them. It is so obvious!

My abilities and confidence since the course has skyrocketed and I’m more away of people selling to me badly! (jumping to all sorts of conclusions about what they think I need).

Dara Donnelly,
Business Owner, Sydney.

Our Workshop Attendees


If you are ready to book, scroll back up to number 2, to choose your date and secure your place.

Should you want to discuss anything then please fill in the contact form with as much detail as possible.

Smarter Selling is: Sales Training Sydney, Melbourne and International