The 5 Stage Sales Training Evolution Program
The program is designed to evolve the skill sets of sales professionals through five stages.
It starts for most at Stage 2 with our signature workshop – Sales Accelerator – for experienced sales professionals looking to reach the next level.
For those newer to sales we have a Stage 1 program – Sales Essentials.
See the complete summary for each course by clicking on the image below.
Establishing the best course for you or your team
Before we book you or the team into a course, we understand the current skill sets to enable us to guide you as to the best stage to start.
We take you through a three stage process.
Do you want a motivated, high performing sales team?
We work with businesses to enhance the sales skills for individuals and teams for business growth. We will guide you through the learning program to achieve your desired outcomes. We customise and tailor the content to reflect your business needs. Talk to us about how we can help you smash your goals this year.
Listen to Charmaine as she explains what it takes to be a high performing sales person.
Charmaine Keegan, Founder, Director and Lead Trainer, Smarter Selling
The 5 sales training programs
STAGE 2: SALES ACCELERATOR
This is our signature program – so we start here
Based on years of practice, this course sets you up with all you need to be efficient and successful every day. These seven key modules are carefully crafted so that your team (at wherever level they are) rapidly advance their thinking and application. This is taught in capital cities across Australia and internationally.
This is our 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.
Level: Experienced up to 30 years
- You want to be the Expert?
- Known as the Professional?
- Get deals that you thought were pipe dreams?
- This course is what will help you get them.
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.
Pre Work: We ask you questions about your role and business to assist us in assisting you and exceeding your goal.
Topic 2: Listening
- The backbone of all communication.
- Understand active listening.
Topic 3: Objections
- Understand what this really means – it’s one step closer to a sale.
- We help you use objections to convert business.
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
- Manage your clients right and you have loyalty, longevity and referrals.
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.
- Learn to have a growth mentality.
Topic 7: Presenting
- Learn how to present to get business.
- 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.
Stage 1: Sales Essentials
For those newer to sales (first 5 years) or for those who have been in sales for some time with limited formal training.
Also great for anyone that has a ‘touch point’ with a client (meaning they are making an impression, can influence them), i.e Customer Service etc
SALES ESSENTIALS
Fact track your sales abilities with this one day program
Summary: Learn the absolute fundamentals into understanding how to sell. Get a kick start in knowing exactly what a sales person needs to do to achieve their budget. How to act, behave, what to say and what not to say! Understanding questions and their importance.
A must for those new to sales or with limited sales training.
Pre Work: We ask you questions about your business to assist us in assisting you and exceeding your goal.
Sales 101
- Know what it means to sell.
- The basics in knowing how to get more business.
- How to enjoy selling and understand the philosophy behind what’s happening between two people.
- How do we build trust? Professionalism?
Essentials to sales
- What are the essential ingredients to sell and to sell more?
- How do you need to set yourself up for success?
- How should you prepare yourself (physically and mentally)
Questions
- Questions are the key to selling.
- Learn questions which will get your customer talking.
Phone techniques
- What to say and how to say it.
How to think commercially every time
- Your job in sales is growth.
- How to acquire commercial smarts and start recognising opportunities.
Is Sales Essentials for me?
- New to sales
- Working in Consulting or Customer Service and need to upskill
- Been in sales for few years with no or limited training previously
STAGE 3: BUSINESS DEVELOPMENT WORKSHOP
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.
Pre Work: We ask you questions about your business to assist us in assisting you and exceeding your goal.
TIMING
Knowing the best time to reach out
WHERE, WHEN, HOW TO APPROACH
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
Reframes
Covering techniques
TAKING ACTION
How to make it happen!
Keep moving forward with volition!
RELEVANCE
Research, meaningful, creating a need
MESSAGE
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
MINDSET
Being mentally ready ensures success
Learn how to be bullet proof in your offering
Taking action!
Sales Accelerator comes before this, and it’s there that experienced professionals will learn the process, philosophy and formula for success. Within the Sales Accelerator Program, Business Development is one of the 7 key topics needed to set you up for business growth (the whole program is focused on business development). The evolution from that is the Stage 3 Modules first. This 2 Day Business Development course delves deeper and expands further uncovering all you need to know about Business Development. (Note: if you are early on in your sales career, you would start at Stage One: Sales Essentials. This is where your skills are polished, before moving onto the more advanced Stage Two: Sales Accelerator.
STAGE 3: PRESENTING WORKSHOP
Learn to communicate your message effectively and understand what makes a powerful presentation that influences your customer.
Powerful presentations that get clarity and results.
Two day FAST TRACK: Learn the essentials to being a powerful presenter.
It will get you completely ahead of the game when it comes to knowing how to present, internally or to your customers.
Pre Work: We ask you to complete questions about your business to assist us in assisting you and exceeding your goal.
FUNDAMENTALS
Structure
Plan & Prepare
Techniques and Styles
MATERIALS
Which, how, when, why
COMMUNICATE
What you are saying, why, how
Body Language
Satir Categories
Anchoring
Ifluence
Installing
Embedding
PURPOSE
Whats your message
Follow up
Intention
AUDIENCE
Who, what, why
4 Mat System
Focus
MINDSET
Modelling
Energy
Sales Accelerator comes before this, and it’s there that experienced professionals will learn the process, philosophy and formula for success. Within the Sales Accelerator Program, Presenting is one of the 7 key topics needed to set you up for business growth (the whole program is focused on Presenting). The evolution from that is the Stage 3 Modules first. This 2 Day Presenting course delves deeper and expands further uncovering all you need to know about Presenting. (Note: if you are early on in your sales career, you would start at Stage One: Sales Essentials. This is where your skills are polished, before moving onto the more advanced Stage Two: Sales Accelerator.
STAGE 3: NEGOTIATION
Successful negotiators are created not born. Shift the focus off price and onto aligning the perfect solution. Learn great tactics.
Two day FAST TRACK: Learn the essentials to being a powerful negotiator!
Providing you and your team with great negotiation skills sets you up for life.
Shift the focus off price and onto aligning the perfect solution.
It will get you completely ahead of the game when it comes to knowing how to negotiate.
Pre Work: We ask you to complete questions about your business to assist us in assisting you and exceeding your goal.
FUNDAMENTALS
Plan, prepare, outcome
Focus
Intention
Build Trust
How to Align
TACTICS
Techniques
Hierarchy
Cartesian Coordinates
MINDSET
You set the value
Emotional intelligence
AUDIENCE
Value
Buyer position
Drivers
Meta programs
COMMUNICATION
Persuasion
Observation & Adaption
How to motivate
Positioning
What can move
Influence
Reframes
Sales Accelerator comes before this, and it’s there that experienced professionals will learn the process, philosophy and formula for success. Within the Sales Accelerator Program, Negotiation is one of the 7 key topics needed to set you up for business growth (the whole program is focused on Negotiation). The evolution from that is the Stage 3 Modules first. This 2 Day Negotiation course delves deeper and expands further uncovering all you need to know about Negotiation. (Note: if you are early on in your sales career, you would start at Stage One: Sales Essentials. This is where your skills are polished, before moving onto the more advanced Stage Two: Sales Accelerator.
STAGE 4: SALES MASTERY
ADVANCED COURSE FOR THOSE WHO HAVE BEEN SELLING FOR AT LEAST 10 YEARS AND COMPLETED KEY STAGES BEFOREHAND
- Neuro-Linguistic Programming (NLP) techniques
- How the top 0.00001% of sales people think, behave and communicate
- Be the most successful sales person you know
You want to be able to read what your client is thinking? Then this is for you. Not for the faint hearted, an interview is required to get onto this course (and completion of at least stage 2 and usually all or some of stage 3).
Pre Work: We ask you questions about your business to assist us in assisting you and exceeding your goal.
Topics include:
META PROGRAMS
● How to convince your clients
● How to motivate your client to buy
● How to influence how much time they take to make a decision
● Know how your client’s speaking style, listening style, processing style, information style
STRATEGIES
● How to elicit your client’s buying strategy
● How to know what convinces them
● How to motivate them
RAPPORT
● How to quickly build rapport in seconds without saying anything (even by telephone)
COMMUNICATION
● How we communicate, how your client communicates and how to adapt for maximum results
MINDSET
● State of Excellence ● Achieving Goals
VALUES
● What does your client value?
● What value level is your client operating from? Knowing this allows you to adapt your approach
EYE PATTERNS/PREDICATES
● Reading your clients eye patterns/ listening for predicates can enable you to communicate in their language.
STAGE 5: LEADERSHIP
LEAD A WINNING TEAM
Topics include: All areas of Managing/Leading
WHAT YOUR COMPANY/TEAM NEEDS
● Managing/Leading
● Learning styles
● Motivate individuals
● Duties/KPI/team work
● Recruiting
● Empowering others
● Setting and achieving goals
● Delegating
Pre Work: We ask you questions about your business to assist us in assisting you and exceeding your goal.
COACHING EXCELLENCE
● Be the best person you can be and assist your team to be the best they can be.
● Reframing/Sleight of Mouth
● Modelling
● Personality types
● Recruitment
● Coaching
ENABLING
● Research, meaningful, creating a need
● Motivating Team
● Empowering Others
● Inspiring others
VALUES
● Aligning business values within the organisation
TERRITORY MANAGEMENT
● Running a team and a territory, time management
● Team work
● Key Performance Indicators (KPIs)
● SMART Goals
● Meetings
● Learning styles
MINDSET
● You are the captain, sometimes dashing below deck, rowing, but usually steering.
● Realise that it’s your job to steer that ship. Everyone relies on you doing it well.
● Great attitude starts from the top down. Know how to be in charge of your state.
META PROGRAMS
● Completely understand how your team operate.
● Allowing you to know precisely how to assist them.
Discuss your sales training requirements with us today. Call us or contact us via our Contact Page.
WORKSHOP DATES
| Date | Course Name | Location |
| August 23rd, 2019 | Sales Essentials 1 Day Course | Karstens, Melbourne |
| August 26th, 2019 | Sales Essentials 1 Day Course | Adina, Surry Hills, NSW |
| October 22nd, 2019 | Sales Essentials 1 Day Course | Adina, Surry Hills, NSW |
We often add extra programs dates in, call us to discuss. Sydney 02 9188 5253
Melbourne 03 9088 3382
| Date | Course Name | Location |
| August 12 & 13th, 2019 | Sales Accelerator 2 Day Course | Adina, Surry Hills, NSW |
| August 19 & 20, 2019 | Sales Accelerator 2 Day Course | Karstens, Melbourne, VIC |
| September, 11th, 12th, 2019 | Sales Accelerator 2 Day Course | Adina, Surry Hills, NSW |
| October, 14& 15th | Sales Accelerator 2 Day Course | Karstens, Melbourne, VIC |
We often add extra programs dates in, call us to discuss. Sydney 02 9188 5253
Melbourne 03 9088 3382
These run every quarter, to find the next date call us on: 02 9188 5253 or 03 9088 3382
These run every quarter, to find the next date call us on: 02 9188 5253 or 03 9088 3382
These run every quarter, to find the next date call us on: 02 9188 5253 or 03 9088 3382