Sales Training Programs designed to get Results

Face to Face Workshop
or
Blended Program
(Coaching + Online Learning)

Create a highly skilled, empowered confident team that get results

The 6 Stage Sales Training Evolution Program

We work with you to develop a program designed to evolve the skill sets of sales Leaders and their team.

This is an example of some of the programs, starting with Stage 2: The Sales Accelerator, our signature program – for experienced Sales Leaders and professionals looking to evolve their skills and enhance their performance.

For those newer to sales (under 5 years experience) we have a Stage 1 program – Sales Essentials.

Next workshop:

Sales Accelerator

Face to face
Sydney: Aug 24th & 25th
Melbourne: Aug 30th & 31st
Adelaide: Sep 5th & 6th

Call us to advance your and your team’s skills!

We create a development plan for your sales leaders and teams – it would be tailored to your outcomes and is likely to include some of the key programs above.

OUR STAGES

What are the qualities of a great sales person?

This short video (1 min 12 seconds) shares top line of why these 3 qualities are key when it comes to your job as a sales professional. Results (getting the sale) is a consequence of these.

Mindset

Seek to Understand

Compelling message

Paul Keating brought 7 of his team (the second team he has brought along).

He has a mixed ability team with some very senior people and some newer. Within one day he saw the effect. Less discounting and more profit.

Charmaine has a wealth of knowledge that she draws upon from years of sales, she also a very experience NLP Trainer,

Paul Keating, GM, Audio Visual Events.

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 suite of sales training programs

C: Customer Service Excellence

For those that want to improve professionalism and provide customers with premium service 100% of the time.

customer-service

CUSTOMER SERVICE EXCELLENCE

Key topics:

  • Customer service versus customer experience
  • Communication skills for service excellence
  • Managing challenging conversations with customers
  • Maintaining customer focus – influencing others

Key learning outcomes:

  • Understand the importance of creating great customer experiences and what that means for them and their organisation.
  • Understand that different customers have different expectations,.
  • Understand how to deal with challenging customers, and feel confident that they can handle these situations in a structured and thoughtful way.
  • Understand how they can use their mindset to influence themselves and others
  • Have tools and techniques to engage customers with professionalism
  • Be confident and proactive in their approach to the job
  • Be a supporting positive member of the team

Stage 1: Sales Essentials

For those newer to sales (first 5- 10 years) or for those who have been in sales for some time with limited formal training.

These core Sales and Communication lessons are also great for anyone that has a ‘touch point’ with a client (meaning they are making an impression, can influence them), i.e Inside sales, Technicians, Customer Service etc

salesskillsforbeginners2

SALES ESSENTIALS

Fast 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 2: SALES ACCELERATOR

For sales professionals who are already doing the job. This course sets Sales Leaders and team members up with all that’s needed to be efficient, success and focused on results. These seven key modules are carefully crafted so that your team (at wherever level they are) rapidly advance their thinking and application.

This is our most popular workshop – (trained internationally) 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 leader and professional.

Level: Sales Leaders and their more experienced team (15 years +experience)

  • You want to be the seen as the subject matter Expert?
  • Known as the Authority in your field?
  • Professional and highly skilled?
  • Achieve success in an authentic, smarter way?
  • Get deals that you previously may have thought were out of your reach?
  • This course will set you up with the skills to heighten your mindset and emotional intelligence, equipping you with the latest around psychology of buyer behaviour, advancing your sales and communication skills so that it’s easy to perform at a higher level

Topic 1: Exploration & Selling

  • Set yourself up to be the Authority
  • How to effectively engage and position your product, service or idea
  • How to be the subject matter expert
  • Intelligent approach to being a partner
  • Essential underpinning to every business transaction, critical to the success of the business.

Pre Work: Business Assessment and Self assessment: 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
  • Understand beliefs and assumptions

Topic 3: Objections

  • Understand what this really means – it’s one step closer to a sale
  • We help you pre-empt roadblocks and embrace objections (opportunity to educate) to convert business

Topic 4: Negotiation

  • Learn about your solutions value
  • Learn about self worth
  • Successful negotiators are created not born
  • Shift the focus off price and onto aligning the perfect solution
  • Learn great tactics

Topic 5: Account Development

  • Develop your clients
  • Understand ‘adding value’
  • Grasp concept of ‘add-on’s and ‘upsell’ (i.e an obligation to provide the client with what’s right for them
  • Get loyalty, longevity and referrals

Topic 6: Business Development/Prospecting

  • Organisation, priority and focus skills
  • How to make prospecting easy and comfortabl
  • Be someone who embraces prospecting with a clear head, consistency and genuine enthusiasm
  • Learn to have a growth mentality, positive mindset and accountability

Topic 7: Presenting (+ meetings)

  • Learn how to to land a compelling message with clarity
  • Structure to ensure seamless delivery of your message
  • Be a powerful, confident presenter who knows how to embed a message
  • Face to face, telephone and video conferencing skills

Enjoy the SALES ACCELERATOR as either online: With the Smarter Selling Academy

Or a blended learning program: Both Online plus Coaching (face to face)

Stage 3: Extended Disc

For a deeper understanding of the strengths and developmental areas in your individual sales team members through the Extended Disc behavioural assessment.

extended-disc

EXTENDED DISC

Success in sales is determined by how well sales professionals interact with their clients and prospects. Top salespeople are confidently self-aware and able to communicate their sales pitch with little stress or pressure.

These successful professionals will understand their DISC style and also understand the DISC types of others. Their ability to effectively relate, communicate and influence is crucially important when selling and creating relationships with clients and prospects. They understand how they need to behave and interact to be successful.

Course Outline

Learn the Extended DISC® Model of behaviour and examine the four main behavioural styles and combinations. On course completion, you will have an understanding of:

  • Your customers Communication preferences
  • What motivates your customer to buy
  • How to speed read your customer and adapt your style for better results
  • Yourself and your colleagues for a positive team culture

Course agenda

  • Questionnaire assessment completed prior
  • Extended DISC- learn personality & behavioural styles, reactions and communication styles
  • Who are you? Yes, understanding yourself
  • Who are our clients, debriefing top clients and prospects styles and plan out how to approach them for better outcomes

Enjoy the SALES ESSENTIALS as either online: With the Smarter Selling Academy

Or a blended learning program: Both Online plus Coaching (face to face)

STAGE 4: BUSINESS DEVELOPMENT WORKSHOP

2

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).

STAGE 4: PRESENTING WORKSHOP

3

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).

STAGE 4: NEGOTIATION

1

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).

STAGE 5: SALES MASTERY

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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 6: LEADERSHIP

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SERIES ONE:
UNITS 1 – 4

1. Organisation & Time Management
2. Leading and Managing
3. Motivating your team
4. Coaching, Mentoring and Training

SERIES FOUR:
UNITS 13 – 16

13. Business values alignment
14. Running effective meetings Brain Storming
15. Conflict Resolution
16. Writing Business Plans

SERIES TWO:
UNITS 5 – 8

5. Learning styles and personality types
6. KPIs
7. Performance Reviews
8. Reducing Stress

SERIES FIVE:
UNIT 17

17. Extended Disc

SERIES THREE:
UNITS 9 – 12

9. Emotional Intelligence, Resilience in Leaders
10. Recruitment and Onboarding
11. Leading a Remote Selling team
12. Creating a dynamic Team

SERIES SIX:
UNIT 18

18. Situational Leadership ®

Discuss your sales training requirements with us today. Call us or contact us via our Contact Page.

WORKSHOP DATES

Date Face to Face | Virtual Program details
Aug 14 & 15 Virtual Zoom

To find out more- contact us on: 02 9188 5253 or 03 9088 3382

Date Face to Face | Virtual Program Details
Sept 20th Face to face | 1 day Adina-Surry Hills, Sydney

We often add extra programs dates in, call us to discuss. Sydney 02 9188 5253
Melbourne 03 9088 3382

Date Face to Face | Virtual Blended
Aug 24th & 25th
Aug 30th & 31st
Sep 5th & 6th
Face to Face | 2 days
Face to Face | 2 days
Face to Face | 2 days
Adina, Surry Hills, Sydney
Vibe, Melbourne
Next Gen Club, Adelaide

We often add extra programs dates in, call us to discuss. Sydney 02 9188 5253
Melbourne 03 9088 3382

Date Face to Face | Virtual Program details
Aug 24 & 25 Virtual | 2 half days Zoom
Sept 12 Face to Face Sydney

To find out more- contact us on: 02 9188 5253 or 03 9088 3382

Date Face to Face | Virtual Program Details
Aug 30 & 31 Face to face| 2 days * Advanced program Adina Surry Hill, Sydney
Sept 20 & 21 Face to face | 2 days Sydney

*Attendee would have completed the Sales Accelerator (this program builds on that).
We often add extra programs dates in, call us to discuss. Sydney 02 9188 5253
Melbourne 03 9088 3382

Date Face to Face | Virtual Program details
Contact us for further details Face to Face | 2 days Advanced Program Adina, Surry Hills, Sydney

To find out more- contact us on: 02 9188 5253 or 03 9088 3382

Date Face to face | Virtual Program details
Sept 21 Virtual | 4 x 75 minute sessions Zoom

To find out more- contact us on: 02 9188 5253 or 03 9088 3382

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