18. October 2019 - 9:00 till 16:30
Share it on:

Sales Training Course | PD Training | Friday, 18. October 2019

A company's sales force is the frontline for revenue generation and growth, so it's imperative that your sales team is effective, efficient and has the ability to find and close sales opportunities, no matter what industry you're in.
The PD Training Sales Training course provides you, or your team, with the skills to increase their sales by asking better questions, gaining loyal repeat customers, understanding common body language, overcoming common sales objections, finding referral opportunities and growing the business with professionalism and enthusiasm and more.
This dynamic training course is available now throughout Australia including Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth.
Please click on the Public Class tab below to view our Sales Training course schedule by city or click the In-House Training tab to receive a free quote for courses delivered at your preferred location.
Learning Outcomes
After completing this course participants will have learned to:

Understand the reasons people buy
Understand the sales cycle and the skills required for each stage
Know how to generate leads, qualify them and convert them into sales
Know how to build rapport and transition out of it
Use the right questions to discover needs
Know how to earn trust through listening
Understand the four Ps of presenting solutions – prioritise, personalise, prepare, practise
Know how to respond to and overcome objections
Recognise when to close the sale and apply different techniques to do so
Know how to plan to follow up activities
Know how to ask for referrals

Course Outline

Sales Training Course - Lesson 1Where You Fit in the Sales Cycle

Why People Buy
The Sales Cycle
Your Sales Profile

Sales Training Course - Lesson 2Prospecting

Turning Leads into Sales
BANT - Qualifying Leads
Keys to Successful Prospecting
Your Prospecting Success

Sales Training Course - Lesson 3Building Rapport

The Rapport Transition
Establishing Personal Rapport
Your Ability to Build Rapport

Sales Training Course - Lesson 4Discovering Needs

Asking the Right Questions
Earning Trust Through Listening
Your Ability to Discover Needs

Sales Training Course - Lesson 5Presenting Solutions

The Four P's of Preparation
Leveraging Your Solution
Your Ability to Present

Sales Training Course - Lesson 6Overcoming Objections

Does Objection = Rejection?
Types of Objections
4 Steps to Responding to Objections
Your Ability to Handle Objections

Sales Training Course - Lesson 7Closing the Sale

Knowing When to Close
Types of Closes
Examples of asking for the sale
Your Ability to Close the Sale

Sales Training Course - Lesson 8Servicing the Client

Acquisition vs Retention
Asking for and Working with Referrals
Your Ability to Service the Client

Sales Training Course - Lesson 9Reflections

Create an Action Plan
Accountability = Action