26. August 2019 - 9:00 till 16:30
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Sales Training Course | Canberra | Monday, 26. August 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 buyUnderstand the sales cycle and the skills required for each stageKnow how to generate leads, qualify them and convert them into salesKnow how to build rapport and transition out of itUse the right questions to discover needsKnow how to earn trust through listeningUnderstand the four Ps of presenting solutions – prioritise, personalise, prepare, practiseKnow how to respond to and overcome objectionsRecognise when to close the sale and apply different techniques to do soKnow how to plan to follow up activitiesKnow how to ask for referrals


Course Outline
 



Sales Training Course - Lesson 1 Where you fit in the Sales Cycle 

Why people buy
The sales cycle
Your sales Profile
Reflection


Sales Training Course - Lesson 2 Prospecting 

Turning leads into sales
BANT - Qualifying Leads
Keys to successful prospecting
Your Prospecting Success
Reflection




Sales Training Course - Lesson 3 Building Rapport 

The Rapport Transition
Establishing Personal Rapport
Your Ability to Build Rapport
Reflection


Sales Training Course - Lesson 4 Discovering Needs 

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




Sales Training Course - Lesson 5 Presenting Solutions 

The Four Ps of Preparation
Leveraging Your Solution
Your Ability to Present
Reflection


Sales Training Course - Lesson 6 Overcoming Objections 

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




Sales Training Course - Lesson 7 Closing the Sale 

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


Sales Training Course - Lesson 8 Servicing the Client 

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




Sales Training Course - Lesson 9 Reflections 

Create an Action Plan
Accountability = Action