Overview
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, enthusiasm and more.
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 key skills to find and close sales opportunities, no matter what industry you're in.
Who should attend
This is a practical class that is suitable for all audiences, and provides participants with tools they can apply on-the-job (and in other contexts) the very next day.
Prerequisites
There are no prerequisites for this course.
What you'll learn
In this course participants will:
- 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 P's 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 content
Today’s marketplace in New Zealand is highly competitive and every organisation is looking for a larger share of the market. In an economy where the customer is king, how do your sales representatives pitch the features and benefits of the products/services they sell?
Providing sales training plays an important role in helping sales representatives practice and improve their ability to source, scope and close a deal.
This Sales Training Course helps sharpen the skills of even experienced sales representatives, enabling them to take advantage of sales opportunities and aggressively expand the business.
After completing this course, participants will have learned to:
Topic 1: Where you fit in the Sales Cycle
- Why people buy
- The sales cycle
- Your sales Profile
- Reflection
Topic 2: Prospecting
- Turning leads into sales
- BANT - Qualifying Leads
- Keys to successful prospecting
- Your Prospecting Success
- Reflection
Topic 3: Building Rapport
- The Rapport Transition
- Establishing Personal Rapport
- Your Ability to Build Rapport
- Reflection
Topic 4: Discovering Needs
- Asking the Right Questions
- Earning Trust Through Listening
- Your Ability to Discover Needs
- Reflection
Topic 5: Presenting Solutions
- The Four Ps of Preparation
- Leveraging Your Solution
- Your Ability to Present
- Reflection
Topic 6: Overcoming Objections
- Does Objection = Rejection?
- Types of Objections
- 4 Steps to Responding to Objections
- Your Ability to Handle Objections
- Reflection
Topic 7: Closing the Sale
- Knowing When to Close
- Types of Closes
- Examples of asking for the sale
- Your Ability to Close the Sale
- Reflection
Topic 8: Servicing the Client
- Acquisition vs Retention
- Asking for and Working with Referrals
- Your Ability to Service the Client
- Reflection
Topic 9: Reflections
- Create an Action Plan
- Accountability = Action
Common questions
When does Sales Training run?
There are no scheduled dates for this course at the moment. Get in touch and we'll let you know when the next one is set, or arrange it for your team.
How much does Sales Training cost?
From $750 + GST per person. Pricing can differ by date and location, so check the option you want before booking.
Do I need any prior experience?
There are no prerequisites for this course.
Can I attend online, or does it have to be in a classroom?
This one runs in-class. If you'd rather it ran online or at your workplace, get in touch and we'll look at options.
Can you run this course for my team?
Yes. Any ACE course can be delivered in-house at your workplace and tailored to your team's tools and goals — quote course code PDT0023 when you enquire.