Develop the core skills & attitudes of buyer-focused selling with our proven 12 week programme that includes pre-workshop preparation activities, a highly experiential 3-day workshop, and back-on-the-job tools!
A foundational programme where you’ll learn key sales skills and develop the confidence to apply them consistently to improve your performance and results.
This programme is ideal for those starting out on their sales careers, right through to those with extensive sales experience, but little or no formal training (or maybe need a refresher to get their mojo back).
By the end of the workshop you will be able to:
Understand buyer psychology, allowing you to help your customers through their buying journey, with a proven customer-centric sales process.
Develop more productive behaviour, greater focus and reduced stress through effective time/self-management
Understand and improve the use of all different communication elements to increase clarity and improve relationships.
Better understand yours and others communication styles and learn to adapt to ensure greater clarity and improve relationships.
Develop clear, outcome-focused objectives for every call to ensure you acheive key milestones and move the sales process forward.
Build rapport and connection quickly and easily.
Utlise strong questionning skills to better understand customer’s needs and build urgency to address them now!
Confidently translate key features into relevant customer benefits and clearly articulate your value proposition.
Improve profits and maximise ROI through effectively exploring opportunities for add-on sales.
Deal with resistence and objections with ease, gaining committment with confidence.
Follow through effectively to ensure customer delight and to maximise further sales opportunities.
Have the confidence to apply these skills consistently to improve your performance and results!
12 week programme including:
Pre-workshop preparation activities
Experiential 3-day face-to-face workshop
Tools for on-the-job application and embedding
Coaching call with facilitator
Post-workshop Application Project to implement your skills in your real world!
Core Principles of Selling
- The power of the mind (the impact of mindset on your success)!
- Communication – elements of F2F, questionning and listening
- Communication Styles – understanding yours & adapting to others
- Self / time management
Buyers Cycle of Motivation – the process customers work through (behaviourally & psychologically) when they make buying decisions
Defining clear sales call objectives
The DRIVE Selling Model – a proven, structured customer centric sales approach
- Developing connections & discovering your cusotmers’ needs
- Revealing impact – building urgency and motivation to act NOW!
- Illustrating value – selling benefits with WIIFM!
- Validating objections – handling pushback, resisting margin pressure and closing with confidence
- Exploring customer delight and expanding into further opportunities
Public pricing from
$1,995 + GST
(If you book and pay
30 days in advance)
Group Discount 10% off total price
(3 or more attendees,
booked at the same time)
Want it delivered inhouse?
We can help
Run it as is or
customise it for your business