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7 Fundamentals of Sales (NZT&E) ▼

  • Understanding the Customer
  • Engaging Customers Quickly & Effectively
  • Understanding the Buying Process
  • Asking Intelligent, Empowering Questions
  • Objection Handling
  • Cross-Selling - Web of Needs
  • Closing with Confidence

    4 hour course | $2000 | NZT&E registered
    8 hour course | $4000

Mastering the Art of Questioning ▼

  • Understanding Customers
  • Key Sales Drivers
  • Engaging Customers Quickly and Effectively in Face to Face Sales
  • The Power of Questions
  • The Skill of Listening

    4 hour course | $2000
    8 hour course | $4000

Up & Cross-Selling - The Quickest Way to Increase Your Sales ▼

  • Features, advantages, benefits of your product
  • Understanding your POD and Competitive Advantage
  • Understanding Sales Drivers
  • Cross Sell and Up Sell

    4 hour course | $2000
    8 hour course | $4000

Sales Management ▼

  • Mindset
  • Sales Process and Numbers
  • Key Sales Drivers
  • KPAs & KPIs
  • Sales Cohesion
  • Planning for Sales Trips

    8 hour course | $4000

Customer Service ▼

  • Customer Service Mindset
  • Understanding your customer
  • Features Advantages and Benefits of your product
  • Understanding your POD
  • Relationship Building
  • Cross-sell & Upsell

    4 hour course | $2000
    8 hour course | $4000

Essential Client Management ▼

  • Understanding customers
  • Understanding POD and Competitive Advantage
  • Understanding Your Competition
  • Value of CRM and other sales tools
  • Relationship Building and adding value to clients
  • Client Management Plan
  • Sales and Marketing Cohesion

    8 hour course | $4000

Sales Success Outcome Strategies (NZT&E) ▼

Simple Steps to Help You Develop Your Success Outcome Strategies

This blended learning workshop series is ideally suited to sales managers, regional sales team member who need to sell as part of their technical role as well as business owners who find themselves having to sell as part of their role. A great introduction or refresher to a sales role.

  • Sales Success Mindset
  • Understanding Customers
  • Managing Success
  • Core Skills (2 parts)
  • Strengthening relationship/key account management
  • Structured to be completed by 10-15 minutes daily teachings (5/week) over 6 weeks
  • Online daily learning videos
  • Supported by printable workbook with practical exercises
  • Programme option supported by online live webinars

    $150 per individual | Programme = $2750 for up to 10 staff includes 3x1 hour live online webinars | Programme is NZT&E registered

More information

DRIVE SALES Mindset3 Approach to Sales (NZT&E) ▼

This unique approach to selling maximises the psychology of the buyer, seller and leverages the potential of referrals. The process and techniques taught reflect the current trends where technology demands more integration between the sales and marketing process and increased sales people skill sets.

  • Structured to enhance learning and application
  • Day 1 – Face to Face training highly interactive and action focused on skills with 30 day plan created
  • Webinar 1 – 90 min Review of key learning, discussion of actions implemented with Q&A
  • Webinar 2 – 90 min training on 5 keys of personal brand and applying them on and off line with case study review
  • Webinar 3 - 90 min review on Digital tools - Updates on best practice and options for you to consider
  • Day 2 – Face to face training highly interactive and action focused including setting of 90 day plan

    Time Investment: 2 face to face days + 2 x 90 live on-line webinars | $10,000 | NZT&E Registered

More information

Create Your Own Course Specific to Your Team's Needs

Pick and Choose from the Modules Below

YOUR OPTIONS:

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Sales Mindset

Your attitude towards sales, your belief & confidence in what you are selling.

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Sales Process and Numbers

 Sales is a process.  You need to understand the process, the steps, the time and the ratios in order to manage it effectively

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Understanding the Buying Process

Customers go through a process before they decide to buy.  It is important to understand where they are, in their buying process and meet them there, if you want to be effective in selling.

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Understanding Customers

We research logically and purchase emotionally.  The better we can understand our customers, the better we can serve them.  Discover who you are best set up to serve.

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Key Sales Drivers

Different people have different considerations and pressures when it comes to purchasing your product or service.  The better you understand these key sales drivers, the smoother you can make the sales journey.

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Features, Advantages and Benefits of Your Product

People do not buy what you sell.  People buy what it does for them.  Learn how to turn your features into advantages that the customers recognises as such a benefit that it will help them to buy.

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Understanding Your Competition

A golden rule of sales is to never bag your competition.  It does help to know their offerings, their strengths and their weaknesses.  Smart competitor analysis can give you an edge in the market.

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Understanding Your POD and Competitive Advantage

It is vitally important for a business to e able to answer the question “Why should I choose you?” This session breaks the answer down into simple, easy to remember steps that you can apply to increase sales and customer loyalty, referrals and customer loyalty.

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KPAs and KPIs - The Importance of Key Measures

You can only manage what you measure.  With time having so many pressures on it these days, knowing what is important and what is effective in our activities can make the difference between a good sales rep and a great one.

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Sales Management

Sales is often the most expensive part of marketing with the potential to also be the most effective.  Great sales management brings the best out of a team and creates an amazing customer experience.

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Planning for Sales Trips

The role of sales has many distractions, demands and required activities within a standard day.  Learning to manage your priorities, focus and activities within the time you have can double your sales.

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Value of CRM and Other Sales Tools

 Information is only as good as the action you take as a result of having it.  Being clear on what to capture, and how to use this information can improve the customer experience, internal communications and have a huge impact on sales. 

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Engaging Customers Quickly and Effectively in Face to Face Sales

Learn how to plan, manage and guide conversations to help clients get what they want and need by being well prepared, building rapport, asking questions and guiding conversation. 

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The Power of Questions and the Skill of Listening

Whoever asks the questions is in control of the conversation.  This session teaches you how to ask empowering and intelligent questions that allow you to control a conversation and steer discussion to ensure a customer feels heard and gets what they need.

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Managing Objections

Objections are a normal part of the sales process.  Learn how to use them to understand the customer more and help them to get what they need by building confidence in you, your company and your product/service.

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Relationship Building and Adding Value to Clients

Many businesses rely on more than a one-off transaction with the client and this requires building client relationships.  This session shows you how to avoid being a rep who just “touches base” and how to actually add value with each and every client interaction

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Sales Cohesion - Getting Sales and Marketing to Work Together

Successful businesses are sales focused, knowing that without sales you do not have a business. Marketing is everything you do in your business that creates the opportunities for sales.  This session shows how to have both units working cohesively towards a common goal.

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Closing the Sale

The “close” is merely a step in the sales process.  This session explores how to do that step well without allowing it to become the main focus of your interaction.  Closing with confidence builds relationships and ongoing business through referrals and testimonials.

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Cross Sell and Up Sell

Cross selling and up-selling presents the simple quickest way to increase sales by selling to people who know you, trust you and already buy from you.  By using a cross sell matrix, we explore what you can sell, to whom and how.

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Followups, Testimonials & case Studies

One of the easiest ways to leave a lasting impact and grow future business is to structure your sales process to ensure you do follow-ups, collect testimonials and develop case studies.  In this session we explore how this is best done and how you can leverage off your greatest advocates.

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Client Management Plan

Not all clients are equal.  Know which clients mean more to your business and develop a plan on how to treat them according to the impact and/or the potential impact they have.  Done well, this builds client loyalty and retention, increasing the lifetime value of a client.

Choose Your Course

Click the button below to pick from the options and create your course

Tailor Made for You, Your Team and Your Needs

Every team is unique. Do you need a unique solution for you and your team? We can make a course that is tailor made specific to your needs and backed by our triple guarantee. 

Sales SOS (Success Outcome Strategies)

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This blended learning workshop series is ideally suited to Sales managers, regional sales team members who need to sell as part of their technical role as well as business owners who find themselves having to sell as part of their role. 

"Sales SOS (Success Outcome Strategies)" course is supported by live on-line training/webinars where participants will be expected to bring summary of learning and additional questions to the fortnightly live online training. The course is designed to ensure people have a chance to apply what they learn, ask questions as they go and through the programme tracking ensure they stay on track and have the support they need. The course is spread over six weeks of short daily videos (3-9 minute videos covering one key point per day and supported by workbook that follows and supports the online videos) and teaching segments covering supported by live participatory webinars and covers the following.


Webinar - set expectations and allow attendees to meet presenter and other participants and ascertain what the team is looking to achieve as a result of the investment in training in them 

 

Introduction Video 

Week 1 - Sales success mindset ▼

  • It is all in your mind
  • Know thyself – the art of self improvement
  • Winning on the inside – always be on form
  • You are the message
  • Know your game – know your numbers

Week 2 - Understanding customers ▼

  • Know your customers
  • Understanding sales drivers
  • Know your product offering
  • Know your sales process
  • Know your competition

Webinar

Week 3 - Managing success ▼

  • Why should i choose you?
  • KPA’s & KPI’s importance of key measures
  • Using figures to motivate and drive yourself
  • Maximise your time
  • Use your tools
  • CRM; cell; tablet; cloud; systems

Week 4 - Core skills – equipping for success (part 1) ▼

  • Researching customers
  • Power of rapport
  • Indispensable skill of listening
  • The power of product knowledge
  • Questions hold the answer & start the close

Webinar

Week 5 - Core skills – equipping for success (part 2) ▼

  • Objection handling with style, grace & understanding
  • Benefits – show why your features matter to me
  • Manage your pipeline – always follow up
  • Close! Always close! Always be closing!
  • Give more. Get more. Cross sell & up sell

Week 6 - Strengthening ongoing relationships/account management ▼

  • Follow up first – make it part of the process
  • Testimonials
  • Case studies
  • Your reputation and w.o.m. / referrals
  • Building lasting relationships
  • Conclusion
  • Webinar to discuss success achieved and answer any additional questions person.

People doing the course will have more confidence and a clear understanding of sales and the process required to find clients and take them through the sales process to a close as well as how to manage ongoing customer accounts. The course offers a degree of flexibility to accommodate people who need to fit training around learning styles and varying time commitments


Mindset3 Approach to Sales

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Best suited for sales professionals wanting to refine, develop and grow their sales presence, effectiveness and results. 

Clients’ expectations are ever increasing. Accessibility of information means people expect businesses to know more than the client was able to research. In this digitally interconnected world, sales is more than ever affected by technology, internet and power of social media. Your LinkedIn profile, Facebook presence, star ratings, online reviews, extended social media presence potentially all impact your sales process. The access to your competition and alternative solutions at the click of the button means that sales reps must maximise all opportunities

Leads generation, sales, and referrals need not be left to chance. Through our unique process you can create a process built on trust, relationship and credibility that will bring people back and get them recommending you, your business and your offering. 

Training Outcomes ▼

  • Increase personal awareness and confidence
  • Learn how to identify limiting factors, like fear of rejection, and overcome them
  • Learn to read, understand and work with other peoples and your personality types
  • Learn how to do client qualification as a key to quota busting
  • Learn about buyer motivators and the psychology of selling
  • Set and manage expectations throughout the process
  • Understand what the customer wants and how to fully engage them
  • Open with confidence and have clear purpose with every client interaction
  • Be clear on your buying process, checking that it is robust to ensure you maximise all opportunities
  • Find out where the client is in the buying process
  • Engage well with core question structure through the whole process
  • Learn how to Always Be Closing
  • Objection and push back handling
  • Learn how to build a cross selling web for each of your products
  • Increase your conversion and strike rate
  • Learn how to ask for, and structure, great referrals
  • Understand the key elements of digital marketing and create a personal brand strategy
  • Work with Marketing and other business team units Discover keys to “Make it easy” Practical Time management