Sales Training Course

Sales Training Course


Event outline

Course Overview

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.

Learning Outcomes

  • Interpret prospect needs by conducting a needs analysis
  • Master active listening techniques to better connect with & understand clients
  • Manage the sales process by understanding where the sale is & how to keep the momentum moving forward
  • Master Sales Psychology 101 (mirroring, leading representational bias, tie-downs, & tag-ons)
  • Negate competitor quotes, while remaining professional
  • Deliver presentations that sell
  • Handle objections professionally & effectively
  • Master highly effective closing techniques
  • Follow-up to develop long-term relationships & future business
  • Set goals that motivate
  • Manage your sales database effectively

Course Outline

Lesson 1
Defining the Sales Process

  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Sales Terms

Lesson 2
Getting Prepared to Make the Call

  • Identifying your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions

Lesson 3
Creative Openings

  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening

Lesson 4
Active Listening

  • The Importance of Active Listening
  • Minimal Encouragers
  • Restating and Paraphrasing to Gain Commitment

Lesson 5
Delivering Presentations that SELL

  • Features and Benefits Matched to Customer Need
  • Outlining your Unique Selling Proposition
  • The Burning Question that Every Customer Wants Answered

Lesson 6
Managing the Sale

  • Sales Psychology 101
  • Leading Representational Bias
  • Tie-Downs
  • Tag-Ons
  • Competing Without Competing on Price
  • Maintaining Your Professionalism

Lesson 7
Handling Objections

  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies

Lesson 8
Closing the Sale

  • Understanding when it's Time to Close
  • Powerful Closing Techniques
  • Things to Remember

Lesson 9
Following Up

  • Thank-you Notes
  • Resolving Customer Service Issues
  • Staying in Touch

Lesson 10
Setting Goals

  • The Importance of Sales Goals
  • Setting SMART Goals

Lesson 11
Managing your Data

  • Choosing a System that Works for you
  • Using Computerised Systems
  • Using Manual Systems

Lesson 12
Managing Your Pipeline

  • What is a Sales Pipeline
  • The Stages from Prospect to Customer
  • How to Determine Your Prospects Stage
  • We share our experiences

Dates & registration

There are no dates listed for this event.

Provider information

pd training is an Australian-owned, international training and professional development and services organisation, with approximately 400 specialist trainers across Australia, delivering thousands of courses each year in our 16 areas of specialty.