Aim & Objectives

To refresh or upgrade your sales skill level so that you can fully maximise the profit potential of every customer opportunity.

Depending on where you are on your journey with sales much of the information may be brand new to you. We ask that you involve yourself in looking for new directions and new angles that will move you from average to above average or from good to great.

There is not a lot of new material on selling but there are many new ways to look at it. The champion runner knows that running means putting one leg in front of the other as quickly as possible, but he/she has also studied the theory of running and has learnt the subtle differences that will increase his/her speed. You can do the same in sales!

Outcomes for You - DAY ONE

Introduction
As a result of attending the "Selling for Success – Sales Workshop" participants will attain the following and understand the building blocks, fundamentals of the sales process.

Overcome fear, rejection or an emotional impasse
Looking at success and how the participant can improve him/her self to overcome fear, rejection or an emotional impasse. The participant will learn the importance of taking their "Vitamins for Victory" and in so doing providing him with the Courage to go out and ask for the business.

Creating a positive mindset
Will explore the process that will allow us to understand the questions that will help them identify limiting beliefs and exercises to move away from or move towards creating a positive mindset through affirmations.

Memory skills
Understanding how the memory works and how the participant can utilise the memory to its best potential. Memory skills can then be used to enable the participant to improve on a variety of situations from simple things such as remembering clients names to being able to internalise positive statements, to give the participant the confidence to succeed, to remembering scripts when being faced with specific sales situations such as handling objections.

Results Model
Through the Results Model participants will understand the impact of reactive activity Vs proactive activity and how this influences their ability to achieve targets and results. Understanding how Time Management is the effective use of our time setting priorities based on the unified principals of the organisation, using the Results Model to make learning and understanding simple and easy to implement with measurable results.

Organisational Skills
Being able to establish a vision through Organisational Skills, thereby learning to set goals with priorities in delegation, communication and motivation of Team Members as well as being able to better monitor and control the work environment.

The 7 Best Steps to Selling Success - Your Proven Game Plan for Success
The participant will come away with a comprehensive understanding of the 7 Best Steps to Selling Success – Knowledge; Prospecting; Pacing; Probing; Presenting; Negotiating and Persevering - giving the participant the practical tools to be able to apply these seven steps in the sales environment.

Knowledge of Products and Services
The participant will learn the importance of the Knowledge of Products and Services, they will learn about dominant buying motives, how to improve their product knowledge and the importance of time management. The result of this session should make the participant more aware in this competitive climate how essential it is not only to know your product thoroughly but also the competitors product, hence being able to make any necessary comparisons.

Prospecting/Personal Marketing
The participant will learn all about prospecting the different styles of prospecting, how to ask for a referral, prospecting tools, and the importance of goals and how to use them. The participant will come away with the tools, scripts and know how to look for new business and gain ongoing qualified referrals.

Pacing
The participant will learn how to get into step with their customer through the art of Pacing. They will learn about emotions that the buyer experiences and how best to deal with these through tone, body language and words. The participant will come away with the knowledge and ability to recognise the prospects personality style and in already learning their own personality traits (Behavioural analysis session) they will be able to quickly get into sync with the client.

Motivators vs Demotivators
The participant will learn the importance of understanding people motivators. To increase the self image of the prospect and identify and focus on the motivators for that particular client.

Behavioural Styles Analysis
The participant will come away with an understanding of a Behavioural style analysis. As a result of this session the participant will understand more about the image they portray as a salesperson, and knowing how others are likely to perceive and act toward them will provide an essential ingredient to better sales results. The participant will be able to adapt their responses to be more effective in communication.

Probing
The participant will take away with them the keys to Probing. They will gain the art of finding out what the prospect wants, needs, desires and why. They will be given the ability to ask the right questions to elicit the knowledge needed to advance the sale.

Outcomes for You - DAY TWO

Manage Objections
During the probing process and through out the needs analysis, often we may need to Handle Objections. This section will give the participants a formula, which will allow them to manage or deal with objections.

Presenting/Demonstrating
The participant will take away with them the basic skills to effectively present their product. They will learn the traits of a good presenter through role play, the differing buying motives to focus on, different methods of presentation and the importance of using an evidence manual and how to put one together.

Closing / Winning Words
The participant will learn how to close with Confidence. Creating the right physical atmosphere, when the best time to close is and six different closing skills to use.

Negotiating
The participant will be introduced to the skill of Negotiating only, and a variety of negotiation styles, overview some price technics and understand that negotiation is and of it self a separate skill that needs that need to be learnt.

Power Language / Winning Words
The participant will learn that through Power Language the words we use, the way we say what we say, are one of the champion salespersons best tools.

Perseverance / Follow Up
The participant will learn that to be successful at any thing they must learn the importance of Perseverance in order to achieve their goals, dreams, hopes and aspirations.

The methodology employed includes role play; incentives; drill, practice and rehearse; accelerated learning principles; review and the utilisation of NLP facilitators and speakers who have specific areas of expertise and their own unique style.

* All salespeople

* All team leaders

* All managers

* Any intending on becoming a professional salesperson and wanting to earn a champions income.

Normal: $1295
Early bird: $995 (including GST)

Course Participation - Maximum Class Size 20

As a participant at any of our programs/courses, we expect:

* respect for the individual   * No offensive behaviour   * Punctuality   * An open approach to learning   * Smart casual/business attire as appropriate

Learner Support

At the Australian Salesmasters, we wish you to know that we are here for your long term ongoing support. Where there are concerns regarding:

* Learning difficulties

* Course delivery

Please contact the course presenter at:

Sydney: 02 9700 9333

or speak directly to Company Director David Jackson 02 9700 9333. We are here to support you!

Testimonials:

"Just a quick note regarding the training boot camp on the 22nd and 23rd of March, I just wanted to let you know that I found it really enjoyable and I feel that I learnt a lot over the two days. I’m looking forward to putting it all into action."

- Peter Best, Adtrans Hino Mascot, March 30th 2010

"Thank you for recommending the Boot Camp Sales Training to me to turn my engineers in the sales dept. into sales-engineers…I reviewed the course materials and you folks definitely covered a lot of very relevant ground in the 2 days. My staff had nothing but praise for the course instructors and material.
I went on a sales call with Arvind on Friday after the course and it was great to see him putting the training into action. The call was completely different to any other call I’ve been with him on.
I will happily recommend the training to anyone except my competitors.”

- Charles Holtom, Trio Smartcal, February 8th 2009

"I have taken it to level 10 the day after you truly inspired me. I told Warren "I am going to get an order" and that is exactly what I done. I used the phone close on this customer and I feel it blew Warren away when he realised what I was up to. Thank you for your inspirational training."

- Ray Williams, Mack Trucks, February 7th 2009

"Great news!! Today I have made 2 sales over the phone. I honestly used the scripts;
Can’t wait to practice more...thank you for all of your help over the past 2 days. I am so excited to become confident with the scripts, handling objections and closing - just to mention a few things."

- Sophie Armstrong, Bella Media, February 6th 2009

"As always very motivating and effective."

- James Partridge, Mercedes Benz of Sydney

"Great, fun and knowledgeable - would come again"

- Nick David, Mercedes Benz of Sydney

"I loved the course and I will take so much knowledge with me, thankyou David."

- Sarah Jane Moore, Tynan Motors

"Extremely motivational, knowledgeable, professional, likeable and interesting. Excellent - 10 out of 10."

- Tracy Stubbe, Stellar Call Centre

"10" out of "10"

- Minh Nguyen, Australian Fleet Sales

"Very humorous, interesting, smooth with lots of flow"

- Stefan Begaj, Chatswood Toyota

"Hilariously funny and because of this I remembered the key points in the course more effectively"

- Kimberley Brown, Chatswood Toyota

"A very refreshing change of presenting style"

- Mark Sotheran, Agfa

"The best part I liked about the trainer is his ability to involve the participants - humorous and very lively."

- Manoj Kumar, SRP Consulting P/L

"Very Good"

- Dallas Barker, Acute Marketing

"Made it fun and involved the participants."

- Nicholas Lloyd, Auspak Financial Services