Training Options
16hrs / 2-days
SHORT COURSE
B2B Sales
Inclusions
Participant Workbook
Cohort Size
up to 18 participants
Delivery Methods
Face-to-face / Virtual
This two (2) day sales program provides new and existing sales personnel with the core skills to effectively identify prospective clients, build client relationships, determine and present solutions, and close a sale. Effectively taking them through the sales cycle.
Delivered over 5 Modules:
- Sales planning and sales confidence
- Rapport building and communication
- Uncovering customer needs
- Developing effective sales presentations
- Closing the sale
Participants will learn the skills and confidence to identify prospective clients, build relationships, determine solutions, present effectively, and close sales successfully.
Duration and Delivery
This course offers two options:
- 2 full-days (16 hours)
- 4 half-days (16 hours)
Both options are available either as face-to-face sessions for up to 18 participants or as virtual sessions for up to 9 participants.
Course Customisation
To ensure our training meets the specific needs of your organisation, our Instructional Design Team will facilitate a virtual meeting to customise and contextualise the content. This will include developing suitable activities, scenarios, and workplace application strategies, in line with your workplace procedures and practises, to ensure meaningful outcomes.
Course Inclusions
- Workbook – a take-away workbook of content, activities and notes from the workshop
- Customisation is included in the course cost
Optional Extra
We recommend an eLearning module be completed by participants prior to the workshop. This pre-learning will provide the underpinning knowledge for theorists and reflectors and allow the session to be more practical and application based (at additional cost)
Learning Outcomes
- Learn how to structure and plan sales utilising S.M.A.R.T principles
- Understand your Unique Value Proposition (UVP) and why your customers should buy from you
- Understand common meeting objections and how to overcome them to secure meetings
- Learn how to build relationships with prospects to qualify leads and know you’re talking to the right person
- Learn techniques for building rapport and trust with potential clients
- Develop influencing and persuasion skills to effectively communicate value and close sales
- Develop a systematic approach to uncovering needs and desires to buy
- Enhance confidence when presenting and look for buying signals
- Understand the AIDA Model hierarchy and how to use it to promote products and services
- Gain insights into the neuroscience of selling and how to leverage it in sales interactions
- Develop closing strategies and after sales services
Location & Fees
Location
Delivered at your workplace.
Or at our training centre in Victoria Park (at additional cost).
Fees
- $9,990 (+GST) 16 hours 2 days
- $13,980 (+GST) 16 hours 4 half days
