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Sales Training (PDST)

Length 1 day

Course overview

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Why study this course

Today’s marketplace is highly competitive and every organisation is looking for a larger share of the market. In an economy where the customer is king, how do your sales representatives pitch the features and benefits of the products and services they sell?

Providing sales training plays an important role in helping sales representatives practice and improve their ability to source, scope, and close a deal. This Sales Training course helps sharpen the skills of even experienced sales representatives, enabling them to take advantage of sales opportunities and aggressively expand the business.

The competition in the marketplace is increasing as margins decrease and consumers become more educated and discerning. This course provides skills on how to increase sales, gain loyal customers, overcome objections, and grow a business with professionalism and enthusiasm.

This course is delivered in partnership with PD Training.

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What you’ll learn

After completing this course participants will be able to:

Understand the reasons people buy
Understand the sales cycle and the skills required for each stage
Know how to generate leads, qualify them, and convert them into sales
Know how to build rapport and transition out of it
Use the right questions to discover needs
Know how to earn trust through listening
Understand the four P's of presenting solutions: prioritise, personalise, prepare, practice
Know how to respond to and overcome objections
Recognise when to close the sale and apply different techniques to do so
Know how to plan to follow up activities
Know how to ask for referrals

PD Training at Lumify Work

PD Training is Australia's leading provider of professional development training, cutting edge psychometric profiling and HR services. They help companies provide training and development to their staff that is on-target, fun, retained, and achieves their goals.
Lumify Work partners with PD Training to offer an extensive range of Professional Development training and short courses, through a network of over 400 specialist trainers.

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Who is the course for?

This is a practical class that is suitable for all audiences, and provides participants with tools they can apply on-the-job (and in other contexts) the very next day.

Course subjects

Lesson 1: Where You Fit in the Sales Cycle

Why people buy
The sales cycle
Your sales profile

Lesson 2: Prospecting

Turning leads into sales
BANT - Qualifying leads
Keys to successful prospecting
Your prospecting success

Lesson 3: Building Rapport

The rapport transition
Establishing personal rapport
Your ability to build rapport

Lesson 4: Discovering Needs

Asking the right questions
Earning trust through listening
Your ability to discover needs

Lesson 5: Presenting Solutions

The four Ps of preparation
Leveraging your solution
Your ability to present

Lesson 6: Overcoming Objections

Does objection equal rejection?
Types of objections
Four steps to responding to objections
Your ability to handle objections

Lesson 7: Closing the Sale

Knowing when to close
Types of closes
Examples of asking for the sale
Your ability to close the sale

Lesson 8: Servicing the Client

Acquisition vs retention
Asking for and working with referrals
Your ability to service the client

Lesson 9: Reflections

Create an Action Plan
Accountability = action

Prerequisites

None

THIRD PARTY REGISTRATION

Lumify Work offers training through our partnership with PD Training. This arrangement requires Lumify Work to provide your details to PD Training for course and/or exam registration purposes.

Terms & Conditions

The supply of this course by Lumify Work is governed by the booking terms and conditions. Please read the terms and conditions carefully before enrolling in this course, as enrolment in the course is conditional on acceptance of these terms and conditions.