Lunchtime workshops ..... the fast track to increasing your sales now
Lacking that “certain something” in your sales pitch but don’t quite know what it is? Not quite getting prospects over the line? How about those prospects who won’t make that appointment to see you and you just know they should? You keep meaning to get on the phone and cold call but just don’t seem to get around to it? Need to increase your conversions? Do you know how to handle "I just want to think about it?"
Our series of one hour, high content, fun and interactive training sessions are designed to give you key skills in key areas. Scroll Down to see what you will learn and testimonials from satisfied attendees
Learn how to:
Prospect for new Business and Get the Appointment
Use Questions so that Prospects Sell Themselves
Smoke Out and Handle Real Objections
Sell to Customers the Way they Wish to Buy
Call 1300 WENDY1 (1300 93639 1) for more information
All workshops 12.30pm to 1.45pm including 10 minute question time. Registration commences at 12.15pm.
Level 1, The Telstra Corporate Conference Centre, 242 Exhibition St, Melbourne (cnr Londsdale St)
$65 per person, per session, or bring a colleague and SAVE! 2 or more people, $55 per person, per session.
Prospecting – the cold call
TBA
Customers are still spending. Make sure they’re spending with you. Knowing the keys elements of prospecting is crucial to gaining appointments and selling to more prospects.
When times are tough, the businesses that continue to sharpen their selling skills are the ones that continue to maintain and grow their market share. Their salespeople know how to sell better than their competition and their salespeople want to get out there and capture the dollars that are being spent.
Learn the skills to overcome a fear of prospecting
Learn what to say
Learn how to gain an appointment over the phone
Learn how to get past the gate keeper
Know your ratios and why this is crucial
All the Answers About Questions
TBA
Have you ever gone to buy something and been bombarded by so much information you decided to look around a bit more? Most sales people go into a selling situation thinking that if they give the prospect enough information about their wonderful product or service, with enough enthusiasm, then why wouldn’t they buy?
Learn why questions are so important in the sales process and why using the right questions in the right order can guarantee you a sale.
Learn how to get the customer selling themselves.
Learn the questions to ask and how to ask them.
Smoking Out and Handling Objections
TBA
Do customers ever say to you “I’ll think about it”. Do they ever really go away and think about it? Probably not.
One of the most common reasons sales people lose a sale is by buying into and trying to handle customers’ objections that don’t really exist. How do we know which objections are real?
Learn why prospects raise objections?
How do we get to the real objection? Learn practical strategies for smoking out real objection.
Why are objections just questions in disguise?
Learn proven techniques to deal with objections.
Learn the difference between objections and conditions.
Behavioural Styles
TBA
Sell to people the way they wish to buy.
This is a fun, highly interactive session leading you through activities which enable you to quickly identify their customers’ preferred way to do business.
People like and trust people who are like them. You’ll learn your own personal style, your strengths and weaknesses and how to modify your own behaviour to get onto the same “wavelength” as your prospects and customers. Many of us have had less than optimal buying experiences. The salesperson just didn’t seem to understand what we were really after or how we like to be dealt with. Some of us like to have a chat and be friendly, really build the relationship. Some of us just don’t tolerate fools and like to make a quick decision. Some of us need the detail to justify the sale. Some of us really care about the effect the decision will have on the people and the world around us.
How do we sell to people the way they like to buy?
Learn how to quickly assess how your customer likes to buy and transfer that into your delivery of the sales presentation.
Learn how your own personality style can affect the outcome of a sale.
Learn how to modify your own behaviour so that our customer will like you, trust you and want to buy from you.
Learn why flexibility is the key.
What people are saying....
Hi Wendy, I have been in sales since 1999 and have had the highest sales since 2000. I have done several personal development workshops over the years as I find that regardless of how good you are or feel about yourself, as an individual there is always room for improvement, so I attend them often.
I have attended all four of your workshops recently, and after the "Smoke out and Handling Objections" workshop I used the Stair Step Method to successfully arrange an appoint 3 weeks in advance with a prospect I have been trying to meet with for months because they have a long and loyal relationship with their current supplier.Nicholas Raftopoulos, Printgraphics Pty Ltd.
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