Sales Training - Richardson Management Pty Ltd

Sales Training

Sales Training

Business today is tough. It doesn't matter if you have the best products or are the world's foremost authority. If you haven't got the strategies and skills to sell effectively, you're stuck on the outside - while a competitor with marginal products gets the business. You can take your business to a whole new level by winning more sales and satisfying customers with a highly skilled and motivated sales team.

Sales Training

Most of the sales techniques of the past are no longer relevant today and customers, buyers and purchasing managers/agents see them as manipulative and unprofessional. The principles, strategies and skills in our customised training workshops are based on extensive research over the past 14 years on the best practices used by top performers both in Australia and internationally.

Tom's style is inclusive, relaxed and warm and all of the workshops are fun, interactive and dynamic. Tom is a qualified facilitator and will use the full repertoire of contemporary adult learning techniques including Accelerated Learning and NLP during the workshop. His workshops are structured to provide experiential learning and will include a high level of group discussion, participation and practical exercises, including small group role plays to practice skills in a non-threatening and risk free environment.

Our training workshops are custom designed specifically for the issues facing you and tailored to your products, markets and customers which encourages your team to relate the theory to their own circumstances.

Topics/Modules

Being more effective, planning and prioritizing, setting goals and objectives;

Prospecting and developing new business;

Adding value and differentiating yourself from competition;

Engaging and connecting with customers - building rapport;

Understanding different customer personality types;

Influencing skills;

Listening skills to diagnose customers problems;

Solution selling skills;

Making presentations;

Solution Selling;

Questioning skills to identify and intensify the customer's need;

Presenting your value proposition effectively;

Minimising and handling typical objections;

Overcoming price discounting;

Closing strategies to gain commitment;

Managing on going customer relationships;

Negotiating skills;

Team selling;

Work/life balance;

Our approach is to create a unique in-company program for you which involves the following process steps:

Needs analysis - A needs-analysis is conducted with management and participants to ensure the workshop caters to specific development needs and identifies common trends across the organisation.

Customised - the workshop is custom designed to be relevant to your customers, markets, products, processes, company policies and specific challenges.

Personalised - participants will work on their own real-world problems during the workshop.

Interactive - will involve open discussion, role playing and small-group sessions.

Minimum disruption - workshops are scheduled to ensure a minimum of disruption to normal business operations. Our sales training workshops can be completed at one concentrated time or spread out over a period of weeks or months. A conference, seminar or meeting is an ideal time when the whole team is together, to focus on improving strategies and skills.

Follow-up - On going coaching support for the team leader and team members as appropriate.

These workshops can also can be designed as Train-the-Trainer programs, providing an economical way for you to develop the skills of your entire sales force.