active listening training-the · 2020-02-17 · cross selling upselling retail sales training...
TRANSCRIPT
"Sales are contingent upon the attitude of the salesman - not theattitude of the prospect."
Sales TrainingCourses
Professional Development Training has a specialised division of Sales Trainingexperts that will tailor the delivery of any of the courses to be specific to yoursituation and learning needs
Sales Training Courses
Active Listening Training-Thesecret of great communicators!
Sales Training Course Retail Sales Training
Writing Winning ProposalsTraining Course
Sales Training for Call Centres Training Overcoming ObjectionsSales Training
Reading Body Language SalesTraining
Call Centre Training: Sales and CustomerService Training for Call Centres
Pitch Proposal andPresentation SalesTraining
Effective Prospecting SalesTraining
Influence and Persuasion at WorkTraining
Accelerate Business Growth by Masteringthe Art & Craft of Selling
Professional Development Training has a specialised division of Sales Training experts that willtailor the delivery of any of the courses to be specific to your situation and learning needs. Our extensive curriculum in Sales Training, outstanding depth of trainers across the country anddiverse range of industry experience means that pd training is the best choice for Sales Trainingcourses. pd training will exceed your expectations and help you achieve the results you are seeking.
Active listening is the key to effective communication.In this Active Listening training course you will learn how to listen, understand and then respond. Using these techniquesyou will become a more effective communicator in all situations.Pd training's active listening training course is available now in Brisbane, Sydney, Melbourne, Adelaide, Canberra,Parramatta and Perth.
Active Listening Training-The secret of great communicators! Course Outline
Foreword:Effective listening is actively absorbing the information given to you by a speaker, showing that you are listening andinterested and providing feedback to the speaker so that he or she knows the message was received. This fun and interactive Active Listening Skills Training Program will provide practical skills and knowledge that youwill transform your personal and professional interactions and lead to more rewarding and meaningful communication.
Outcomes:In this course participants will:
Engage more effectively through actively listeningUnderstand the difference between ‘hearing’ and ‘listening’Learn the techniques to listen activelyIncrease their awareness of communication behavioursUnderstand how emotions effect their ability to listenLearn to paraphrase and restate for clarificationBe able to manage and encourage constructive collaboration
Active Listening Training Course - Lesson 1How Well do you Actively Listen?
Let's test your active listening abilityWhy are you not listening to me?Our inner voice-over rule
Active Listening Training Course - Lesson 2What affects Listening?
The role of the speakerThe role of the listenerReading non-verbal communicationUsing questioning skillsFeedback
Active Listening Training Course - Lesson 3Determine your Communication Behaviours
Establish your behavioural style in different situationsDo you give up or bulldoze through?But isn't your way right?
Active Listening Training Course - Lesson 4High Emotion - Low Intelligence
So what does it mean when I become emotional?How does it affect my listening skills?How does it affect the listening skills of others?
Active Listening Training Course - Lesson 5Steps to Improve your Active Listening
Learn to live in the momentLearn to like/love/gain respectListening is also interpreting
Active Listening Training Course - Lesson 6Tips and Tricks to Manage a Brainstorming Environment
Stay in controlGenerate better ideas through collaboration
The competition in the marketplace is increasing as margins decrease and consumers become more discerning. ThisSales Training course from pd training will help to increase sales, gain loyal customers, overcome objections, and grow abusiness with professionalism and enthusiasm.This dynamic training course is available now throughout Australia including, Brisbane, Sydney, Parramatta, Melbourne,Adelaide, Canberra and Perth.
Sales Training Course Course Outline
Foreword:Today’s marketplace is highly competitive and every organization is looking for a larger share of the market. In aneconomy where the customer is king, how do sales representatives position the features and benefits of theproducts/services they sell?Providing sales training plays an important role in helping sales representatives practice and hone their selling skills.This Sales Training Course helps sharpen the skills of even experienced sales representatives enabling them to takeadvantage of sales opportunities and aggressively expand the business. By providing an environment where they canmake mistakes and learn from them, organization’s can benefit from having sales representatives who can make thegreatest impact facing their customers on a daily basis.
Outcomes:Interpret prospect needs by conducting a needs analysisMaster active listening techniques to better connect with & understand clientsManage the sales process by understanding where the sale is & how to keep the momentum moving forwardMaster Sales Psychology 101 (mirroring, leading representational bias, tie-downs, & tag-ons)Negate competitor quotes, while remaining professionalDeliver presentations that sellHandle objections professionally & effectivelyMaster highly effective closing techniquesFollow-up to develop long-term relationships & future businessSet goals that motivateManage your sales database effectively
Sales Training Course - Lesson 1Defining the Sales Process
Type of SalesCommon Sales ApproachesGlossary of Common Terms
Sales Training Course - Lesson 2Getting Prepared to make the Call
Identifying your Contact PersonPerforming a Needs AnalysisCreating Potential Solutions
Sales Training Course - Lesson 3Creative Openings
A Basic Opening for Warm CallsWarming up Cold CallsUsing the Referral Opening
Sales Training Course - Lesson 4Active Listening
The importance of active listeningMinimal EncouragersRestating and Paraphrasing to gain commitment
Sales Training Course - Lesson 5Delivering Presentations that SELL
Features and Benefits matched to CustomerNeedOutlining your Unique Selling PropositionThe Burning Question that every Customerwants Answered
Sales Training Course - Lesson 6Managing the Sale
Sales psychology 101Leading representational biasTie-DownsTag-Ons
Competing without competing on price - and maintaining yourprofessionalism
Sales Training Course - Lesson 7Handling Objections
Common types of ObjectionsBasic StrategiesAdvanced Strategies
Sales Training Course - Lesson 8Closing the Sale
Understanding when it's Time to ClosePowerful Closing TechniquesThings to Remember
Sales Training Course - Lesson 9Following Up
Thank-you NotesResolving Customer Service IssuesStaying in Touch
Sales Training Course - Lesson 10Setting Goals
The Importance of Sales GoalsSetting SMART Goals
Sales Training Course - Lesson 11Managing your Data
Choosing a System that Works for youUsing Computerised SystemsUsing Manual Systems
Sales Training Course - Lesson 12Manage your pipeline
What is a sales pipelineThe stages from prospect to customerHow to determine your prospects stageWe share our experiences
Retailers can make the most of every marketing dollar and every customer by providing retail sales staff with this uniqueRetail Sales training course from pdtraining.Staff will learn practical techniques to sell more, discount less, handle 'price shoppers' and close more sales, whileremaining courteous, professional and avoiding being pushy.This dynamic training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide,Canberra and Perth.
Retail Sales Training Course Outline
Foreword:Retail has long been one of the most competitive sales environments and the competition only continues to increase. It isvital to all retailers that we make the most of every marketing dollar and every customer by giving our retail sales staff theskills and confidence to professionally manage, control and close sales.This course will provide your team with skills and techniques to close more sales whilst providing great customer serviceand not creating a pushy forceful sale.
Outcomes:Learn to create a great first impressionLearn to greet constructively & create a personal connectionDevelop rapport & create warmth & opennessAsk effective questions to better understand client needsMaster active listening techniquesLearn to control the sale & lead a customer to becoming a buyerLearn an amazingly simple and professional way of handling price shoppersLearn 4 effective techniques for minimising & negating the need to discountUnderstand sales psychology such as the "The Power of YES when selling"Learn to ask for the saleLearn cross selling and upsellingMaster effective techniques for closing without being pushy
Retail Sales Training Course - Lesson 1It Starts with you
AttitudePersonal AppearanceProduct KnowledgeSell yourself on the productEnthusiasm
Retail Sales Training Course - Lesson 2Consider the customer
What do you expect when you are a customer?The value of every shopperThe mission for a retail sales personDefine 'excellent retail customer service'
Retail Sales Training Course - Lesson 3Starting the sales process
The importance of first impressionsHow to create a good first impression
Retail Sales Training Course - Lesson 4Greeting
The golden ruleCreate a constructive greetingConstruct positive dialogueDevelop rapport
Retail Sales Training Course - Lesson 5Needs analysis
Deepening techniquesProbing questionsActive listening'Minimal encouragers' - their importanceand how to use them
Retail Sales Training Course - Lesson 6Control the sale
'The Challenge' - persuasion, not confrontationHow to handle people shopping on priceThe excellent 6 step technique that negates the opposition andmaintains your professionalism
Retail Sales Training Course - Lesson 7Maximising Every Opportunity
Minimising/Negating discounting4 effective techniques
Why discount & Why not?Cross SellingUpselling
Retail Sales Training Course - Lesson 8Sales Psychology 101
The Power of 'Yes' when sellingTie downsTag Ons
Retail Sales Training Course - Lesson 9Closing the sale
Knowing when the time is rightDon't be afraid to ask for the sale3 closing techniques
Retail Sales Training Course - Lesson 10Thank you
ReferralsRepeat businessGenuine mutual appreciation
Proposal writing is an art and a craft that can be mastered through learning and practice. Achieving mastery in writing aproposal requires skilled research, planning, outlining, writing, organising and editing. This comprehensive trainingcourse offers practical skills in proposal writing to help learners write outstanding business proposals. This dynamic course is now available Australia wide including Brisbane, Sydney, Melbourne, Canberra, Perth,Parramatta and Canberra.
Writing Winning Proposals Training Course Course Outline
Foreword:During this course, participants develop various skills including identifying the audience and the purpose of a proposal,creating a framework, using details to perfect a proposal, using online and offline resources, writing, editing, andproofreading. The course provides a comprehensive understanding and use of proposal writing tools that result in the creation ofexcellent proposals.
Outcomes:After completing this course, participants will have learnt to:
Understand the proposal writing processIdentify and create different types of proposalsIdentify the purpose of a proposalIdentify the audiencePerform a needs analysisWrite a goal statementUse the proper format for proposal writingCreate a frameworkUnderstand the importance of details and focus on themIdentifying resources online and offline for researchOrganising information masterfullyUse persuasive writing techniquesReview spelling and grammarConstructing words, sentences and paragraphs brilliantlyCheck the readability of a proposalProofread and editProvide a professional feel and look to a proposal
Writing Winning Proposals Training Course - Lesson 1Getting Started
Pre-Assignment ReviewWorkshop Objectives
Writing Winning Proposals Training Course - Lesson 2Understanding Proposals
What is a Proposal?The Proposal Writing ProcessTypes of ProposalsAbout Requests for Proposals
Writing Winning Proposals Training Course - Lesson 3Beginning the Proposal Writing Process
Identifying Your Purpose and Your AudiencePerforming a Needs AnalysisWriting the Goal Statement
Writing Winning Proposals Training Course - Lesson 4Preparing An Outline
A General FormatSpecial SectionsCreating a FrameworkGetting Down to Details
Writing Winning Proposals Training Course - Lesson 5Finding Facts
Identifying ResourcesUsing the Internet as a ResourceOrganising Your Information
Writing Winning Proposals Training Course - Lesson 6Writing Skills, Part One
Spelling and GrammarWorking with WordsConstructing SentencesPersuasive WritingMastering Voice
Writing Winning Proposals Training Course - Lesson 7Writing Skills, Part Two
Creating ParagraphsCreating Strong TransitionsBuilding up to Conclusions
Writing Winning Proposals Training Course - Lesson 8Writing the Proposal
Educating the EvaluatorGhosting the CompetitionUsing Illustrations
Writing Winning Proposals Training Course - Lesson 9Checking for Readability
Checking for ClarityReading for Your AudienceUsing the Readability Index
Writing Winning Proposals Training Course - Lesson 10Proofreading and Editing
Proofreading Like a ProEditing TechniquesChecking the FactsThe Power of Peer Review
Writing Winning Proposals Training Course – Lesson 11Adding the Final Touches
Our Top Typesetting TipsAchieving a Professional Look and FeelCreating the Final Package
Writing Winning Proposals Training Course - Lesson 12Wrapping Up
Words from the WiseYour Notebook
Call Centre (sales) staff who possess skill, professionalism and know how to handle a great variety of situations are anasset to any organisation.This Call Centre (sales) training course from pdtraining teaches your employees to enter the call centre with confidence,equipped to answer questions, overcome objections and close calls with positive outcomes. This practical call centre course is available now throughout Australia, including Brisbane, Sydney, Parramatta,Melbourne, Adelaide, Canberra and Perth.
Sales Training for Call Centres Training Course Outline
Foreword:A well-trained Call Centre is the heart of any operation. Call Centre employees who possess skill and professionalism,who know how to handle a great variety of situations, will be an asset to any organisation. By presenting theseattributes, call centre staff will also personally benefit in terms of salaries and performance bonuses. Call Centre trainingwill allow the employee to enter their work area with confidence knowing they are equipped to answer questions andovercome objections and ultimately close the deal.
Outcomes:In this course participants will:
Learn practical and effective outbound call strategiesUnderstand the different types of buying motivationsMaster the strategic sales process, matching your products and services to buyer motivationsLearn strategies for effective communicationGain advanced phone etiquette skillsUnderstand the importance of setting SMART goalsLearn and interpret the six key factors to successUnderstand the importance of always being customer-focusedKnow when it's time to close the deal
Sales Training for Call Centres Training Course - Lesson 1Getting Started
Pre-Assignment ReviewWorkshop Objectives
Sales Training for Call Centres Training Course - Lesson 2The Basics (Part I)
Defining Buying MotivesEstablishing a Call StrategyProspectingQualifyingCase Study
Sales Training for Call Centres Training Course - Lesson 3The Basics (Part II)
Getting Beyond the Gate KeeperControlling the CallDifficult Customers
Sales Training for Call Centres Training Course - Lesson 4Phone Etiquette
PreparationBuilding RapportSpeaking Clearly- Tone of VoiceEffective ListeningCase Study
Sales Training for Call Centres Training Course - Lesson 5Tools
Self-AssessmentsUtilising Sales ScriptsMaking the Script Your OwnThe Sales DashboardCase Study
Sales Training for Call Centres Training Course - Lesson 6Speaking Like a Star
S= SituationT= TaskA= ActionR=ResultCase Study
Sales Training for Call Centres Training Course - Lesson 7Types of Questions
Open QuestionsClosed QuestionsIgnorant RedirectionPositive RedirectionNegative RedirectionMultiple Choice RedirectionCase Study
Sales Training for Call Centres Training Course - Lesson 8Benchmarking
Benchmark MetricsPerformance BreakdownImplementing ImprovementsBenefitsCase Study
Sales Training for Call Centres Training Course - Lesson 9Goal Setting
The Importance of GoalsSMART GoalsStaying CommittedMotivationOvercoming LimitationsCase Study
Sales Training for Call Centres Training Course - Lesson10Key Steps
Six Success FactorsStaying Customer FocusedThe Art of Telephone PersuasionTelephone Selling TechniquesCase Study
Sales Training for Call Centres Training Course – Lesson11Closing
Knowing when it's Time to CloseClosing TechniquesMaintaining the RelationshipAfter the SaleCase Study
Sales Training for Call Centres Training Course - Lesson12Wrapping Up
Words from the Wise
In this current economy, sales objections are increasing, making it harder and harder to close the deal, thus affectingyour bottom line.This course on Overcoming Objections by pdtraining, will not only teach how to turn objections into opportunities, butalso how to deflate objections and close the sale, increasing the bottom line.This practical and engaging training course is available now throughout Australia, including Brisbane, Sydney,Melbourne, Adelaide, Canberra and Perth.
Overcoming Objections Sales Training Course Outline
Foreword:Everyone who works in sales will run into sales objections. From retail employees on the sales floor to sales executives,people at every level of the business need to learn how to overcome sales objections. With the right training, it is possibleto turn objections into opportunities. Investing in sales objection training will help improve sales and the company’sbottom line.
Outcomes:
By the end of this course, participants will:
Understand the factors contributing to customer objectionsDefine the different objectionsLearn how to overcome objections with a set of specific strategiesPractise the different strategies for overcoming objectionsLearn how to dig up the "real reason" behind objectionsLearn effective techniques for deflating objections & closing the saleGain the confidence to handle objections and sell more
Overcoming Objections Sales Training Course - Lesson 1Getting Started
Pre-Assignment ReviewAction Plans and Evaluation
Overcoming Objections Sales Training Course - Lesson 2Three Main Factors
SkepticismMisunderstandingStalling
Overcoming Objections Sales Training Course - Lesson 3Seeing Objections as Opportunities
Translating the Objection to a QuestionTranslating the Objection to a Reason to BuyCase Study
Overcoming Objections Sales Training Course - Lesson 4Getting to the Bottom
Asking Appropriate QuestionsCommon ObjectionsBasic StrategiesCase Study
Overcoming Objections Sales Training Course - Lesson 5Finding a Point of Agreement
Outlining Features and BenefitsIdentifying Your Unique Selling PositionAgreeing with the Objection to Make the SaleCase Study
Overcoming Objections Sales Training Course - Lesson 6Have the Client Answer Their Own Objection
Understand the ProblemRender It UnobjectionableCase Study
Overcoming Objections Sales Training Course - Lesson 7Deflating Objections
Bring up Common Objections FirstThe Inner Workings of ObjectionsCase Study
Overcoming Objections Sales Training Course - Lesson 8Unvoiced Objections
How to Dig up the “Real Reason”Bringing Their Objections to LightCase Study
Overcoming Objections Sales Training Course - Lesson 9The Five Steps
Expect ThemWelcome ThemAffirm ThemComplete AnswersCompensating
Overcoming Objections Sales Training Course - Lesson 10Do's and Don’ts
Do'sDon’ts
Overcoming Objections Sales Training Course – Lesson 11Sealing the Deal
Understanding When It’s Time to ClosePowerful Closing TechniquesThe Power of ReassuranceThings to Remember
Overcoming Objections Sales Training Course - Lesson 12Wrapping Up
Words from the WiseLessons Learned
Body language is an authentic medium of expression. Therefore, reading body language can help in understanding thehidden needs, wishes and personality traits of people. This Reading Body Language Sales Training Course will helpparticipants to understand body signals, control and alter body language signals, and use it to build an enhancedpersonality and better relationships.This highly valuable and effective training course is now available throughout Australia, including Brisbane, Sydney,Melbourne, Adelaide, Canberra, Parramatta and Perth and also via instructor-led online training.
Reading Body Language Sales Training Course Outline
Foreword:During the course, participants learn to understand the nuances of body language so that they can read it expertly, andalso alter their own body language to create specific impacts on others. This comprehensive course includes knowledgeand skill development in improving communication, understanding gestures, decoding personality types using bodylanguage knowledge, and building rapport.Reading Body Language Sales Training Course provides participants with all the necessary tools to understand their ownand others’ unconscious body expressions to gain an insight into behaviour and personality.
Outcomes:After completing this course, participants will have learned to:
Apply knowledge of body language to improve communicationUnderstand the impact of space in a conversationUnderstand the nuances of body language from the face, hands and arms to legs, walking style and postureUse mirroring and matching techniques to build rapportShake hands with confidenceDress for successLearn to give spaceUnderstand facial expressionsUnderstand unconscious body expressionsMirror and leadMonitor postureDress upRole play
Reading Body Language Sales Training Course - Lesson1Getting Started
The Parking LotWorkshop ObjectivesAction Plans & Evaluations
Reading Body Language Sales Training Course - Lesson 6Mirroring & Leading
Creating RelationshipsMatching and MirroringPacing and Leading
Reading Body Language Sales Training Course - Lesson2Body Language
Making the GradeLooking Into OurselvesDebrief
Reading Body Language Sales Training Course - Lesson 7Monitoring Your Posture
Looking at Your PostureWorking on Your Posture
Reading Body Language Sales Training Course - Lesson3Give Me Some Space!
Space IssuesPractice for All
Reading Body Language Sales Training Course - Lesson 8Dressing Up
What Should I Wear?Debrief
Reading Body Language Sales Training Course - Lesson4What's Your Face Saying?
Your Face is the BaseThe Eyes Have It
Reading Body Language Sales Training Course - Lesson 9Shaking Hands
Degree of FirmnessDryness of HandsDepth of GripDuration of GripEye Contact
Reading Body Language Sales Training Course - Lesson5What's Your Body Saying?
Speaking with your HandsGetting a Leg UpTools of the Trade
Reading Body Language Sales Training Course - Lesson10How Are You Doing?
Scenarios
Whether we choose to embrace them or cannot stand being interrupted by their calls, call centres are a businesselement that is here to stay. This course will help call centre agents learn to make the most of their telephone-basedwork, including understanding the best ways to listen and be heard. Each phone interaction has elements of sales andcustomer service skills, which we will explore in detail throughout this energising and practical three-day workshop.This comprehensive and engaging 3-day workshop is running now throughout Australia, including Brisbane, Sydney,Melbourne, Canberra, Perth, Parramatta and Canberra.
Call Centre Training: Sales and Customer Service Training for Call CentresCourse Outline
Foreword:Whether we choose to embrace them or cannot stand being interrupted by their calls, call centres are a businesselement that is here to stay.This course will help call centre agents learn to make the most of their telephone-based work, including understandingthe best ways to listen and be heard. Each phone interaction has elements of sales and customer service skills, whichwe will explore in detail throughout this energising and practical three-day workshop.
Outcomes:By the end of this course, participants will be able to:
Understand the nuances of body language and verbal skills, which are so important in conversations that do not havea face-to-face element.Learn aspects of verbal communication such as tone, cadence, and pitch.Demonstrate an understanding of questioning and listening skills.Acquire comfort with delivering bad news and saying no.Learn effective ways to negotiate.Understand the importance of creating and delivering meaningful messages.Use tools to facilitate communication.Realise the value of personalising interactions and developing relationships.Practice vocal techniques that enhance speech and communication ability.Personalise techniques for managing stress.
Call Centre Training:Sales & Customer Service Training for Call Centres Day 1
Sales & Customer Service Training for Call Centres -Lesson 1Introduction
IcebreakerHousekeeping ItemsThe Parking LotWorkshop Objectives
Sales & Customer Service Training for Call Centres -Lesson 2What's Missing in Telephone Communications?
It's Not What You Say; It's How You Say ItIn the Absence of Body Language
Sales & Customer Service Training for Call Centres -Lesson 3Verbal Communications Techniques
Being Yourself and Sounding Your BestA Service Image
Sales & Customer Service Training for Call Centres -Lesson 4Who are Your Customers?
Define the Customer & ClientAbout Relationships
Sales & Customer Service Training for Call Centres -Lesson 5To Serve & Delight
What You Say and What it MeansPlanning the Ideal Answer
Sales & Customer Service Training for Call Centres -Lesson 6Did You Hear Me?
Listening SkillsThe Mission: To Listen
Sales & Customer Service Training for Call Centres -Lesson 7Asking the Right Questions
Open Questions vs. Closed QuestionsProbing Techniques
Sales & Customer Service Training for Call Centres -Lesson 8Saying No
When We Say "No"Delivering Bad NewsDebrief
Sales & Customer Service Training for Call Centres -Lesson 9Sales by Phone
Benefits of TelemarketingRapport Building
Sales & Customer Service Training for Call Centres -Lesson 10Taking Messages
Pen in HandEffective Messages
Sales & Customer Service Training for Call Centres -Lesson 11Staying Out of Voice Mail Jail
Voice Mail EtiquetteDebrief
Sales & Customer Service Training for Call Centres -Lesson 12Closing Down the Voice
Hyoid LimberingHumSighingThe Diaphragmatic Breath
Call Centre Training:Sales & Customer Service Training for Call Centres Day 2
Sales & Customer Service Training for Call Centres -Lesson 1Cold & Warm Calls
The Cold CallThe Warm Call
Sales & Customer Service Training for Call Centres -Lesson 2Developing a Script
Scripting TechniquesSample Script
Sales & Customer Service Training for Call Centres -Lesson 3Perfecting the Script
Making the Script YoursUsing Cheat Sheets
Sales & Customer Service Training for Call Centres -Lesson 4Going Above & Beyond
Fifteen Techniques for CCA SuccessDebriefCustomise Your Service
Sales & Customer Service Training for Call Centres -Lesson 5Handling Objections
I Object!Debrief
Sales & Customer Service Training for Call Centres -Lesson 6Closing the Sale
The Closing PhraseDebrief
Sales & Customer Service Training for Call Centres -Lesson 7Feelings
Feels Like a Winner!Presentations
Sales & Customer Service Training for Call Centres -Lesson 8Changes in the Customer
The Changing CustomerWhat the Customer Wants
Sales & Customer Service Training for Call Centres -Lesson 9Negotiation Techniques
Mastering Negotiation SkillsPracticing Negotiation
Sales & Customer Service Training for Call Centres -Lesson 10It's More Than Just a Phase
Phases of NegotiationNegotiation Made EasierDebrief
Call Centre Training:Sales & Customer Service Training for Call Centres Day 3
Sales & Customer Service Training for Call Centres -Lesson 1High Impact Moments
Make it CountCreating Case StudiesPresenting Real Life!
Sales & Customer Service Training for Call Centres -Lesson 2Tips for Challenging Callers
Tips and TricksCaller BehavioursDebriefUp the Mountain
Sales & Customer Service Training for Call Centres -Lesson 3Dealing with Difficult Customers
Dealing with ProblemsDealing with Vulgarity
Sales & Customer Service Training for Call Centres -Lesson 4Phone Tag & Getting the Call Back
Phone TagFollowing Up
Sales & Customer Service Training for Call Centres -Lesson 5This is My Mentor
Case StudyDebrief
Sales & Customer Service Training for Call Centres -Lesson 6Stress Busting
Stress Busting Card GameManaging Your Day
Sales & Customer Service Training for Call Centres -Lesson 7News from Within
Management ReportsPre-Assignment ReviewCCA Reports
Sales & Customer Service Training for Call Centres -Lesson 8Wrapping Up
It's a Wrap - Just About!Questions & AnswersDebrief
A great sales presentation requires deep knowledge of the products and services you sell, and an understanding of theclient’s expectations. This comprehensive one-day training course in Winning Sales with Your Pitch provides you theknowledge and tools to help you create a winning proposal and turn it into a dynamite sales presentation.This dynamic training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide,Canberra, Parramatta and Perth.
Pitch Proposal and Presentation Sales Training Course Outline
Foreword:During this training course, participants receive training in identifying the key element of a quality proposal, writing awinning proposal, perfecting the first impression, gaining confidence when giving presentations, and developing aprofessional approach to products/services sales.Pitch: Proposal and Presentation Sales Training Course is the fastest way to develop skills in creating and presentingperfect sales pitch that gives the desired results every time.
Outcomes:After completing this course, participants will have learned to:
Identify the key elements of a quality proposalPlan a proposalWrite a brilliant proposalUnderstand and use various proposal formatsGet organisedUse persuasive languagePerfect your first impression with dress and handshakeEdit proposals effectivelyFeel more comfortable and professional in face-to-face presentationsWrite a winning proposalUnderstand the elements of a successful presentationFeel more comfortable and professional in face-to-face presentationsBe professional throughoutConduct preparations and evaluationsHandle various kinds of sales presentations
Pitch: Proposal & Presentation Sales Training Course -Lesson 1Getting Started
IcebreakerWorkshop Objectives
Pitch: Proposal & Presentation Sales Training Course -Lesson 7The Handshake
Cultivating a Professional HandshakeTips for Success
Pitch: Proposal & Presentation Sales Training Course -Lesson 2Getting Down to Business
Business Writing BasicsTypes of Proposals
Pitch: Proposal & Presentation Sales Training Course -Lesson 8Getting Ready for Your Presentation
Preparation TipsPersuasive Language
Pitch: Proposal & Presentation Sales Training Course -Lesson 3Writing Your Proposal
Getting OrganisedDrafting a Proposal
Pitch: Proposal & Presentation Sales Training Course -Lesson 9Elements of a Successful Presentation
You Count Too!Positives & Negatives
Pitch: Proposal & Presentation Sales Training Course -Lesson 4Getting Thoughts on Paper
Planning Your ProposalExercise
Pitch: Proposal & Presentation Sales Training Course -Lesson 10Dressing Appropriately
Impressions Count!Dressing to ImpressManaging ScentCreating a Professional Package
Pitch: Proposal & Presentation Sales Training Course -Lesson 5Basic Proposal Formats
Choosing a FormatDirect ApproachIndirect ApproachChoosing an Approach
Pitch: Proposal & Presentation Sales Training Course -Lesson 11Presentations
PreparationEvaluations
Pitch: Proposal & Presentation Sales Training Course -Lesson 6Expert Editing Tips
Editing TipsThe Fog Index
Pitch: Proposal & Presentation Sales Training Course -Lesson 12Wrapping Up
Words from the Wise
Prospecting is one of the keys to success in sales. Effective prospecting helps professionals to attract new business andimprove sales. This training course in effective prospecting in sales assists participants to gain valuable knowledge andskills in prospecting to enable them to perform outstandingly in their jobs.This dynamic training course is available now throughout Australia, including Brisbane, Sydney, Melbourne, Adelaide,Canberra, Parramatta, and Perth.
Effective Prospecting Sales Training Course Outline
Foreword:Effective Prospecting Training Course will help you to know who to target and how to target, warm up cold calls, follow upon leads, use networking effectively, conduct trade shows, use public speaking, build your personal prospecting plan,and more.Professional training in prospecting helps enhance skills and understanding to excel as professionals and businesses.
Outcomes:After completing this course, participants will have learned to:
Expand your client base through effective prospectingUse a prospecting system to make you more successfulIdentify target markets and target companies with the 80/20 rule in mindDevelop and practice networking skills at every opportunityDevelop, refine, and execute the art of cold callingTarget your marketUse the prospect dashboardSet goalsUnderstand the importance of prospectingUse networkingUse public speakingConduct trade showsRegain lost accountsWarm up cold callsUse the 80/20 rule
Effective Prospecting Sales Training Course - Lesson 1Getting Started
IcebreakerWorkshop Objectives
Effective Prospecting Sales Training Course - Lesson 8Public Speaking
Public Speaking
Effective Prospecting Sales Training Course - Lesson 2Pre-Assignment Review
True/False QuestionsMultiple Choice QuestionsDebrief
Effective Prospecting Sales Training Course - Lesson 9Trade Shows
Making Trade Shows WorkDebrief
Effective Prospecting Sales Training Course - Lesson 3Targeting Your Market
Eight Ways to Target Your MarketMy Target Market
Effective Prospecting Sales Training Course - Lesson 10Regaining Lost Accounts
Regaining Lost Accounts
Effective Prospecting Sales Training Course - Lesson 4The Prospect Dashboard
Prospect Dashboard BasicsQ & AMy Prospect DashboardPlanning with the Prospect Dashboard
Effective Prospecting Sales Training Course - Lesson 11Warming Up Cold Calls
A Cure for Call ReluctanceGetting Your Message ThroughOpeners
Effective Prospecting Sales Training Course - Lesson 5Setting Goals
S.P.I.R.I.T.
Effective Prospecting Sales Training Course - Lesson 12The 80/20 Rule
The 80/20 RuleEffective Prospecting Sales Training Course - Lesson 6Why is Prospecting Important?
A Little Knowledge Brings Big Benefits!
Effective Prospecting Sales Training Course - Lesson 13It's Not Just A Numbers Game
Shooting for the StarsThe Three R's
Effective Prospecting Sales Training Course - Lesson 7Networking
What is Networking?Small Talk
Effective Prospecting Sales Training Course - Lesson 14Going Above and Beyond
21 Ideas for a Successful Career in SalesTen Questions to Ask Yourself about Each Prospect
Influence and persuasion extends beyond marketing and sales. It affects almost all processes that include the use ofhuman resources. This training course in Influence and Persuasion helps to master skills required to influence andpersuade in a variety of areas.This highly valuable and dynamic training course is now available throughout Australia, including Brisbane, Sydney,Melbourne, Adelaide, Canberra, Parramatta and Perth
Influence and Persuasion at Work Training Course Outline
Foreword:During this Influence and Persuasion at Work Training Course, participants develop understanding and skills in makingdecisions by applying storytelling techniques, planning, using effective persuasion techniques, creating a persuasivepresentation, understanding the nuances of persuasion, and more.
Outcomes:This short and comprehensive course is the fastest way to develop deep understanding and skills in influence andpersuasion.After completing this course, participants will have learned to:
Make decisions about using persuasion versus manipulationApply the concepts of pushing and pulling when influencing othersUnderstand persuasionPrepare to persuadeDescribe different techniques for getting persuasive conversations and presentations underwayMake a persuasive presentation by using the 5 S’sApply storytelling techniques to extend influenceLeverage concepts of neuro linguistic programming in everyday influence and persuasionGet off on the right footUse various presentation strategiesUse neuro linguistic programming (NLP) techniques
Influence & Persuasion at Work Training Lesson 1Course Overview
Welcome & IntroductionWorkshop ObjectivesThe Difference Between Persuasion, Influence, & Manipulation
Influence & Persuasion at Work Training Lesson 4Presentation Strategies
Building a Persuasive PresentationUse Storytelling To PersuadeIntro to Neuro Linguistic Programming
Influence & Persuasion at Work Training Lesson 2Preparing to Persuade
Pushing Versus PullingCommunicating with ConfidencePlanning The ConversationSuspending Their Frame of Reference
Influence & Persuasion at Work Training Lesson 5Skill Building
Practice Speaking PersuasivelyPractice Storytelling
Influence & Persuasion at Work Training Lesson 3Getting Off on the Right Foot
Building RapportMatchingMirroringPacingLeading
Influence & Persuasion at Work Training Lesson 6Workshop Wrap Up
Workshop ReviewAction Plan