active listening training-thediverse range of industry experience means that pd training is the best...

"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 Retail Sales Training

Writing Winning ProposalsTraining

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.The pdtraining Active Listening training course teaches you how to listen attentively, understand what you’ve heard andhow to respond appropriately. Using these techniques you will become a more effective communicator in all situations.This Active Listening training course is available now in Auckland, Christchurch or Wellington.Please click on the Public Class tab below to view our Active Listening Training course schedule by city or click the In-House Training tab to receive a free quote for courses delivered at your preferred location.

Active Listening Training-The secret of great communicators! 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

Web Links:

View this course online: http://pdtraining.co.nz/courses/active-listening-training

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The competition in the marketplace is increasing as margins decrease and consumers become more educated anddiscerning.The pdtraining Sales Training course provides skills on how to increase sales, gain loyal customers, overcomeobjections, and grow a business with professionalism and enthusiasm.This dynamic training course is available now throughout New Zealand, including Auckland, Christchurch or Wellington.Please click on the Public Class tab below to view our Sales Training course schedule by city or click the In-HouseTraining tab to receive a free quote for courses delivered at your preferred location.

Sales Training Outline

Foreword:Today’s marketplace is highly competitive and every organisation 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, organisation’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

Web Links:

View this course online: http://pdtraining.co.nz/courses/sales-training-in-auckland-wellington-christchurch-and-new-zealand-wide



http://pdtraining.co.nz/courses/sales-training-in-auckland-wellington-christchurch-and-new-zealand-wide



Satisfying every customer can be difficult, but there are proven methods and skills you can learn to maximise theirsatisfaction and increase sales.The pdtraining Retail Sales Training Course provides you with an understanding and skill development in how to engagewith customers, controlling the sales process, identifying upselling/cross-selling opportunities, sales psychology, needsanalysis and much more.This comprehensive course is designed to help retail sales professionals sell more and discount less, handle difficultcustomers, professionally handle every sale and maximise every opportunity.This dynamic training course is available now throughout New Zealand, including Auckland, Wellington and Christchurch.Please click on the Public Class tab below to view our Retail Sales Training course schedule by city or click the In-HouseTraining tab to receive a free quote for courses delivered at your preferred location.

Retail Sales Training 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 amasingly 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

Web Links:

View this course online: http://pdtraining.co.nz/courses/retail-sales-training



http://pdtraining.co.nz/courses/retail-sales-training



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 New Zealand wide including Auckland, Wellington and Christchurch.

Writing Winning Proposals Training 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

Web Links:

View this course online: http://pdtraining.co.nz/courses/proposal-writing-training-course



http://pdtraining.co.nz/courses/proposal-writing-training-course



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 New Zealand, including Auckland, Wellington, Christchurch.

Sales Training for Call Centres Training 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

Web Links:

View this course online: http://pdtraining.co.nz/courses/sales-training-for-call-centres-training-course



http://pdtraining.co.nz/courses/sales-training-for-call-centres-training-course



It is essential for sales professionals to skillfully overcome objections and manage difficult situations effectively to get thesale across the line.The pdtraining Overcoming Objections Sales Training Course provides precise training in handling objections, whichinclude techniques to deflate objections, identifying unvoiced objections, finding common ground, and uncovering theroot causes of objections. This training course teaches you how to turn sales objections into opportunities.This practical and engaging training course is available now throughout New Zealand, including Auckland, Wellingtonand Christchurch.Please click on the Public Class tab below to view our Overcoming Objections Sales Training course schedule by city orclick the In-House Training tab to receive a free quote for courses delivered at your preferred location.

Overcoming Objections Sales Training 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

Web Links:

View this course online: http://pdtraining.co.nz/courses/overcoming-objections-sales-training-course



http://pdtraining.co.nz/courses/overcoming-objections-sales-training-course



Knowing how to interpret body language is an important aspect of non-verbal communication, which allows you tounderstand the unsaid, judge people’s personalities and understand their preferences.The pdtraining Reading Body Language Sales Training Course enables you to know and decode various gestures andexpressions, including posture, hand gestures, expressions, the hand shake, style of walking and eye movements. Thecourse provides you with a comprehensive understanding of how to interpret body language so that you can not onlycontrol your own body language but decode others as well.This highly valuable and effective training course is now available throughout New Zealand, including Auckland,Wellington or Christchurch and also via instructor-led online training.Please click on the Public Class tab below to view our Reading Body Language Sales Training course schedule by city orclick the In-House Training tab to receive a free quote for courses delivered at your preferred location.

Reading Body Language Sales Training 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

Web Links:

View this course online: http://pdtraining.co.nz/courses/reading-body-language-sales-training-course



http://pdtraining.co.nz/courses/reading-body-language-sales-training-course



Handling customers over the phone requires many skills, including verbal communication skills, proper telephoneetiquette, problem resolution and escalation and active listening skills.The pdtraining Sales & Customer Service Training for Call Centers Course provides skill building in every aspect ofhandling calls from customers such as the use of probing techniques, voice control, what to say when, rapport buildingand more. This course is designed to help call center professionals expertly handle customer calls and ensure that everycaller receives the best possible service.This comprehensive and engaging 3-day workshop is running now throughout New Zealand, including Auckland,Wellington and Christchurch.Please click on the Public Class tab below to view our Sales & Customer Service Training for Call Centers Trainingcourse schedule by city or click the In-House Training tab to receive a free quote for courses delivered at your preferredlocation.

Call Centre Training: Sales and Customer Service Training for Call CentresOutline

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


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


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

Web Links:

View this course online: http://pdtraining.co.nz/courses/sales-and-customer-service-training-for-call-centres-training-course



http://pdtraining.co.nz/courses/sales-and-customer-service-training-for-call-centres-training-course



Creating professional proposals requires strategy, analysis, research, technical writing skills, formatting, organising, andediting. Writing a winning proposal is both an art form and a craft that you can learn. Delivering it well closes the deal.The pdtraining Pitch Proposal and Presentation Sales Training Course provides comprehensive training in each step ofthe preparation and development of a proposal to help you achieve mastery in writing and delivering your next salesproposal.This dynamic training course is available now throughout New Zealand, including Auckland, Wellington and Christchurch.Please click on the Public Class tab below to view our Pitch Proposal and Presentation Sales Training course scheduleby city or click the In-House Training tab to receive a free quote for courses delivered at your preferred location.

Pitch Proposal and Presentation Sales Training 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.


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

Web Links:

View this course online: http://pdtraining.co.nz/courses/pitch-proposal-and-presentation-sales-training-course-brisbane-melbourne-sydney



http://pdtraining.co.nz/courses/pitch-proposal-and-presentation-sales-training-course-brisbane-melbourne-sydney



To be successful in sales you must know how to effectively prospect for new leads. Effective prospecting is animmensely important part of the sales process which results in you attracting new customers and business and over-achieving your targets or budget.The pdtraining Effective Prospecting Sales Training Course provides you with comprehensive training in public speaking,making cold calls, goal setting, networking, identifying market opportunities and more. The course covers every essentialskill that impacts prospecting to help you gain a high level of expertise in the process.This dynamic training course is available now throughout New Zealand, including Auckland, Christchurch or Wellington.Please click on the Public Class tab below to view our Effective Prospecting Sales Training course schedule by city orclick the In-House Training tab to receive a free quote for courses delivered at your preferred location.

Effective Prospecting Sales Training 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.


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

Web Links:

View this course online: http://pdtraining.co.nz/courses/effective-prospecting-sales-training



http://pdtraining.co.nz/courses/effective-prospecting-sales-training



Influence and persuasion extends beyond marketing and sales. It affects almost all business processes that requirehuman resources. This training course in Influence and Persuasion helps to master the skills required to influence andpersuade othersin a variety of areas.The pdtraining Influence and Persuasion Training Course provides you with a deeper understanding of the techniquesused for influencing and persuading others such as using storytelling, neuro-linguistics, planning conversations,mirroring, matching and more. Learning and using these techniques will help you to influence and persuade others easilyand successfully.This highly valuable and dynamic training course is now available throughout New Zealand, including Auckland,Christchurch or WellingtonPlease click on the Public Class tab below to view our Influence and Persuasion Training course schedule by city or clickthe In House Training tab to receive a free quote for courses delivered at your preferred location.

Influence and Persuasion at Work Training 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

Web Links:

View this course online: http://pdtraining.co.nz/courses/influence-and-persuasion-at-work-training-course



http://pdtraining.co.nz/courses/influence-and-persuasion-at-work-training-course



active listening training-thediverse range of industry experience means that pd training is the best...

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