COURSE OVERVIEW ‘Essential sales skills’ offers a unique 2 staged approach to sales training:

1) Sales Mindset and ApplicationFirstly we explore the fundamental force that drives success and failure. Many salespeople are unaware of the impact their thoughts, attitude and beliefs have on their sales abilities. This session includes discussion and group exercises on the six cornerstones to achieving breakthrough results in sales, including:

1. Honest evaluation of how efforts are targeted everyday2. Recognising behaviours that could be symptoms of ‘call reluctance’3. Identifying problematic thinking patterns4. Creating new positive thoughts5. Planning and preparation of goals, targets, objectives and sales activities6. Practicing new thinking for 21 days

2) Selling Skills and TechniquesSecondly we teach product knowledge, selling skills, and sales techniques by discussing and practicing sales calls based on the Fusion Sales Cycle, including:

1. Prepare and Plan2. Call Opening3. Gaining Information4. Matching Benefits 5. Overcoming Objections6. Closing

WHERE BUSINESS AND TRAINING COME TOGETHER

FUSION APPROACHIs simply to work insynergy not only withour clients and theneeds of their businessbut also with ourdelegates, to ensurethey are given the toolsto achieve success.

Tel: 07 3273 2642 www.fusiontraining.com.au

SALES ESSENTIALS

Mindset• Identify how to eliminate the fear of cold calling• Transform thoughts and attitude about prospecting• Overcome the fear of rejection• Set realistic prospecting goals • Provide tools to create an individual sales and marketing business plan• Pick up the phone with confidence and an attitude of success• Identify that practice and repetition is “The mother of all learning”

Techniques• Identify the key decision-makers• Find sources and methods for generating new leads• Handle common issues with getting past Gate Keepers• Formulate a 10 -15 second opening statement that creates interest• Build rapport, credibility and trust quickly on the phone• Ask the best variety of questions to uncover the prospect’s buying motives.• Listen for buying signals and present solutions (FAB’s)• Handle the most common recruitment objections• Explore closing techniques that ensure commitment - every time!

TRAINING OUTCOMES

SALES ESSENTIALS

1) Learning Needs AnalysisWe will conduct a learning needs analysis comprising of a selection of questionnaires and surveys with staff and management to discover the exact learning needs of the collective group.

2) Pre-Course Work The learning experience will start prior to the training and delegates are issued with a pre-course work module, which will lay the foundations and create a platform for further discussion on the day.

3) Live TrainingOur philosophy is to provide active 3D training sessions (rather than a trainer simply talking at a room of people). Delegates can expect plenty of discussion, brain storming and role plays that will then go on to be critiqued by the trainer and their peers.

4) On-Line TrainingAfter the training day, delegates are invited to attend a live webinar to reinforce key learning points and give them the opportunity to ask for assistance if they are having difficulty transferring topics into real life situations.

WHAT THE TRAINING INCLUDES

SUITABLE FOR • As an introduction to consultants with less than 2 years’ experience• As a refresher to any experienced consultant, senior consultant or manager wanting to re-focus their sales efforts

BOOK A FREE CONSULTATION TODAY

Talk to a member of the Fusion Training team today and discuss how we can assist you with your organisational development needs.

SALES ESSENTIALS

Phone: 07 3273 2642Mobile: 0449 593 933Email: info@fusiontraining.com.auWebsite:www.fusiontraining.com.au