Sales Training Overview
- Public Access Workshops
- Corporate Workshops
- Introduction Workshops
Are you looking for a practical sales training programme for yourself, or for your sales team that focuses on NEW Business Development , Investigation & Closing Skills?
Deakon offer both Public Access & Corporate Workshops in Melbourne, Sydney & Brisbane.
Fear – The Art of Selling ®
This comprehensive sales training programme is the culmination of seven hundred hours of development and designed specifically for sales professionals and organizations that want to grow their existing client base and increase revenues.
The material presented provides a repeatable process to identify, investigate, develop, negotiate and close new business opportunities.
Who Should Attend?
- Sales Professionals
- Sales Managers
- Support Staff
Length of Programme
Fear – The Art of Selling ® is delivered over eight (8) half day weekly sessions or two by two full day sessions. Class sizes are limited to small groups of 12-16 participants to maximise the learning experience and encourage equal participation by everyone attending the programme.
Value to Our Clients
- Grow sales pipeline
- Increase gross revenue
- Produce more consistent sales numbers
- Improve profitability (minimize price erosion)
- Maximize deal size
- Improve competitive win-rate
Participants Will Learn How To:
- Identify the unique characteristics of prospects who are truly predisposed to buy from them.
- Clearly define and articulate value statements that communicate the tangible & in-tangible business benefits their product, service or solution delivers to a prospect.
- Write prospecting / introduction letters that focus on specific members of the DMU and will prompt a positive response.
- Make a friend of the gatekeepers to get connected to the right person.
- Employ effective cold-calling techniques to turn rejection into a positive outcome.
- Leave voicemail messages that trigger recipients to return the call.
- Identify a prospect’s preferred learning style and use specific sales techniques to communicate more effectively with them.
- Become a better listener and use non-verbal communication techniques to speed up the rapport building process.
- Set clear objectives for a sales call and qualify if a prospect is truly predisposed to buy from you.
- Use proven questioning techniques to uncover needs / problems, highlight their seriousness and turn them into action items.
- Demonstrate value to a prospect and obtain commitment to advance the sale.
- Use advanced negotiation principles & tactics to achieve set goals.
- Limit objections from arising and defend any that do with confidence.
- Quickly build a sales funnel and close more sales.
