Wednesday, 24 January 2018
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Business-to Business Opportunities Abound With Good Sales Training

by Sean Kanan

If you want to start a new career in sales or are seeking out more challenging sales roles that offer greater chances of promotion then to help you on your way it is imperative to participate in some sort of sales training.

All too often people seeking sales jobs are content to apply on the basis of a bright personality but the reality is that you have a sustainable long term career in any sales role you need proper sales training. There are a number of entities in Melbourne and Sydney that provide sales training but to increase your chances of also obtaining a new position in sales it is often worthwhile checking out those recruitment agencies Melbourne based that also offer sales training course. There are a number of recruitment agencies that specialise in business-to-business placements; they have a large client base representing many industries – IT, telecommunications, software, automation, electronics, medical, scientific, industrial, manufacturing and professional services.

If you are interested in a sales career and have a preference for a particular industry then these well established recruitment agencies would be the best organisations to approach. Because they really value their reputation a select number of sales training Melbourne based recruitment agencies not only provide excellent sales training courses but also offer follow-up sales training once you have taken up a new sales position.

Business-to-business sales training is quite different to retail or sales training for direct to the consumer businesses. Business-to-business sales training will cover such topics as how to put an initial  sales plan together – how to gather market intelligence, determine realistic targets, identify territories that might be generate more leads and conversions. By putting a comprehensive sales plan together and then implementing it you will give yourself a much better chance of success.

Sales training for business-to-business will also include the basic sales techniques that have proven successful in cold call situations – how to introduce yourself and your product, how do you guide the conversation to engage your prospect and how do you make the final close or sale. There is an art to selling and without the right tools and techniques you will find it very difficult to succeed long term in a sales role.

Presentation skills will also be developed during any good sales training programme. The importance of knowing your product is critical in the sales process and particularly in any group presentation situation. You will quickly lose your audience if you are not in a position to respond to a question in a clear and confident manner.

Important to, not to mislead a prospect in any way – if the situation does arise where you are unsure of a product specification or delivery times then be upfront with the prospective customer, remember your sales training and advise them that you will call immediately you return to the office and are in a position to confirm precise details. Make sure you fulfil that promise. One of the mantras of selling is to not over-promise because failing to deliver will invariably lose the business. By undertaking a good sales training course you will learn invaluable sales techniques, tips and tools that will sustain a long term, fulfilling and successful career in a business-to-business sales role.

For more information on sales training or to contact us, visit the website at

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