"This
training was conducted within the first week of January, and, by
the next week, sales of this product had doubled from 10% of all
new sales to 20%.
The extremely cost effective session with Stuart paid for itself
within the first week."
- Maria Triggs,
General Manager
In Company Sales
Training for Your Business
Corporate sales training workshops tailored to your team and situation.
Delivered
on your premises or at inhouse sales conferences around Australia.
In-company sales
training is developed with your input for maximum relevance.
Do your advisors, consultants, professionals, engineers, technical staff, product specialists
or managers dislike the idea of being in 'business development'?
Professional Selling Skills
Unfortunately many people from non-sales backgrounds believe selling
is akin to a black art and think it includes tactics like mind
control, being pushy, and 'convincing' others.
The truth is... professional selling is an advanced communication
strategy, not a process of manipulation.
However, many people in professional, technical, and advisory roles have
never received relevant training in how to effectively recognise,
initiate and
manage sales situations.
Understandably these trusted professionals get nervous when they are
asked to undertake tasks they are unfamiliar with, such as selling.
The good news is they can easily learn appropriate selling
skills. And they will enjoy the
experience!
Sales Training for Technical
Specialists
Your team are probably
considered to be technical or product experts within their industry.
But when it comes to selling and business development activities
they may feel like a novice.
The outcome of effective sales training will be your staff are more confident, more proactive, and
more capable to pursue and win new business opportunities.
Delivering corporate sales training to technical experts
can be pretty challenging...
They are often sceptical about sales
and marketing.
They dislike the idea of
'selling'.
They don't want to be
pushy
with clients.
They often
feel like the guardian of the client relationship.
They are cautious about stepping outside their comfort zone of
technical specifications, process-focused thinking, and service (not
sales) mindset.
Creating a Customised
Training Experience
You probably understand there's more to great sales training than simply workbooks,
slides and whiteboards. Creating an effective training program means more than just preparing the
paperwork. It requires a combination of:
Current industry knowledge (of your
industry).
First-hand input from participants
prior to the session.
An understanding of your company
culture and priorities.
Involvement of management to support
the program and changes.
Inclusion of "best practice"
sales strategies and professional skills.
An interactive adult format to encourage discussion,
learning and retention.
Training for professional or technical
staff must be practical, well structured, and delivered in a way that
addresses the realities of managing your clients. Importantly, staff must
gain extra confidence in their ability to proactively seek sales
opportunities and effectively manage sales conversations.
Sales Training
Format Options
From experience it has been observed that every company requires a
different training 'solution'. The specific
industry, the company culture, and the existing staff structure and
skill-set all combine
to create a particular manner of handling sales opportunities.
Effective sales training must cater for the environment in which your team
operates.
Training may be conducted in a number of formats to suit the availability
of participants, the experience level of participants, and the degree of support required to achieve the desired
goals:
From
half-day to two-day training sessions.
Combining follow-up
sessions to maximise personal change.
Follow-on individual coaching.
Participation in company webinars or
teleconferences.
Additional support and resources.
For locations in the Middle East and Asia
tailored 4 or 5-day corporate sales training programs are available.
Sales Training Topics
Corporate sales training is developed to
achieve improvements in specific skills, attitudes, and business outcomes.
These outcomes are investigated in detail with each client and sales
training topics may include:
The flow of sales conversations.
Communication styles.
Using the SOX™ Question Strategy.
Making initial contact.
Managing objections and questions.
The client meeting agenda.
Time management.
Identifying value for the client.
Recognising new business triggers.
Key account management.
Trust building factors.
Personal networking skills.
Effective delegation skills.
Using sales collateral.
... and more
For further information on the concepts
embedded in our sales training you are invited to download The
Assassin Analogy eBook.
Your Trainer
Your trainer is Stuart Ayling, Chief Sales Strategist at Marketing
Nous. He is a professional 'real world' sales trainer who has the experience to
understand your sales and business development challenges and apply
relevant
solutions.
For over 20 years Stuart has worked in sales and marketing across a variety of industry sectors.
Stuart founded Marketing Nous in 2000 and holds a Bachelor of Business degree in
Marketing (1989) and a Graduate Certificate of Management in International
Business (2003).
In addition to his
extensive hands-on industry experience Stuart has also taught sales and marketing at the internationally accredited University of Queensland Business
School. He understands the theory and the practice.
As an experienced sales strategist and trainer,
Stuart Ayling has faced it all before. He has developed and delivered
customised in-house sales training and presentation skills training programs for a wide range
of organisations in the business-to-business and services sector. Read
testimonials here.
Marketing Nous is committed to exceeding your expectations and provide a 100% money back satisfaction guarantee.
Any information, business data or personal details disclosed to Marketing Nous will be treated confidentially at all times and will not be shared with other parties without prior approval from the client.
