 Read
comments from over 70 delegates from Sydney, Brisbane, and Melbourne and
see what they have said about this unique sales training course...
"Great course. LOVED IT! It has
given me a structure I didn't have before and still leaves room for my own
personality and style. I will now use this approach in cold calls,
potential client enquiries, and face to face situations. The best part of
the course was the interactive approach with plenty of opportunity for
discussion."
Donna Hutchins
Australian Recruiting
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"Learning how to use
the SPIN questions to structure my meetings will help limit the chaos! The
best part was applying the things we learnt to our real life
scenarios."
Charles Hutchinson
Siltech Australia
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"I now feel more
confident about approaching clients and have faith in my abilities. It was
good to understand other peoples fears/thoughts on selling and to discuss
real life issues, to ascertain the best way forward with situations."
Sarah Dorward
ENSR
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"The course has opened
up my mind to different ideas/strategies on how to improve our sales
process. I have received a new way of questioning customers in a better
order and fashion. The best part was seeing how a different sales process
can be adapted to our product."
David Pascoe
The Coupon King (Attended in
Melbourne from Adelaide)
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"After this course I'll
get more out of my meetings with new customers and hopefully get an end
result quicker. The best aspect was learning how to question customers
more fully."
Vanessa Dwyer
Tencate Australia
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"I believe the material
presented in this course will greatly assist the Institute in reviewing
the way it offers its training courses. My colleagues who also attended
have already agreed on the value of the course and will brainstorm our
current sales approach with views to identifying and introducing new strategies to
secure much higher business."
Geoff Rigby
Victoria University Institute for Logistics and Supply Chain Management
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"The best part was
learning about the structure of a successful sales process - building in
analytical and reviewable data capabilities. Until now I have applied
thought to how I approached a prospect, but flew by the seat of my pants.
Now with knowledge of structure I will be able to plan and achieve a
higher success rate."
Henry Nieuwenhuis
Siltech Australia (Attended in Melbourne from Adelaide)
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"I believe this course
will help me achieve better sales results because I can plan the sales
pitch and try to extract all the information from the client to
'personalise' the sale. I feel better knowing there is a system or
'formula' to follow that I can use in most cases."
Jessica Maklouf
Estez Cleaning Products
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"The workshop will help
a lot with the planning and execution of the prospecting of key clients,
which will reinforce my confidence. The best part of the course was the
self awareness aspects which helped drive home the questioning process in
my head."
Kate Woods
ENSR
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"This course will help
with new prospect planning and knowing how to ask the right questions and
leading customers to our solution."
David Haviland
Tencate Australia
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"This course was great
for me as I am going into sales down the track. It was very educational.
Thank you. The parts I liked best were learning what to say, introducing
yourself, SPIN question process."
Raquel Sly
Quantum Airconditioning
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"I'm now more confident
in calling existing customers and also potential prospects. The techniques
will allow me to introduce our products and services without sounding like
a typical salesperson."
Angela Freeman
BMedical
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"I knew I needed to ask
more questions. The SPIN approach explained this to me. Now I can focus on
client outcomes and benefits. I believe I will be able to offer greater
value now and increase my fees with confidence."
Shayne Dumbrell
Financial Fundamentals
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"This course has
taught me how to effectively communicate with customers and develop clear
objectives."
Betty Zhao
BMedical
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"I liked the structured learning
with application to individual circumstances. The open forum approach and
non-confrontational environment was excellent. The course will give me
more confidence in selling. Also if I get a knock back I wont be
discouraged because I know the technique was correct."
Travis Allen
Allen Financial Services
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"The best aspect was getting to use
what you do as a job and incorporating it throughout the course."
Phillip Kiely-Dolan
Electropar
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"The training has given me a process
to use in my calls rather than blurting out info too soon. I've learnt not
to give up so easily. Good to see other people have same issues and its
not just me. Now I have more confidence in progressing with conversation
even if they appear to be a dead end."
Maria Casey
Yusen Global Logistics
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"The best part was the class
interaction, and helping to solve each others issues. The course helped
point out the problems we were solving and how to handle the usual
objections. Now I have much more confidence."
Darren Santucci
BalanceNOW Bookkeeping Services
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"Having no structure at all
regarding my approach to sales, I believe now having a structure to work
with will enable a more professional attitude and approach. The SPIN
approach was very impressive."
Peter Grimley
Yusen Global Logistics
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"I can now structure my discussion
to lead the customer to the goals I have set out. The best part of the
course was getting a structure for how to conduct my meetings/calls. Now
I'll go in with a game plan rather than making it up as I go along."
Nathan Emeny
AquaQuip
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"Now I have a structured sales
process. More planning before engaging a potential customer. Better able
to qualify the potential prospect."
Ilya Kiparizov
NetIP Solutions
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"I thought the group discussions
were great - and getting some outside input on sales problems. I can see
how I can apply the topics covered to my day-to-day sales activities. I
think the structure will help me tackle prospects more
confidently/professionally."
Pete Neal
Dialogue Communications
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"It is great to be able to place the
theory behind the sales strategy. It increases my confidence and strategy
to plan and structure my sales. The best part was applying the theory to
our specific situations."
Luke Green
PeopleLogic:)
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"I liked the way the course was
explained and how easy it can be stepped out. I believe this course will
give me more confidence in asking the right questions to the right people.
I will be using the SPIN technique at all of my sales interviews."
Gerald Tripp
Carhil
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"I will be able to use the SPIN
questions when cold calling and when following up with clients about
proposals. I also liked the small group and personal feel of the
training."
Danielle Martin
HLA-Envirosciences
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"This course helped me because I now
have a better understanding of the processes involved in selling. Can't
wait to try it out!"
Adam Jeske
NetRegistry
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"The best part of the training was
to know what type of communicator I am and what others can be. This course
will make me persevere more, realise there are steps to follow, and not be
afraid to ask questions (yet not be pushy)."
Laure Modesti
Harrison Galleries
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"I can see how to incorporate new
techniques that focus on customers needs, instead of my desire to tell
them everything I know about the products that we sell. I think that this
change in emphasis will lead to greater sales."
Karen Elvish
Australian Council for Educational Research
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"I've been going really well with sales since the seminar,
occasionally I do find myself falling into old ways but on the whole I've
found a renewed confidence in myself. I simply change the whole 'selling' to
a customer into 'helping' a customer and I am instantly more comfortable with my role.
Many thanks once again for helping me understand the dynamics of selling with confidence,
the lessons I have learned have been invaluable."
Tony Burgess
Kayu Furniture
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"The
best part was the way it opened my eyes to a new way of selling."
Verena Xhayeteux
Sunbury Eye Clinic
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"This course will help
me to structure a sales plan and help me identify prospects. The material
was useful and easily understood."
Ruth Callander
Amdel Laboratory & Technical Services
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"Once again, I want to thank you for not only an information-packed two days
in Sydney, but your follow-up phone call today plus email with the additional info.
I have attended many courses over the years, but to date I have not attended
one I have enjoyed as much as yours.
You really are an all-round 'nice guy' and learning is so much easier when you're having fun!
You were right about the participants becoming a 'little family'. I enjoyed
the company of each and every person attending.
I now realise that my time is limited and I need to spend it with people who
really need and value what I can provide. (your words, my new-found bible!)
Only quality leads will be in my appointment book from now on. I am looking forward to the challenge of having totally structured sales
presentations, rather than my 'hit and miss' attempts of the past."
Wendy Atkins
Melbourne (travelled to Sydney to attend the course)
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"It makes the selling process
understandable."
Rob Goudie
Meritum Financial Group
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"Very clear and straight to the
point. Stuart answered questions clearly and didn't beat around the
bush."
Laura Paone
Doodle Design
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"As a result of this course I will try a more organised approach to
my sales calls, which will provide better value to my customers."
Mark Thomas
Trelleborg
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"The best part of the course was
understanding the different stages clearly to make a successful sale.
Listening, asking questions, identifying customer needs, before jumping
into the sales pitch."
Michelle Moores
The Insulation Superstore
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"I believe the course will help me
understand both my current clients and potential clients better. It will
allow me to use my time more effectively."
Andrew Tomlins
Amdel
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"The course is well presented and
caters for people at various levels. It has given me an insight into
improving my sales techniques and closing."
Mick Gurney
Corefleet
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"It's helped me understand the sales process and how to approach and
build relationships with clients. I was petrified of closing sales but
Stuart's training put the whole process in perspective (and made it less
daunting). The course was a real eye-opener."
Maria Rossides
KnowledgeOne Corporation
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"Stuart, your presentation has
opened a new way of getting more clients. The course got down to the
questioning techniques and made sure we really know our prospects and
needs!"
Agnes Kemenes
No Borders Migration Service
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"The SPIN factor represents a
different way to sell. The techniques made me realise that a sales call
should be well thought out and documented."
Richard Bailey
Options Software Australia
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"I feel like I can go out in the
field with confidence, with more tips and techniques than I previously
had."
Rebecca Galea
HGT East Coast Training
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"The course helped me to look more
at the customer, rather than what I'd like to get out of our
meeting."
Richard Hannan
Hannans Maintenance Services
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"I now have information I can use to
create my own style of selling where I can be myself and have confidence
to get results."
Sonya Dent
No Borders Migration Service
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"The course has given me a better
idea of using the SPIN process. In particular a better understanding of
Situation and Problem type questions."
Phil Nash
Resi Mortgage Corporation
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"This course has helped me structure
my whole sales technique better. I will review my process and use the
planner."
Robert Nad
NetRegistry
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"It will help in every situation
when I am dealing with clients. It will also help with internal customers
to build rapport etc"
Justin Hughes
Inside Edge
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"The Situation and Problem questions
approach will definitely help me. Only having heard of that through a
friend before it was good to understand it properly. My previous training
was "old style" and so my delivery was mixed. I now have a
clearer picture of how the process works."
Ben Tesoriero
Options Software Australia
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"I liked the practical workbook
support, SPIN selling process, and the easy nature of the presenter. Now I
am more confident and will be more mentally prepared, with an
understanding of how to control the sale, and how to sell new ideas to the
CEO."
Anna Falconer
National Heart Foundation Australia
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"Personal atmosphere and a fun
learning experience. The course has shown me good sales techniques and
refined my skills."
Andrew Lawrence
Lifestyle and Rehab, Rehabilitation Equipment
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"I'm looking forward to getting back
and sharing all these great points with our team of tech's."
Matt Vaughan
All Seasons Carpet Cleaning
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"What I liked best was the group
discussions, and now I have a better understanding of techniques to
follow. I feel I will be more confident in my job, having these new
techniques to try."
Kim Welling
Troy Laboratories
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"I really enjoyed the tests and
group discussions - very good to hear others views. Work book is
great."
Kim Anderson
All Seasons Carpet Cleaning
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"Small group. Lots of discussions.
Great value."
Brigitte Kaimeier
Kaimeier Pty Ltd
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"Gave me a process that I can follow and that helps me feel good
about selling, as it provides solutions for the client."
June Kitto
Career Fit, Psychometric Testing
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"A small group really made exercises
easier, as well as more comfortable. I now have more confidence in asking
questions and offering a solution."
Patrick Speare
ICE Systems, IT Consulting
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"The best feature was having the
presenter make myself aware of how to handle my sales skills in a
professional manner. The overall presentation was handled with care and
well presented. This course has made me understand how I can improve on my
sales skills, and provides valuable information."
Stephen Breasely
Queensland Hose and Fittings
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"The Selling With Confidence course has allowed me to fine tune my selling abilities. Stuart's attitude toward Trust generation has changed me to be more client oriented, and as such
my client's willingness to buy has skyrocketed. I have also found Stuart's
question development theories extremely useful, and have allowed me to be better prepared in any situation."
Ivan Bernoff
North Queensland Audio Visual
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"I found your Selling with Confidence course to be excellent. It totally made me rethink my method of selling and gives it a
structured process to follow."
Peter Stewart
Crowd Control Systems
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"Stuart Ayling is a very professional and well prepared
presenter. There is a good balance of theory and practical activities. The
workbooks are thorough and a good record for future reference."
Pearl Tabart
Organisational Productivity Consultant
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"The course provides methods of prospecting that will help
all service businesses to generate leads, and the sales processes and skills presented would add confidence to
any sales teams approach."
Gordon Ireland
Property Investment Consultant
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"I'd recommend Selling
With Confidence for existing sales people because it gives you a
systematic process in questioning techniques and earning commitment
from clients. For people new to sales I think provides a valuable
insight into the whole sales process and how to approach clients."
Ray Strong
Mortgage Broker
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"Enjoyed the SPIN questioning techniques.
They supported earlier learnings from other training as well as helping me to understand in
greater detail how to lead the client and gain a yes answer. Very informative and thought provoking."
Annette King
Bookkeeping Services
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"Thank you Stuart. It is the best sales course I have been on.
The benefit from this approach will be enormous as it increases my
credibility. From this I can achieve many things with the client and
spend less on advertising as referrals will improve."
Carl Simms
Real Estate Agent
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"I found the section on information gathering
and question types most helpful, as I was unaware of the different places these should be used.
The result of this is that I am more able to 'connect' with prospects and
so, improve sales. The course was unlike other sales courses, because you were
able to relate it to 'service' providers better than most who concentrate on
'goods' sellers. I needed that and so do many others."
Joe Cazey
Business Incubator Services
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"I am now more
comfortable in dealing with a potential clients price sensitivity. The
course allows you to look outside the square so we can put ourselves in
the customers shoes and determine what is important to them."
Trevor Taylor
Bookkeeping Service
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"The course quickly gets down to the basics of what is required to sell to clients. There is
no padding, just what works and what doesn't. I now have a framework on how to sell my services to clients, which will allow me to develop a
more structured and professional marketing plan."
Tony Picaro
Environmental Consulting Engineer
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"The course was fantastic and I would recommend it to people within the service industry. One of my staff that attended has a new lease of life regarding sales and add-ons.
I think he has only lost one quote in 2 weeks! This week he is sitting on 100% over $3,000 worth of quotes in 3 days and he is coming back with an add-on sale about 60% of the time. So I would have to be happy with that. Thank you for making it seem so simple."
Leanne Rudd
Carpet Cleaning Services
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"The program demystified some of my negative preconceptions about selling (and consequently my discomfort). In particular I found the prospecting info and how to approach prospecting and qualifying very useful.
I also feel much more comfortable now with the concept of objections and how to manage them. Selling with Confidence provides very practical tips and tools to sell your services more effectively, and it does so in a professional and ethical framework. So you walk away
feeling good about selling."
Debbie Broadbent
Organisational Development Services
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"The topic that was most useful to me was the legislation on email material. I found the course useful for thinking about what I do when I
'advertise' myself."
Geof Hill
Teacher Professional Development Services
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"The thing I think I will gain the most benefit from is structuring questions better to obtain more valuable information from my clients. By following the steps it will
guide you to ask the right questions and obtain information that you can use in creating
a long-term relationship that will lead to sales."
Kerri Nixon
Information Management Services
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"I believe the course has allowed me to structure my sales presentations in a much more organised and fruitful manner. I have learnt not to rush things but to be patient, and how to ask questions that will
get the customer talking more, rather than myself spurting off a technical spin. I am more confident in being assertive and
can better answer questions such as when a customer asks for the price upfront. Now I'm able to turn it around and have them explain to me what they really need."
Steve Wilson
Vehicle Tracking Network Service
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Don't miss out on your chance to feel good about selling your services!
Register NOW
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With Confidence page.
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