Advanced Sales Training

Even the best must continue to learn

Turn your high achievers into superstars

Specialised sales techniques for the digital age

What makes a salesperson successful?

Sales rarely happen without a plan. The best salespeople know this. They know they need to have a defined strategy, set goals, and prepare in advance. They know they need to embrace learning, sales training, and practice. They know when it is time to cut their losses and how to manage customer expectations.

Here's the 9 Fundamental Criteria Of Successful Salesperson.

R E A D   M O R E

9 Fundamental Criteria Of Successful Salesperson

  • 1

    They Are Subject Matter Experts

    There is nothing that creates trust between a prospective client and a salesperson faster than the latter’s intimate knowledge of what he is selling. A sale is lost the second a seller is left floundering after a question from the customer.

    It makes sense then that any seller worth his salt knows his product and his industry inside out. They need to be able to answer any question thrown at them with authority and facts. Closing rates soar when a salesperson is the expert in his industry.

  • 2

    They Are Partnership Builders

    The best salespeople are those that move away from transactional relationships and begin building partnerships with their clients.

    The mindset of one faceless sale being the end goal is damaging to revenue anywhere it has taken hold. Top salespeople invest time in their clients, build rapport, build trust and bonds and that is where not just initial sales come from but repeat sales. With partnerships comes trust. And trust earns revenue.

  • 3

    They Ask The Right Questions

    The best salespeople are just pushing product at customers, they are offering solutions to problems. Ultimately that is why a customer looks to buy something, to solve a problem they have.

    A good salesperson understands this, a brilliant salesperson knows the right questions to ask and gets to the heart of the issue. They can see where the pain points holding a sale back might be and they craft custom solutions for the prospective client. Asking the right questions paves the way to increased revenue.

  • 4

    They Are Always Learning

    In this constantly evolving field where methods of buying are changing, methods of selling are changing if a salesperson stays still he’s dead.

    The core basics of selling may hold true forever but top salespeople are always learning. Whether they are undertaking new sales training courses or gaining a deeper understanding of the industry they reside in the best salesperson is always moving, always hungry to keep ahead of the pack.

  • 5

    They Don’t Lie

    The best salespeople understand that their reputation is everything. The build their reputation on respect, knowledge, service but most importantly truth.

    Once a salesperson is caught in a lie, just once, all that is thrown out the window. And word spreads quickly. That single lie will not only cruel the client it was told to, but will likely see a number of other prospects disappear. A top salesperson tells the truth even if it exposes a service or product’s flaw.

  • 6

    They Have A Clear Strategy

    It sounds far too obvious and meaningless to say the best salespeople are goal driven but it is at the very core of what creates success in sales. It’s a throw away comment by everyone, “Yes, of course I set goals.’ But the best salespeople actually do set goals, determine what it takes to reach them. And then attack them RELENTLESSLY.

    The best of the best also go beyond what their company. Their own goals exceed what is asked of them and they scrape and scrap all the way to the finish line.

  • 7

    They Know Their Audience

    The best sales teams understand their customers, the know how those customers are making their buying decisions and they tailor their presentations based on that knowledge.

    Some people make decisions based on emotion, others on figures and others still on relationships built. Tailoring your presentation based on this knowledge can make all the difference.

  • 8

    They Manage Expectations

    Top salespeople guide prospects towards optimistic, but always realistic goals.

    A sale may fall over if a customer has a different idea of what constitutes success than the salesperson does. And any great seller knows that a product only works when the customer gets what they want, in the fashion they want it. It doesn’t matter how cheaply they can buy it if it doesn’t work for the customer.

    So managing those expectations will go a long way to massaging a customer into a position where they are comfortable with the sale.

  • 9

    They Prepare, They Practice

    A footy team will practice all week for a match that is over in just a few, fast hours. This is just as important for the top sales teams.

    They are constantly honing their skills through sales training courses and other continuous learning. They put these new learnings into practice so when the whistle blows they are ready to perform at their optimum.

WHAT THEY SAY

Testimonials

Giles Hurst

CEO at The Tax Institute

The impact Elevate Corporate Training made is already being felt as people begin their individual journeys in the giving and receiving of feedback to one another.

Cam was an outstanding facilitator who, with the appropriate blend of humility and personal courage, has set us all on a course towards self awareness.

Thanks Cam - looking forward to working with you going forward.

Felicity Barlow

Felicity Barlow

Director at Talent Connect Australia PTY LTD

I engaged (Elevate Corporate Training) to run sales training for my team. The results exceeded my expectation and my team left being highly motivated with key skills to achieve their individual goals and targets .

Cam has been instrumental in developing consultants sales ability to contribute to overall growth. I would highly recommend Elevate Corporate Training.

Andrew Hanson

Andrew Hanson

Managing Director - NSW of Robert Walters

I engaged Elevate to construct and run a two day training course for my management team across NSW. Cam and Julia worked well together to deliver a significant amount of material over the two days in an engaging manner. I received exceptionally positive feedback from the delegates who found Cam very engaging and passionate on the subject matter. Most importantly, having surveyed the managers who attended the course, many have managed to positive influence their teams by applying the methodologies trained over the two days'

Sarah Laird

Sarah Laird

Founder/Owner at Sarah Laird & Good Company

Cam has been my coach for a little over 6 months now. He has helped me make decisions more clearly, kept me on track of my end goals and been a great resource for me to help see the forest for the trees. I always look forward to my sessions with Cam, aside from being a professional and intelligent business person he also has a great energy and is fun to be around.

Elevate’s Advanced Sales Training Fundamentals

The Best Sales Training Plan

KNOWLEDGE

This is for people who know sales, who have been in it for years. So any training needs to come from someone who knows more and has been in the game longer. We have a combined 30 years in sales. We know it back to front.

MINDSET SHIFT

This isn’t about learning the essentials of sales again, this is about changing the way long-time salespeople view what they do. We want to move them away from transactional relationships and into valued partnerships with clients.

CUSTOM BUILT

We have a number of different workshops aimed at high-earning salespeople, but not every team needs every part of the training. Based on your needs we custom build the training course that will effect the most real change in your organisation.

PERSONAL SERVICE

Our head trainers are also the business owners meaning they are 100% committed to the results you achieve. That breeds industry-leading customer service. They have been at the top of the sales game in Australia and they understand your business.

Businesses we love

Trusted by

Elevate’s Advanced Sales Training Services

There are sales superstars who have been at the top of the game for years. They don't want to move into managerial roles, they want to sell because it’s in their blood, and they are good at it.

They know the sales essentials, they know it in their bones because they have been doing it day in, day out for years. 

But there is always more to it than that. Life, in every way, is about constantly growing and learning and that is just so for salespeople as well.

At Elevate Corporate Training our Advanced Sales Training will benefit even the best, the most experienced salespeople in your teams.

The game is changing, what is expected from salespeople is skyrocketing and the blind faith in viewing just the next sale is dying. These new learnings will revitalise anyone that takes them.

R E A D   M O R E

  • 1

    Deepening clients relationships

    We think it is vitally important that salespeople understand their client’s personal needs as well as their business needs. The best salespeople are selling not just to the business but the individual representing that company. We will teach your teams how best to develop those individual relationships.

  • 2

    Long-term strategic planning techniques

    It is not just about the next deal. That simple thought thought will change the way your teams earn. Growing key accounts does not happen overnight, you need to plan how to get from A to B, or Z and we can show your stars how to put long term strategies in place.

  • 3

    Decision maker and Influencer mapping

    There is never just one person in complete control of sign off. In every business your teams are dealing with there are multiple levels of influencers and deal makers and we will teach them how to identify them and understand how best to work with them.

  • 4

    Leveraging connections and generating referrals

    Referrals, the gold standard in effective leads for any salesperson. Word of mouth, trust, excellent service. These things make a difference and when clients enjoy working with you they tell people. We teach techniques that will generate more referrals from existing clients and connections.

  • 5

    Building your personal brand

    What we can do as sales professionals above and beyond our products and services to strengthen client relationships? Delighting the customer with some small changes to your sales process and post-sales service has a huge impact on earnings.

  • 6

    Building Clear Strategy

    It sounds far too obvious and meaningless to say the best sales people are goal driven but it is at the very core of what creates success in sales. It’s a throw away comment by everyone, “Yes, of course I set goals.’ But the best sales people actually do set goals, determine what it takes to reach them. And then attack them RELENTLESSLY.

    The best of the best also go beyond what their company. Their own goals exceed what is asked of them and they scrape and scrap all the way to the finish line.

So, they say you can’t teach an old dog new tricks? We beg to differ.

Even the most experienced, most credentialed and successful salesperson can continue to grow and learn … and earn with Elevate Sales Development.

Our sales training courses are run in Sydney, Melbourne, Perth, Adelaide, Brisbane and Canberra but we also travel to anywhere in Australia to help businesses drive real change.

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FAQs

Sales training can be a bit of a dirty word, often conjuring up images of boiler room antics and ABC (Always be Closing) acronyms. We believe sales training is about developing better relationships with customers. We still need skills like negotiating and creating influence to do this but in today’s world our success as salespeople is defined by the value we can add for our clients.

Elevate's Knowledge Base

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