Sales Training Courses
Industry Leaders in Training and Development
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 12 reasons top salespeople are successful.
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12 Reasons Top Salespeople Are 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.
They Have a Defined Strategy
Set goals and determine what it takes to reach them. Then, do it relentlessly. It sounds like such a simple thing, but few salespeople actually do it. The best of the best set their own personal goals to achieve the results they want. Most top performers have goals that far exceed what the company expects them to accomplish.
The days of answering the phone and taking orders are over (if it ever really was a thing). It takes a strategic plan and the discipline to execute it.
The top-performing salespeople break down the steps it takes to accomplish their personal goals and they discipline themselves to do these things consistently.
Constant Education & Training
The best sales teams are always learning. This means actively seeking sales training and sales training courses as well as learning about the industries for which they provide service.
Every industry is evolving and changing. The best salespeople learn about their clients’ business needs so they can propose solutions to their customers’ problems.
They Ask Probing Questions
Asking the right questions to uncover pain points can help craft custom solutions. Top performing salespeople are not just pushing products; they are taking the time to ask probing questions to get at the heart of the matter and then offering ways to ease the pain. They know that nobody wants to buy the product or service they are selling. What they want it to solve their problems or enhance their business.
They Focus On Benefits, Not Features
There’s an old joke that goes like this: The optimist will tell you the glass is half full. The pessimist will tell you the glass is half empty. The sales person will tell you about the benefits of ice.
The best salespeople focus on what their product or service can do for the customers. Apple’s marketing team knew this when they rolled out the iPod. As a feature, it could hold 1 GB of storage for MP3 files, but that was never going to sell their music storage device. The benefit is what sold it: The ability to 1,000 songs in your pocket.
They Are True Believers
The best salespeople believe strongly in the product or service they are selling. They know it works and can cite specific evidence of how it worked for others.
They Never Lie
Your reputation is everything. A lifetime of work can be ruined by one lie or misleading statement. The top salespeople know they must always tell the truth even if it exposes flaws in the product or service.
They Prepare And Practice
NFL teams practice for six days to play a game that lasts less than four hours. The best sales teams actively prepare and practice. This means they embrace sales training, sales training courses, and continuous learning. They practice what they learn, and they are ready when the bell rings. They prepare ahead of time for objections and craft effective responses.
They Understand The Sales Funnel
Pushing prospects too hard too early in the sales process can drive potential customers away. The top sellers learn where buyers are in the sales process and adjust their approach. Knowing whether they are in the Awareness, Interest, Desire, or Action phase (AIDA Sales Funnel) allows them to provide the right information at the right time.
Tailor Their Presentation To The Audience
There’s an adage that says: “It is not what I say. It is what people hear.” The top sales teams learn how people make decisions and tailor their presentation to their audience.
Some people make decisions based on facts and figures. Others make decisions based on emotions. Other make decisions based on relationships. Picking the right presentation can make all the difference.
They Don’t Waste Their Customer’s Time (Or Their Own Time)
They know that before people will buy from them, they have to build trust. That means taking the time to build a relationship. However, they also know not to waste your prospects time or their own time. The best salespeople balance social niceties with a business purpose for every call, email, or visit.
Sometimes the effort you have to put into selling or servicing a customer outweighs the benefits a sales person gets. They know when it’s time to fire a customer. They also understand there comes a time when it is OK to say no.
They Excel At Qualifying Prospects
You might say the top performers are great time managers. They know that it’s better to make a handful of presentations to qualified decision makers than knock on hundreds (or thousands) of doors. The best pre-qualify prospects before committing to making an approach.
They Manage Expectations
Even the best sales can get derailed when the customer has a different idea of what constitutes success than the sales person. The best salespeople guide customers to expect optimistic, but realistic results.
Because they want long-term relationships and repeat business, they know that a product or service only works when it produces the results the customer wants. If it does not work for the customer, it simply does not matter how cheaply they can buy it.
The Game Isn’t Won On The Field
For the best of the best, they know that the game is not won on the field. It is the work they put into preparing for the game that makes the difference. Knowing what to ask, what to say, and what to do before they have to do it in front of a prospect increases closing rates.
A strategic sales plan that includes continuous learning, sales training, and sales training courses is the framework successful salespeople employ to be at the top of their game.
WHAT THEY SAY
Testimonials
Emma Livesey
Synergy
Cam recently engaged with our Retail Sales team to refresh our teams’ sales skills. I have been blown away by the immediate success of this training. On the first day following training, we had six success stories from team members where they demonstrated a new skill and had a successful conversation with our clients. Cam is an engaging facilitator, his use of storytelling about past experiences were relatable and helped us understand the concepts being taught. He was confident, and most importantly approachable. We had four teams attend the training, and Cam was agile and adaptable with his approach. This was essential to us, as there were many different levels of ability within the team. Feedback from our team has been incredibly positive, and beyond my expectations. We cannot wait to have an opportunity to work with Cameron again, and I suspect there may be a long list of attendees for any future projects.
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.
Danny Palumbo
Co-founder of Gelato Messina
We recently engaged Elevate Corporate Training to do some internal training for some of our senior managers. From the outset, our goal was to find someone who could deliver a style of training that was not corporate and was tailored to our business. Elevate Corporate Training’s approach and style was perfect, and he understood what we were trying to achieve. Guiding us in the development of the training program, Elevate Corporate Training helped us realise more could be achieved than what we first thought possible. And the delivery was perfect. It was relatable and engaging, so much different to other training consultants that can put you to sleep. Our managers left the training enthused about applying the lessons learnt and we went away thinking we made the right choice by engaging Elevate Corporate Training.
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
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
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.
Roman Rogers
Regional General Manager of Hudson New Zealand
Cam is fantastic to work with. He takes time to really under the customer need and provides well thought out tailored solutions. He is a fantastic facilitator, cares about the participant experience and proactively looks for opportunities to fine tune the L&D offering.
Wouter Koch
Head of Asia/Pacific at Usabilla
I started working with Cameron from Elevate Corporate Training a year ago. I couldn’t have been more happy with that. Working with Cameron has helped me make important strategic decisions, gave me new insights and ultimately drove more success with my team. I can recommend Elevate to every organisation that wants to get the best out of their teams.
Amy Hefford
Head of External Affairs Australia, Abbvie
Coaching is a proven subject with well evidenced research and tools to help advance self-awareness, develop positive frameworks and decipher your destiny so you can go after it and fulfil your potential. This was my mission as I decided to invest a little time in me and arranged to meet with The Element Coach. What an enriching experience! After just three sessions I am wiser, more determined and more focused on my own vision of success BUT more than that(!) I am able to draw on my own inspiration, internal strength and positive energy to keep me on track. Coaching is definitely a science but with Vicky it is a whole lot of magic as well!
Tara Watt
Digital Marketing Coordinator, Health Direct
Before I started my one on one sessions with Vicky I felt lost in myself and lacked confidence to achieve what I really wanted, which was to secure a new job to progress in my career. Through Vicky’s coaching I found not only confidence in myself but finally began to believe I was good enough. Vicky gave me a way to deal with the self doubt which was previously overtaking my life. Leaving each session with Vicky I felt on top of the world which i honesty believe gave me the confidence to apply and secure the job I wanted. I can’t thank Vicky enough for her support, encouragement and words of inspiration.
Ben Smith
National Promotions Manager at Diageo
I highly recommend Julia as a personal and professional coach! Very diligent and hands on when needed to help you plan and achieve goals! At all times throughout our coach/student journey I felt heard and motivated to learn and become better. Julia made it a safe environment for success and to learn from failure.
Gareth Bufton
State Manager, Diageo
Julia’s coaching has been hugely influential in the last 12 months of my career. Her ability to get to the real heart of not realising opportunities and acting on these with retrospective tough questions, is cathartic and enabling. Ongoing I still have great challenging conversations, and hope this continues. Thanks Julia.
Alastair Simpson
Head of Design, Atlassian
Julia is an exceptional sales and management coach. She has vast experience coaching staff at all levels and her work turns into real results driving up conversions. All of her courses are tailored to fit the needs of the attendees and the goals of the business and are always delivered to an impeccable standard.
Conor Walsh
Funds Management Distribution Consultant
I found that Cam really took the time to understand my position before getting in to the coursework. This allowed him to tailor the training to what would be most beneficial to me whilst also asking for what I needed assistance with. Also found the coursework refreshing, personal & easy to follow.
OUR SALES TRAINING DIFFERENCE
The Best Sales Training Plan
EXPERIENCE
We have more than 30 years experience in sales, we know the ins and the outs of the business. Our training methods are not just theoretical workshops, they are based solely on authentic, real life experience.
METHODOLOGY
Our very own five point training methodology guarantees that what is learnt will stick in the mind of all delegates: Discovery, Design, Workshops, Coaching, Proving ROI
YOUR NEEDS
We cater our training uniquely to your business and where there is the greatest need. Nothing is off the shelf when it comes to developing workshops that will empower your sales teams
MINDSET SHIFT
We ensure your team moves away from transactional relationships and begins building partnerships with clients by encouraging them to become subject matter experts in their fields
PERSONAL SERVICE
Our trainers are the actual owners of the business, meaning they have 100% commitment to the result and measuring performance change and their customer service reflects that
THE BASICS
We have our own evolutionary sales training methods but that does not mean we forget about the basics. We also ensure your teams have a depth of knowledge in the very fundamentals of successful selling
Like to know more about how Elevate can help your team generate more revenue?
BUSINESSES WE LOVe
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Our Sales Training Services
At Elevate Corporate Training we are proud of our results and take great joy in watching the success of our clients.
Our Sales Training is designed to alter the behaviour of your sales team through the development of open communication, cultural change and accountability. They are learnings that will stay with your team for the rest of their careers.
Our Unique Methodology
This is our methodology for Sales Training and we know it works. From our first consultation until our final coaching session this is where change occurs and results are seen
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THE ELEVATE SALES METHODOLOGY
The Best Sales Training Plan
DISCOVERY
We don’t just speak to managers ahead of the course. We make a point to understand what the delegates undertaking the training think they need to learn.
DESIGN
Based on what managers and their staff tell us they need to learn we custom build sales training modules designed for your company and its unique set of issues.
WORKSHOPS
Hands on, practical workshops that end with every participant filling out an action plan, a list of actions each delegate commits to undertaking that will be revisited in two weeks.
COACHING
One-on-one sessions with every participant two weeks after the workshop to talk through the actions committed to and undertaken. This ensures each delegate is accountable.
PROVING ROI
At the conclusion of all workshops and coaching sessions we run a business impact survey with a series of targeted questions that will prove return on investment. You will notice a marked difference.
Relationship Building
One of the key goals in Sales Training is to move your consultants away from transactional relationships and begin building partnerships with clients.
It is about teaching your teams how to become subject matter experts in their fields. This encourages deeper relationships with clients and the success that flows from this will be seen almost immediately in increased revenue.
Strengthening The Basics
There are still some fundamentals of selling that every earner must have in their bones if they are to succeed and we make sure every delegate is across them as well.
The best sales training courses turn your teams into subject matter experts, into better negotiators and more accountable employees but if they lack the basics they are doomed from the start.
So we can also run your teams through the essence of sales, teaching:
Building rapport
Uncovering the customer’s needs
Matching the solution to needs
Closing
Objection Handling
But like we said we can design the perfect training outcome for you from our raft of workshops, pinpointing where your team will reap the largest benefits.
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.
Customised Workshops to Suit Your Unique Business Needs
Essential Sales
Objective: Sales skills matter in the commercial arena more than ever. Sales effectiveness has changed and this workshop builds sales performance ability for the high achieving professional consultant.
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Agenda:
Negotiation Skills
Objective: Protect the yield! All too often price is used as the most common negotiation tool, at the expense of potential revenue. We aim to build consultant’s confidence to be able to better negotiate.
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Delegates gain an understanding of what else you can use to negotiate, other than price, and understand how to create additional value.
Agenda:
Perfect Pitches
Objective: To improve a consultant’s ability to present. Whether it’s one on one or presenting to a large audience, being able to pitch is arguably the number one skill needed to increase sales.
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Agenda:
Account Management
Objective: This course focuses on how we can move from transactional relationships with our clients, to becoming a partnership that delivers exceptional value.
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How can we be seen as thought leaders and trusted advisors in our craft – fixers, whom our clients rely on to do business? Attendees should expect to leave with detailed account plans for at least 2 of their top accounts and the skills to repeat for others. They will improve their communication and persuasion capabilities and learn to deliver more revenue and deeper relationships with existing accounts.
Agenda:
Prospecting and The Social Selling Funnel
Objective: This course is designed to improve consultant’s ability to generate new business. It is not a shot gun approach but rather a thoughtful and considered strategy with proven results.
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We examine all types of lead generation from digital to referrals, maximising our results vs effort ratios.
Agenda:
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No Follow Up
‘Off the shelf’ training modules
Large, impersonal firms
FAQs
What is Sales Training?
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.
Why should my company do Sales Training?
Whether you are interested in increasing sales, reducing staff turnover or improving engagement, running your staff through Elevate Sales Training programs will deliver. Delegates always leave feeling more capable and more confident in their approach to sales.
How long does Sales Training take?
It depends on the requirements. We find out in the “Discover” phase of our methodology where we analyse current competencies and business needs. We try to keep all workshops to a half day so as to not take sales professionals off the floor for too long. Anywhere from one to five workshops may be required.
What skills will my team came away with?
Your team should walk away as relationship ninjas. We teach everything from making a good first impression, cold calling, social selling, deep questioning skills and prospecting to closing, handling objections and negotiating skills.
Are all companies trained in the same way?
Absolutely not! There are common themes required for successful selling but all our programs are tailored to a company’s requirements and capabilities.
What benefits should I expect to see after Sales Training?
More targets hit. Better staff retention. Improved team moral. Beware, training may lead to increased commission payments to your staff!
Is Sales Training just for young, inexperienced sales teams?
Learning is a lifelong journey. We have courses that are designed for beginners right through to the most seasoned sales professionals.
Like to know more about how Elevate can help your team generate more revenue?
ELEVATE’S KNOWLEDGE BASE
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