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

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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

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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:
Developing self-awareness and why this matters
Communication styles and relevance to business
Developing your personal on and offline brand
Using Linked in and Social selling
Understanding buyer types
Managing a pipeline
The entrepreneurial mindset
The role of networking and building business
Developing an elevator pitch
Cold calling and Inside sales
Ice breaking techniques – getting noticed
Effective questioning techniques
The role of rapport
What interests your candidate, what interests your client
Presenting benefits, matching needs
Delivery, pitching, creating value and desire
Recognising buying signals
Gaining advancements and closing techniques
Overcoming objections
Practical exercises and simulations

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:
The difference between sales and negotiation and why it matters
How to create additional value
Developing a negotiation strategy
Introduction to “Non Positional Negotiation”
Understanding the client’s position
Successful negotiation outcomes
How negotiation nurtures a relationship
Practical negotiation exercises

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:
Understanding your audience
Creating business presentations
Content, tone and body language
Preparation and practice
Calming nerves
Story telling

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:
Understanding your client and their business
Defining your market niche
Advanced questioning techniques
Demonstrating thought leadership
Assertive communication
Developing trust to deepen relationships
Closing and next steps
Overcoming objections
Creating account plans

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:
Developing a Personal Brand
Where do leads come from?
Generating and nurturing leads
Creating a lead funnel
LinkedIn best practices for lead conversion
Moving prospects offline
Becoming the “go to” for our market niche

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‘Off the shelf’ training modules

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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.

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