Tailored 1 Day & 2 Day Workshops
Courses Designed to Meet Your Objectives

Targeted Professional Sales Training specifically designed for Industrial & Rural sales professionals.

This fun interactive and highly relevant workshop will equip you with the tools you need to improve your current sales and expand your per customer sales rate.

2 Day Format – Industrial & Rural Sales & Territory Management

Course structure and topics are totally flexible. We have enclosed a brief synopsis of our popular 2 day format. Our typical 1 day format is available upon request.

These fully interactive courses provide comprehensive training on the prime aspects of professional selling and sales interplay and can be structured to  meet the existing skill set of your team.

Session 1

9.00am

• Introduction
• The sales landscape discussed
• Understanding sales Interplay
• Issues impacting on selling in your specific market
• What customers want, need and expect from you and your firm
• Triggers and barriers to sales – The obvious and not so clear cut

10.45 – 11.00am  – Morning Tea & Coffee

Session Two

11.00am

• The most important single factor that determines your sales success
• 12 of the most common issues & beliefs impacting on your sales results
• Common attributes of leading sales performers
• Vital Time Management & organisational skills
• Phone skills for sales efficiency
• Skills when meeting with clients
• Planning your meeting
• Tips to manage the meeting and its outcome
• Balancing your personality subtle v overt
• When to talk and when to listen

1.00 – 2.00pm – Lunch break

Session Three

2.00pm –  Sales confidence

• Developing your personal brand
• Dealing with your shyness and its dramatic impact on sales
• Small talk and ice breakers when dealing with clients
• Objections and how to handle them
• Price objections when selling premium products and services
• Dealing with negative personalities

3.15 – 3.30pm – Afternoon Tea & coffee

Session Four

• Selling to family businesses v corporate clients
• Dealing with corporate gatekeepers
• Managing multiple key account relationships
• Closing techniques for a variety of circumstances

4.30pm – Day 1 concludes

Session Five

9.00am – Session 5 begins

• Differentiating yourself, your firm, product and service from the pack
• Territory management techniques
• Staying motivated on the road
• CRM and how to survive it

10.45 – 11.00am – Morning Tea & Coffee

Session Six

11.00am – Referrals & Customer Networking

• Obtaining referrals
• Developing a referral network
• Managing your referrals
• The golden rules when developing a referral base
• Client support v love them & leave them
• Selling at Trade Fairs & Field Days

12.30 – 1.15pm – Lunch Break

Session Seven

1.15pm – Sales workshop continues

• Personal Goal setting and direction tips
• Planning your success path – Strategies used by high achievers
• Revision & Questions
• Body Language – Learn how to read your customers, friends and family
• Innovative closing techniques

4.00pm – Workshop concludes

• Laminated certificates will be posted within 15 working days