A Trusted Learning and Development Advisor
A Trusted Learning and Development Advisor
If you are eager to maximise your sales performance, this course is ideal for you. This course is designed to help participants expand the pie and maximise every sale.
Imagine the difference if your sales people were asking smarter questions and actively listening to your customers. How many opportunities are you missing? This bespoke sales training course also gives your people skills in overcoming objections and concludes with blueprinting the buying experience. Participants are always surprised how easy it is to improve the customer’s experience. Improving the customer’s experience is proven (beyond any doubt) to improve sales revenue.
At the conclusion of this program, participants will be able to:
1. Explain the reasons that customers won‘t/can’t purchase your product or service
2. Give examples of alternative actions for the customer
3. Discuss how you can add value to the sale
4. Express methods of building customer loyalty (Reichheld)
5. Discuss how you can gain referrals and repeat purchases
6. Leverage the Ansoff matrix to maximise leads
7. Question the customer’s actual and unstated needs
8. Discuss key findings from the BCG Matrix (Stars Question Marks, Dogs Cash Cows)
9. Illustrate how you could lessen the risk for customers (particularly for new purchases)
10. Select a list of qualifying questions
11. Identify and remove any unnecessary bottlenecks or processes that cause angst to the customer
12. Discuss the difference between buyer remorse and buyer delight
13. Analyse buyer behaviour
14. Illustrate the ideal customer experience
15. Agree on action plans to build sales capability
“Improving the customer’s experience is proven to improve sales revenue.”
Would you like to attend this program?
For maximum effectiveness, this program is best conducted as an in-house program.
Ideal group size: 6–14 participants
Venue: For your convenience, you can choose to conduct this program at your workplace. Alternatively, we can provide a training venue at a small additional cost.
Duration: This program can be modified to a two day, one day or half day program.
Target Audience: Sales staff and managers of sales teams.
Cost: Price on request.
If you would like more information on this training program, please contact:
Preferred Training Networks on 1300 323 752
Email: Deborah? [email protected]
or visit our website today: www.preftrain.com.au
Q. Who is this sales skills training course designed for?
A. This course is ideal for new and experienced sales professionals, account managers, customer-facing staff, and anyone looking to sharpen their selling techniques. It’s also well-suited for those in non-sales roles who want to improve persuasion and communication skills in business settings.
Q. What sales techniques will participants learn?
A. Participants will explore a range of modern sales techniques including consultative selling, objection handling, solution-based selling, and closing strategies. The course also highlights the psychology of decision-making to help build stronger customer connections.
Q. Is the training customised to suit our industry?
A. Absolutely. Like all our in-house training workshops, this course is tailored to reflect your industry, product types, sales cycle, and team experience. We work with you to create a practical, relevant learning experience.
Q. Does this course include roleplays or real-life scenarios?
A. Yes. Our facilitators use interactive roleplays, real-world examples, and feedback loops to simulate live sales conversations. This helps participants practise new techniques in a safe environment before applying them in the field.
Q. Can this course help with upselling and cross-selling skills?
A. Definitely. We cover strategies that teach participants how to spot upselling and cross-selling opportunities without sounding pushy — essential for increasing customer value and satisfaction.
Q. How long is the training session?
A. Most of our sales skills training programs run as a one-day workshop, but we can deliver half-day or multi-session formats depending on your team’s needs and availability.
Q. Will the course improve communication and confidence?
A. Yes. Many participants also take part in our business communication course to further enhance their ability to influence and build rapport.
Q. Can we combine this training with other leadership or soft skills programs?
A. Certainly. You may wish to pair this course with related programs like emotional intelligence or presentation skills training to create a well-rounded development path.
Discover how to disrupt a strong argument with an alternative offer. The alternative offer(s) will have been strategised and conceptualised beforehand. People get conditioned about the outcomes of contract variations. If you’re weary of constantly getting squeezed, then this course is a breath of fresh air. It’s also a chance to mix up your representation. It’s like playing chess. If you play the same moves, the opposition will be easily able to outwit you. But if you mix up your moves, then you’re changing the game. The negotiating variations to contracts in-house workshop is an opportunity to revisit your negotiating style and win more concessions.
For maximum effectiveness, this program is best conducted as an in-house program.
Venue: For your convenience, you can choose to conduct this program at your workplace. Alternatively, we can provide a training venue at a small additional cost.
Target Audience: Project Managers, Projects Teams & Project Stakeholders
Cost: Price on request.
If you would like more information on this training program, please contact us at 1300 323 752 or Email: [email protected]
For any business, the technical people can have access to customers that your salespeople would never reach. If you want to give your business a boost with enhanced technical sales skills, we have the right solution for you. With our effective technical sales strategy, we intend to make the process of accomplishing your sales goal easier. Equipped with knowledge and expertise, your team will succeed in delivering positive outcomes for your business.
1. Prepare technical people to look for sales opportunities.
2. Prepare a list of short qualifying questions.
3. Discuss how technical people are the visible part of your brand.
4. Map the ideal tech site visit.
5. Engage the customer in new products and services.
6. Make a great first impression (you don’t get a second chance).
7. Select a strategy to build relationships between the customer and the account manager.
8. Identify the telltale signs of a dissatisfied customer.
9. Discuss strategies for service recovery after you’ve failed to meet expectations.
10. Analyse a proven sales model.
11. Resist the urge to bury the customer in technical talk.
A quick story from our office: The Fuji Xerox technician came out to fix a printer. He noticed that we had a couple of other printers too, he asked us when the lease expired. He asked us if we’d be interested in a bundle quote to have all our printing done by Fuji Xerox. Furthermore, he asked how much we were currently spending on paper. As a result of these questions from the technician, we now use Fuji Xerox for 95% of all our printing needs.
For maximum effectiveness, this program is best conducted as an in-house program.
Ideal group size: 6–14 participants
Venue: For your convenience, you can choose to conduct this program at your workplace. Alternatively, we can provide a training venue at a small additional cost.
Duration: This program can be modified to a two day, one day or half day program.
Target Audience: Technical staff.
Cost: Price on request.
If you would like more information on this training program, please contact:
Preferred Training Networks on 1300 323 752
Email: Deborah [email protected]
or visit our website today: www.preftrain.com
In this building relationships with stakeholders course, participants map out the strengths and weaknesses of existing stakeholder relationships. A risk analysis then highlights which relationships need to be improved. Then, participants discover strategies to build relationships with the identified stakeholders.
For maximum effectiveness, this course is best conducted as an in-house program.
Venue: For your convenience, you can choose to conduct this course at your workplace. Alternatively, we can provide a training venue at a small additional cost.
Duration: Each course can be tailored to suit your timeframes.
If you would like more information on this training program, please contact us at 1300 323 752 or Email: [email protected]
Sales management training courses can make a tremendous difference to the bottom line. Often, sales managers focus on the large sales and neglect the management part of the role. But this course helps the sales managers to pull the whole team along.
If you wish to know more about our sales skills training, feel free to reach out to us. You can get in touch with us through our online contact form. You can also call us at 1300 323 752.
Consult: to seek information or advice with specialist knowledge on a particular subject.
Here’s a paradox. “Consultant” is often understood by consultants. These consultants don’t actually know how to consult. What about your telco consultants working in the call centres? Surely, they are not consulting if they are just trying to sell up the most expensive phone plan.
NUTS AND BOLTS
Would you like to attend this program?
For maximum effectiveness, this course is best conducted as an in-house program.
Venue: For your convenience, you can choose to conduct this course at your workplace. Alternatively, we can provide a training venue at a small additional cost.
Duration: Each course can be tailored to suit your timeframes.
Building better relationships with your most profitable customers is vital. You need to start focusing better attention on your most profitable customers or somebody else will. Pareto’s principle suggests 20% of your customers are responsible for 80% of your revenue, so why treat all your customers the same.
How strong are your relationships with your most profitable customers?
Ask yourself the following:
Your Relationship Building program can be custom designed to help participants build better relationships with your customers.
For maximum effectiveness, this program is best conducted as an in-house program.
If you would like more information on this training program, please contact: Deborah Dear on 1300 323 752 or email: [email protected] or contact us online today.
Vendors feed your organisational needs. Your supply chain should be seamless and cost-efficient. Some of your vendors are loyal and will always make sure you get a fair deal. Other vendors are like smiling assassins. They are smiling with their teeth, but they have only one customer in mind, “themselves”.
Designed by an organisational psychologist, this course will help participants discover ways to improve the vendor relationship. The vendor management training enhances the skills of professionals in building relationships. Participants will also be encouraged to search for improvements and efficiencies in your supply chain. This supplier relationship management training will help you to engage effectively with new and existing clients.
Case Study
One popular case study is managing the “copier vendor”. Discover the tactics that the copier sales people use to drive up your prices. Your organisation has huge bargaining power up until you sign the contract. Once that contract is signed, then you are bound by the terms and conditions. So in this interactive session, participants practice principled negotiation skills to take advantage of your bargaining power. Have you ever noticed how quickly the copier salesperson disappears after the contract is signed? Your new contact ensures contract adherence with no rapport.
For maximum effectiveness, it is recommended that this course be conducted as an in-house program.
If you would like more information on this training program, please contact:
Preferred Training Networks on 1300 323 752
Email Deborah [email protected] or visit our website today www.preftrain.com.au
Q. Who should attend this Vendor Management Skills Training Course?
A. This course is ideal for procurement professionals, project managers, contract managers, and anyone who works with external vendors or suppliers. It’s also beneficial for those looking to improve their negotiation and stakeholder management skills across departments.
Q. What key topics are covered in this vendor management course?
A. Participants will explore practical strategies for vendor selection, onboarding, performance monitoring, relationship building, and risk mitigation. The course also delves into service level agreements (SLAs), contract compliance, and communication frameworks to maintain accountability.
Q. Is this course suitable for government or not-for-profit sectors?
A. Yes. The content is flexible and has been successfully delivered to organisations across corporate, public, and community sectors. We also offer tailored in-house training workshops designed to meet specific sector requirements.
Q. How is the training delivered?
A. Our vendor management training is typically delivered as a one-day interactive workshop. However, it can be customised to a half-day, multiple sessions, or as part of a larger leadership or procurement development program.
Q. Will this course help reduce vendor-related risks and costs?
A. Absolutely. By improving how you evaluate, communicate with, and hold vendors accountable, this course helps teams avoid common pitfalls and improve cost-effectiveness — while still maintaining strong professional relationships.
Q. Can this be bundled with other relevant courses?
A. Yes. Many clients combine this course with negotiation skills training or time management training to create a holistic capability uplift for their teams.
Q. Do participants receive any post-training tools or templates?
A. Participants walk away with practical checklists, vendor scorecard examples, and frameworks to apply immediately back at work. We also offer optional follow-up coaching if required.
Q. Will the course include real vendor case studies?
A. Yes. We incorporate real-world examples and roleplays so participants can practise their skills in a safe, constructive environment that reflects real vendor dynamics.
Have your people been trained specifically to consult effectively with internal customers? Some internal customers have expectations which are not communicated clearly. Top flight internal consultants find out these specific requirements and are able to deliver a solution consistently. Internal consulting is a skill set that can deliver so many benefits to your organisation.
How good are your consulting skills?
Ask yourself the following:
Your Internal Consulting Skills program is tailored to help your people consult better outcomes with internal customers. This training program bridges the gap between the internal customer’s expectations and the value of the product/service that you supply to achieve specific outcomes.
For maximum effectiveness, this program is best conducted as an in-house program.
Ideal group size: 4–12 participants.
Venue: For your convenience, you can choose to conduct this program at your business premises. Alternatively, we can provide a training venue at a small additional cost.
Cost: Price on request.
Target Audience: Employees, Supervisors, Team Leaders, Senior Managers or CEO’s.
If you would like more information on this training program, please contact: Deborah Dear on 1300 323 752 or email: [email protected] or contact us online today.
Internal Consulting Skills Course 4.3 out of 5 based on 30 user ratings.
