Sales

The Consultative Selling Skills workshop helps participants to focus upon the client or customer  rather than your product or service. It is a process which creates rapport, builds trust and focuses on creating sustainable relationships. Being a consultant you’re going to truly find the client’s stated and unstated needs. This creates more and more tailored sales opportunities.

How would you rate your Consultative Selling skills?

Ask yourself the following:

1. I understand my clients business and the market they operate in.
2. I take time to work with my clients on issues that are not directly related to my business or my service/product.
3. I listen attentively to my clients and offer solutions that relate to their needs and objectives.
4. I understand the importance of creating sustainable relationships.
5. I build trust and commitment by not pushing my service/product.
6. I understand my role is to provide value through my product/service.
7. I use verbal and non-verbal communication skills to create ‘buy-in’.
8. I understand my role as an influencer.
9. I understand the importance of creating rapport.
10. I have the skills to uncover my client’s needs through well-established questioning and listening skills.
11. I can overcome objections and provide alternative solutions where needed.
12. I focus on following-up with my clients to ensure they are satisfied with the service I have provided.
13. I am committed to building a referral business that benefits both parties.
14. I understand the saying ‘sell value not price’.

Your Consultative Selling Skills program is custom designed to teach participants how to position themselves as a valuable resource to their clients. The program will illustrate the importance of clearly defining a client’s needs and objectives and developing sustainable relationships. The program will provide practical techniques to improve the selling skills of your people. Participants will learn that Consultative Selling can assist them to deliver value to their clients through effective questioning techniques. This in turn sets the scene for mutually beneficial relationships and allows clients to communicate their needs.

Would you like to attend this program?

• 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.
• Duration: This program can be adapted to meet your requirements.
• 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
Ph: 1300 323 752
Email: [email protected] or visit our website today.

As the process of retaining and gaining clients continue to get more competitive, here is a learning methodology that is win/win and can help to break down communication silos between your organisation and your clients and/or suppliers.

Four Steps to Build Long Term Relationships with your clients and/or suppliers:

1. Choose a training program that will build relationships with clients and /or suppliers.

For example:

Choose from numerous topics of a non technical nature to build longevity with your clients and/or suppliers.

2. Let your consultant know which clients and/or suppliers you would like to invite to this event.
3. Your consultant can organise getting these clients and/or suppliers to your event. Through our network we have a strong relationship with about 70% of medium-large sized organisations in Australia.

4. After the invitation to attend as a guest there are only 2 possible replies and either way you will gain!
i. No can’t attend – there is still a relationship value perception because of the invitation.
ii. Yes, can attend – even better. Your people can build stronger relationships.

5. Developing the people skills with your clients and/or suppliers and adopting a culture of continuous improvement.

You could set a proposed quarterly calendar of training and networking Urge attendees to add value with articles and papers about the topic that you have learnt whereby ideas can be shared. A win/win situation for all involved.

The nature of sales is changing, but we still buy from people we like. Equipped with the right BDM skills, you will be able to easily accomplish your sales objectives. Accelerate your professional selling skills to drive strong business growth and emerge successfully.

“We still buy from people we like.”  

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: Business Development 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: [email protected]

or visit our website today: www.preftrain.com.au

Advanced negotiation skills workshops  are critical if your people are negotiating deals more than $50,000. Behavioural experiments conclude that people who have not mastered the art of negotiation will concede up to 5 times the amount of concessions that a master negotiator will concede. This course was designed to give you the strategies that the master negotiators learn at advanced negotiation training courses. A master negotiating course can run over 2 weeks so fasten your seat belts for an accelerated negotiating skills workshop.

Participants must have negotiation skills experience to attend this course and it is assumed the basics of negotiating are understood.

This course is tailored to meet your exact requirements. This course also compares existing team negotiating styles with external negotiating styles.

Please pick 3 of the case studies/scenarios below which you believe are closest to the negotiating deals which your team encounters:

• Negotiating with the ATO.
• Negotiating with very large players (Australian Supermarkets).
• EBA’s.
• Daily negotiations with foreign head offices.
• Negotiating with megalomaniacs and psychopaths.
• Anticipating stakeholder concerns for very unpopular messages and negotiating better outcomes.
• Renegotiating prices with existing suppliers.
• Negotiating with bullies and difficult people.
• Breaking the pattern of increasing employee expectations.
• Negotiating new terms and conditions on contracts.
• Getting the groundwork prepared for a restructure.

“In business, you don’t get what you deserve, you get what you negotiate” – Chester L. Karrass

Would you like to attend this program?

For maximum effectiveness, this program is best conducted as an in-house program.

Ideal group size: 4 – 9 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.

Duration: This program can be adapted to meet your requirements.

Cost: Price on request.

Target Audience: Existing employees who negotiate deals of more than $50,000 & who have previous negotiating experience and are aware of negotiating fundamentals.

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.

Participants will learn how to identify their customers’ needs and create value-added partnerships that strengthen relationships and drive growth. Along the way, participants will develop the ability to anticipate customer expectations and build trust with accounts. By the end of this course, participants will have acquired the skills to confidently handle their accounts and confidently navigate any situation.

Target Audience:

The course can be tailored for the specific cohort whether it be new account managers or current account managers wanting a skills refresh (or both).

Duration:

This course is available as a 2-day course or a truncated 1-day course.

Delivery:

This course can be delivered both in-person or virtually. For virtual delivery, we can use our virtual platforms or your organisations.

Group Size:

We recommend a group size of 4-10 people.