Overview Sales Training
- Sales Essentials
- Solutions Selling
- Strategic and Key Accounts Management
- Online Sales Training
Sales Essentials is the most effective and practical foundation sales skills, process and thinking training course, designed to give any salesperson - from novice to experienced - a thorough grounding in the essential knowledge, skills, & mindsets needed to sell effectively. The first sales program in Australia to achieve a university qualification and be available in both classroom and online e-learning format, Sales Essentials provides salespeople with the foundations for professional selling including...
- A sales system of core principles, skills, tools, templates, processes and models that lead to sales success.
- How to plan your sales territory and prospect for new business with confidence
- How to plan, open, direct a sales conversation and close a sale
- How to understand customers' priorities and perspectives and effectively position your offerings
- Insights into the application of the key skills of questioning, listening, responding to scepticism, indifference and obstacles
In today's complex and competitive sales environment clients are looking for salespeople who are able to work with them, as partners, to develop meaningful solutions - solutions that provide greater effectiveness and efficiencies, and which minimise or contain risk. ValueBased Selling is purposely designed to provide salespeople, already proficient with basic sales skills, with the processes and tools to work within complex sales situations that demand higher levels of relationship, multiple decision-making contact points and complex solutions that go beyond features and benefits. ValueBased Selling provides more experienced sales executives with the skills to...
- Develop trust-based relationships that encourage buyers to confide important strategic issues with sales executives
- Define different decision-making protocols and capture share of mind in the decision-making process
- Understanding logical business drivers that underpin a business case and the desired future of the client
- Understand decision-makers personal risk tolerance and risk profiles
- Interpret buyer expectations and then create value based solutions that minimises risk
- Present a valid business case, handle objections, negotiate and develop ongoing viable business partnerships
- Address any cognitive dissonance and ring-fence important clients
Key Accounts and Strategic Accounts are an important part of any organisation's customer portfolio. The challenge is ensuring that these accounts are sold to and serviced in a way that does not erode margins. Competitive Selling Strategies - Barrett's powerful strategic and key account management programme teaches salespeople to how assess the viability of, penetrate and ring-fence key accounts. Once won, the programme shows key account managers how to defend their hard won ground by gaining the trust and support of buying influencers across the buyer's value chain. Competitive Selling Strategies provides account managers with the thinking, skills, techniques and tools to...
- Assess the viability of a potential account using our unique account planning tool
- Develop a sales strategy for capturing a key account
- Develop trust-based relationships that encourage buyers to confide important strategic issues with sales executives
- Develop an understanding of what challenges buyers face, and how these impact the buyer's value chain
- Harness internal resources to craft, deliver and integrate meaningful solutions
- Address and cognitive dissonance and ring-fence important customers
Lifelong learning must now be a part of everyone’s career plans. In today’s job market, taking Online Sales Training though Online Courses help sales people remain competitive and they do not need to take time off from their jobs to advance their sales skills. A growing number of employers are turning to online employee training for a hands-on, interactive way for employees to learn. More economical in both time and money than conventional training, this form of training has become more and more popular as Internet technology has improved and Web access has become near ubiquitous.
Disadvantages: Not supervised, not as intensive as classroom, not customized
Advantages: Cost Saving, Flexibility, Accessibility
Advantages: Cost Saving, Flexibility, Accessibility
See Online Sales Training for further information.
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Neil Shilbury, former Head Small to Medium Business ANZ (Australia)
Using the Earning What You Are Worth program Barrett Consulting Group has assisted in providing the Small to Medium Business Northern Region management team with the framework to instigate a cultural change into our business. This has been via: - the running of successful staff training seminars on what it means to be a successful sales person & what are the basic skills required
- providing the tools necessary for managers to coach their staff through this time of cultural change
- Barrett's sales experience also gave external credibility to the strategy of introducing a sales culture
All in all it has been a very successful program rolled out across the business over a 6 month period.