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Sales Training & Coaching
Course Overview
- Duration: Half-day (3.5 hours) or Full-day (7.5 hours).
- Delivery Mode: Either face-to-face or online (Zoom or Teams).
- Ideal For: Managers, Team Members or anyone who wants to achieve more in less time!
Selling takes many forms and has many nuances, which is why ‘off the shelf’ sales training doesn’t always improve a salesperson’s performance.
CX Training will take the time to understand your business, goals, strategic objectives, staff, learning styles and your customers to develop a tailored sales training program that delivers tangible results. Our training programs incorporate mindset, skills and strategy development across a range of topics to suit your budget, timeframes and individual company needs.
The founder of CX Training, Giles Watson, has over 20 years of experience in professional services management and consultancy across various business sectors. This is backed up by his qualifications, including two Masters degrees and training and assessment qualifications. He is also supported by a team of passionate and experienced industry experts that can deliver your organisation with scalable and optimal results.
Course Overview
- Duration: Half-day (3.5 hours) or Full-day (7 hours). Workshops of up to 10 half-day sessions.
- Delivery Mode: Either face-to-face or online (Zoom or Teams).
- Ideal For: Anyone who would like to start a new sales career or fine-tune their current sales skills.
Inquire About This Course
Please fill out your information below with a short message and a member of your team will be in touch soon.
CX SALES COURSES: WHAT MAKES US DIFFERENT
One of the factors that make CX Training sales training workshops unique is that we tailor them to an organisation’s specific needs. Why? Simply because there is more than one way to sell. Different organisations have different processes, customers, and sales challenges. In our training, we don’t just focus on sales processes and skills but on emotional intelligence, sales performance challenges and maintaining a positive sales mindset. Essentially, we challenge hearts and minds to change behaviour.
Most salespeople have activities they are uncomfortable with, but high performers find a way to recognise their challenges, limit beliefs and excuses, and move through times of discomfort which results in consistently higher performance. Our workshops focus on how sales people demonstrate higher personal accountability and maintain a growth mindset to improve individual performance. We work on people, facilitate self-awareness, and then lay the skills on top. This results in outcomes that truly stick.
We have expertise across a broad range of disciplines. We will take the time to understand your organisation and work with you to identify your key challenges and obstacles, and then design a program based on your budget, preferred timing and your specific needs, wants and desired outcomes. Your tailored training solution will include a choice of delivery options from workshops and webinars to coaching, micro-learning and sales courses online.
Our workshops aren’t just ‘chalk and talk’. Yes, we present content, concepts and ideas, but we also deliver scenarios, exercises and activities and challenge and break down barriers — while having a laugh along the way!
WHY IS SALES TRAINING IMPORTANT?
At CX Training, we believe sales performance is driven not just through sales techniques, but also by tackling the psychological and behavioural barriers that stop some people from selling confidently. One of our goals is to break down barriers and develop a positive sales mindset so your team develops confidence and is more receptive to improving their skills.
However, bringing about behavioural change often requires more than just a group training session. That’s why we offer support after any initial sales coaching training through leader support, webinars, micro-learning, or a follow-up implementation workshop.
Our course outline (which includes multiple, relevant topics) covers the sales mindset and process, initiating contact, engagement, customer service and experience, and developing and closing the sale.
Workshops can be tailored to a wide range of industries and markets including professional services, industrial, call centres, not-for-profit, public sector, financial services, industrial, retail and hospitality.
CLIENTS WHO HAVE DONE OUR SALES TRAINING COURSES
Our clients are wide and varied and range from educational institutions and not-for-profit organisations to public sector and professional services. They include Skydive, ExperienceCo, Sententia Consulting, Bond University, Easycare, Sibeloc, the Surf Life Saving Foundation, MPN Consulting (engineers), CAAA (accountants) and many more.
SALES TRAINING COURSES OUTLINE
Here at CX Training, we can tailor a course to your specific needs, but this outline will give you an idea of the content we can cover:
The Sales Mindset
- Emotional intelligence for sales (your emotions/customer emotions)
- Sales performance challenges and how to overcome them
- Sales attributes
- Personal resilience in sales
Prospecting and Business Development
- Prospecting options
- Networking skills. online and real
- Nurturing referral relationships
Sales Process
- Consultancy sales/SPIN sales
- Relationship sales
- Feature-benefit selling
- Alternative sales approaches
Initiating Contact
- Research and contact targeting
- Reaching decision-makers/handling gatekeepers
- Cold-calling strategies
- Personal brand promotion
Engagement
- Opening lines (reactive and proactive)
- Building rapport with different personalities
- Qualifying yourself
- Qualifying the prospect and opportunity
Customer Service & Customer Experience
- Delivering customer value
- Customer emotional needs
- Adding value
- The customer-centric mindset
- Customer-service essentials
Developing The Sale
- Sales strategies
- Sales questioning frameworks
- Identifying customer needs and priorities
- Building trust
- Personal brand
- Trusted advisor behaviours
- Communication value – value propositions, explanations, questions, stories, advice
- Build the pain/communicate the risk of alternatives
Closing The Sale
- Ready to close?/timing and opportunities
- Closing questions and approaches
- Handling objections
- Pricing skills and strategies
- Managing price sensitivity and pushback/building pricing trust
- Negotiation
- Follow-ups
- Pitching and presentations
Topics Covered In This Training
- The sales mindset and sales psychology
- Key sales behaviours
- Overcoming barriers and sales-limiting beliefs
- Selling techniques – insight sales/solution sales/spin selling/relationship sales
- Developing sales strategies
- Prospecting and initial sales approaches
- Internal sales and handling enquiries
- Building deeper rapport
- Understanding different buyer types
- Rapport building for introverts and introverts
- Retail sales
- Professional sales
- Customer value and buyer behaviour
- Listening and questioning techniques
- Qualifying questions and techniques
- Understanding and communicating value
- Relationship sales
- Trusted advisor behaviours
- Networking and referrals
- Tactical negotiations
- Pricing skills and strategies
- Handling objections and closing
- Call centre and phone sales
- The professional sales mindset
- Rainmaking – professional sales attributes
- Overcoming barriers and sales-limiting beliefs
- Professional sales frameworks – consultative sales/solution sales/spin selling/relationship sales
- Developing sales strategies
- Networking and referrals
- Client engagement
- Building professional intimacy
- Understanding different buyer types
- Sales for analytical introverts
- Customer value and buyer behaviour
- Listening and questioning techniques
- Qualifying questions and techniques
- Understanding and communicating value
- Relationship sales
- Building trust – credibility, reliability, intimacy and client focus
- Trusted advisor behaviours
- Professional content marketing
- Tactical negotiations
- Pricing skills and strategies
- Handling objections and closing
SALES TRAINING LEARNING OUTCOMES
After completing our sales coaching course, you will receive a certification to recognise the high standard of learning and skill development you’ve achieved. It’s a valuable addition to your CV!
At the end of a CX Training sales workshop, you will be better able to:
- Maintain a positive sales mindset
- Overcome limiting beliefs and unhelpful attitudes
- Remain resilient to rejection
- Build rapport with a range of different people
- Qualify sales opportunities
- Build trust
- Identify client value opportunities
- Communicate value in different ways
- Demonstrate capability
- Build the pain and communicate the risk of alternatives
- Identify closing opportunities
- Use a variety of closing questions
- Overcome objections
- Handle price resistance and negotiate
- Pitch and present
- Close the sale
WHO IS THIS SALES TRAINING COURSE FOR?
Our sales coaching course is ideal for professionals in a wide range of industries, including:
- Retail sales
- Catering and hospitality sales
- Reactive call centre sales (converting enquiries)
- Proactive sales and cold-calling
- Professional sales
- Business development and territory management
- Big ticket or longer-term sales
- Business-to-business/business-to-consumer
- Finance
- Marketing
- Professional services
- Industrial sector
- IT sales
- Insurance sales
Inquire About This Course
Please fill out your information below with a short message and a member of your team will be in touch soon.
OUR FACILITATORS
The founder of CX Training is Giles Watson, who has over 20 years’ experience in professional services management and consultancy. As a facilitator and speaker, he is known for his engaging delivery and relevant, insightful and practical content. Giles takes a strategic approach to how his clients experience training and has a strong focus on value, design and the different ways that content can be delivered. His qualifications include:
- Certificate IV in Training and Assessment
- MA in Marketing (Distinction)
- MBA (Distinction)
- Member of CSIA (Customer Service Institute of Australia)
- Accredited behavioural profiler – Hogan Assessments
In addition to CX Training’s principal consultants, the company has developed relationships with a network of passionate and talented industry experts who contribute when needed to deliver scaleable delivery and optimal results.
WHAT YOU’LL NEED FOR THE COURSE
If you are doing a virtual course:
- A computer or mobile device
- Internet connection
- Speakers and a microphone
- A webcam
If you are doing a course at work:
- A training room
- Stationery to take notes
We will provide:
- A workbook
- A slide presentation
- An amazing facilitator!
FAQS – SALES TRAINING COURSES
#1 How many people can be on each course?
There is no limit on the number of people that can attend our sales training course, however, for optimal engagement and to deliver some individual coaching as well, we recommend a maximum of 15 people.
#2 Do you only work in person or also remotely?
CX Training aims to deliver tailored solutions that meet your business needs, whether that’s online, face-to-face or a combination of the two.
#3 Why is sales training important?
Sales training is particularly important for those new to the sales profession. When selling, inexperience can lead to costly mistakes for a business. Customers also have clear expectations of how they want to be treated, so poor quality, high-pressure selling often erodes trust and drives customers away.
Training can help an organisation understand what works and what doesn’t, agree on what will produce results, and know what skills are likely to work and can be developed. It can also help a business deal with customer’s concerns and objections, create strategies that differentiate them from the competition, and fine-tune the most effective way of presenting products or services.
#4 Do you have experience in my industry?
With excellent qualifications and over 20 years’ experience in professional services management and consultancy, the founder of CX Training and his experienced team have worked with companies across a wide range of industry sectors. These include organisations in the public sector, education, finance, not-for-profit, professional services, health, travel, IT … the list goes on! If you’d like more information, email us, message us on our Contact Page, or give us a call.
#5 Will your sales training challenge me?
It’s an important question, because if your staff and colleagues aren’t being challenged throughout the training process, how will your business flourish? Some of the most valuable business growth often comes from being questioned, so never underestimate the benefits of honest, constructive criticism. A ‘yes’ provider won’t be able to take your staff or your business to the next level.
CX Training workshops also aren’t just ‘chalk and talk’. We deliver content but also scenarios, exercises and activities that challenge and break down the behavioural and psychological barriers that stop some people from selling confidently. We aim to develop positive mindsets to foster a receptiveness to developing new skills and techniques.
We also offer support after any initial sales coaching training through webinars, leader support, micro-learning or a follow-up implementation workshop.