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Effective Selling Strategies

Organisations that have well trained sales people benefit through increased sales, better client relationships, improved market share and additional profit.

Effective Selling Strategies – Certificate III in Business (Sales) focuses on:

  • Locating new customers, clients and markets
  • Understanding how to approach prospective customers and markets
  • Delivering presentations that work
  • Analysing the psychology of why people buy
  • Developing customer and client relationships
  • Overcoming stalls and objections in aprofessional manner
  • Using self management tools, tracking procedures and measurement techniques to be a highly effective and productive salesperson
  • Creating ongoing orders
  • Improving the returns from existing clients
  • Capitalising on added value approaches
  • Occupational Health & Safety in the workplace

MODULE CONTENT

Overview Meeting

  • What is Success?
  • Developing Potential Workplace Goals
  • Self Evaluation Exercise
  • Introduction to the Online Learning Module for Occupational Health & Safety

One - Defining Your Target Market

  • The Power of Target Marketing
  • Determining the Needs and Requirements of Your Target Market
  • Prospecting Attitudes and Activities
  • Methods of Prospecting
  • How Value Added Service Fits In
  • Prospecting Attitudes and Activities

Two - Approaches That Sell

  • What is the Approach?
  • Pre-Approach Communication
  • The Telephone and Other Approaches
  • Principles for Requesting Sales Interviews

Three - The Sales Interview

  • Why Have a Planned Interview Process?
  • The Nine Step Interview Process
  • Preparation for the Interview
  • Focusing on the Prospect’s Self-Interest
  • Ensuring Favourable Conditions

Four - Mid-Term Review

  • Assessment of Progress
  • Capitalising on Key Learnings
  • Development of My Daily Work Organiser
  • Documentation of Measurable Results
  • The Key Relationships
  • Communication Styles

Five - Discovering Prime Buying Motives

  • What Prospects Want and Why
  • Know Your Prospects
  • The Power of Probing Questions
  • Effective Questioning Techniques
  • Listening Pays Off!

Six - How to Close Sales

  • Recognising Buying Signals
  • Selecting the Right Method
  • Steps to Mastering Closing Techniques
  • Don’t Buy Back Your Sale!
  • Becoming a Closing Expert
  • Asking for Referrals

Seven - Overcoming Stalls And Objections

  • Handling Stalls
  • Objections as Buying Signals
  • Handling Objections
  • Disagree Without Being Disagreeable

Maintain Workplace Safety - Competency Unit BSBCMN311A

  • Assist Incorporation of OH&S Policy and Procedures into the Work Team
  • Support Participative Arrangements for the Management of OH&S
  • Support the Organisation’s Procedures for Providing OH&S Training
  • Participate in Identifying Hazards and Assessing and Controlling Risks for the Work Area

Graduation

  • Presentation of Results
  • Awarding of Certificates and/or Statements of Attainment

Refocus Workshop

Participants review results, evalutate ongong learning and changes and investigate additional strategies to improve team outcomes.



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