Learning and Development Guide 2025

INTRODUCTION TO SELLING Sell customer focused solutions to meet customer needs Every business needs to ‘sell’ in order to succeed, and not everyone understands how selling is a way of enabling the customer to achieve what they want. This course will introduce you to the principles of selling in a way that removes the fears that you may have about being seen as high pressure or manipulative. You will learn how selling is a customer focused, solutions driven process as you increase your skill and comfort at selling your organisation’s products and services. Why attend? • Examine the principles of selling and how they can be used to assist in your development as a professional salesperson • Practice effective questioning techniques and listening skills to better understand the needs of your customer • Use engaging sales techniques that build relationships • Learn how to gain respect and a commitment to buy from your customer through accurate demonstration of features and benefits of a solution, promoting products and services based on value rather than price • Understand the importance of follow through to ensure customer satisfaction. Who should attend? Non-salespeople or those new to selling who are required to promote their organisation and sell their products and services. Also suited to people who need to understand how selling benefits the customer as much as their own organisation. Course details: 1 day 9.00am – 4.30pm

THE SALES PROFESSIONAL

Sharpen your effectiveness in an ever-changing sales environment While product, process and service offerings are continuously changing, all successful salespeople still focus on two things; the pipeline of prospects and maintaining relationships. In this course, you will explore and practice the skills to continuously move your prospects forward. “Salespeople exist to discover where the desire is and then deliver on that desire.” Seth Godin Why attend? • Examine the eight stages of the sales process and how you can sharpen and refine your approach to increase sales through the correct identification of key and growing accounts • Understand the ever-changing sales environment and how to recognise and respond to buying signals and effectively manage buyer resistance • Learn to manage self, time and territory • Employ prospecting methods, qualify prospects and manage prospect information • Discover how to set objectives, develop strategies and take actions to increase your share with the customer • Apply positive influencing skills to improve relationships • Build a strategy for developing business • Learn how to deliver business-winning sales presentations. Who should attend? Salespeople consolidating the skills of relationship and solutions based sales outcomes. Course details: 3 days 9.00am – 4.30pm TOP PERFORMER

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