Sales Training Programs Overview

Are you looking for a company who specialises in offering professional B2B Sales Training Courses, Programs, Workshops, Classes & Seminars?

We provide a range of sales training options that focus on solution selling in Melbourne, Sydney  Brisbane:

• Public Access Sales Training Courses
• Introduction Sales Training Seminars
• Corporate Sales Training Workshops

Deakon are experts at training people involved in Technical Sales roles. We have experience in over thirty (30) different market segments / industries in Australia.

Fear – The Art of Selling ®

This comprehensive sales training program is the culmination of over one thousand hours of development in Australia and designed specifically for B2B sales professionals & organizations that want to grow their existing client base and increase revenues.

The material presented in the sales training program provides a repeatable process to identify, investigate, develop, negotiate and close new business opportunities.

Who Should Attend The Sales Training Course?

• Business Owners / Directors
• Sales Professionals
• Sales Managers
• Support Staff

Length of Sales Training Program

Fear – The Art of Selling ® is delivered over eight (8) half day sessions (one per week) or two by two (2 x 2) full day sessions. Class sizes are limited to small groups of 12 – 16 participants to maximise the learning experience and encourage equal participation by everyone attending the sales training program.

Curriculum

The full sales training program addresses a variety of topics including – planning skills, prospecting & cold calling skills, business writing skills, communication & listening skills, investigation & development skills, presentation skills, negotiation skills, closing skills and general  time management & problem solving skills.

Value To Our Clients

• Grow your sales pipeline(s) FAST!
• Increase gross revenue
• Produce more consistent sales numbers
• Improve profitability by minimizing price erosion
• Maximize deal size
• Improve competitive win-rates

Learning Outcomes

• Identify the unique characteristics of prospects who are truly predisposed to buy from them
• Clearly define and articulate value statements that communicate the tangible & in-tangible business benefits their product, service or solution delivers to a prospect
• Write prospecting / introduction letters that focus on specific members of the DMU and will prompt a positive response
• Make a friend of the gatekeepers to get connected to the right person
• Employ effective cold-calling techniques to turn rejection into a positive outcome
• Leave voicemail messages that trigger recipients to return the call
• Identify a prospect’s preferred learning style and use specific sales techniques to communicate more effectively with them
• Become a better listener and use non-verbal communication techniques to speed up the rapport building process
• Set clear objectives for a sales call and qualify if a prospect is truly predisposed to buy from you
• Use proven questioning techniques to uncover sales opportunities
• Demonstrate value to prospects to obtain commitment
• Use advanced negotiation principles & tactics to achieve set goals
• Limit objections from arising and defend any that do with confidence
• Quickly build a sales funnel and close more sales
• Improve their time management skills

>> To speak with one of our consultants – simply click on the Contact page:

Sales Training Course Curriculum

Fear – The Art of Selling ® (8 x ½ Day sessions)

Each of the eight (8) units in the sales training course leverages off the previous to build a practical knowledge base for sales professional to use in the field:

How Do I Register For A Public Access Sales Training Workshop?

For dates, locations and details of Deakon’s next available Public Access Sales Training Program … click on the Calendar page.  To make a booking; simply  download the appropriate registration form and send it back to us.

>> To speak with one of our consultants – simply click on the Contact page:

INTRODUCTION SALES TRAINING SEMINARS

To assist in the evaluation process of a suitable sales training program for corporate clients, Deakon offer short Introduction Sales Training Seminars based on Fear – The Art of Selling ® on request.

The benefit of Introduction Sales Training Seminars is that you can try before you buy and eliminate any perceived risk in committing to a large rollout upfront.

Presentation

The Introduction Sales Training Seminars run for a period of approximately two hours (2 hrs) and are very interactive, thought provoking and fun. Some of the key areas covered in the presentations include Planning, Writing, Prospecting & Investigation Skills along with practical tips on Time Management.

Delegates are encouraged to participate in role plays, class discussions and complete written exercises during the Sales Training Seminars. It is not possible to include all of the elements of the complete thirty hour plus sales training program however ample material is delivered in the timeframe to make an informed & educated decision.

“As part of this year’s sales conference for our dealer network in Melbourne & Sydney, we asked Deakon to present an introduction to their Fear – The Art of Selling course.

The workshops were informative, practical, interactive, entertaining and well received by our internal staff and channel partners which made rolling the full sales training programme out on a national basis a very easy decision.“

Tom Di Conza: Sales & Marketing Manager at Samsung Communications

Sales Training Seminar Conditions

Please note that a minimum of ten (10) participants per venue is required to conduct Introduction Sales Training Seminars and a period of four weeks notice to customize any aspects of the presentation.

>> To speak with one of our consultants – simply click on the Contact page:

CORPORATE SALES TRAINING WORKSHOPS

Deakon also run Corporate Sales Training Workshops for larger teams of salespeople either on their own premises or at a suitable training venue of the organisation’s choice.

The benefit of Corporate Sales Training Workshops is that you have greater control over aspects of the sales training course material. Fear – The Art of Selling ® has been designed to cater for the training needs of most organizations however, Role Plays & Group Activities can be tailored to meet the specific needs of a sales team.

Sales Training Feedback

One of the most frequent comments we receive from participants of our Public Access Sales Training Courses is that they wish that their boss and co-workers were going through the same experience with them. We have found that the greatest transformation in a sales team occurs when an entire department including support staff and management are also involved at the same time.

Involving an entire department is an excellent approach to ensure a deep and rapid impact within the organization. Every member of the team develops a synergy, new vocabulary and frame of reference to facilitate increased efficiency.

Corporate Sales Training Workshop Curriculum

One of the most frequent comments we receive from participants of our Public Access Sales Training Courses is that they wish that their boss and co-workers were going through the same experience with them. We have found that the greatest transformation in a sales team occurs when an entire department including support staff and management are also involved at the same time.

Involving an entire department is an excellent approach to ensure a deep and rapid impact within the organization. Every member of the team develops a synergy, new vocabulary and frame of reference to facilitate increased efficiency.

Corporate Sales Training Workshop Curriculum

The Corporate Sales Training Workshops can be delivered over four consecutive days but to maximise the learning experience, we recommend that the option of two-by-two full day sessions be adopted as detailed below:

Fear – The Art of Selling ® Part I  (2 x Full Day) includes:

• Unit 1: B2B-S301A Planning Skills
• Unit 2: B2B-S302A Writing Skills
• Unit 3: B2B-S303A Prospecting Skills
• Unit 4: B2B-S304A Relationship Skills

Fear – The Art of Selling ® Part II (2 x Full Day) includes:

• Unit 5: B2B-S305A Investigation Skills
• Unit 6: B2B-S306A Development Skills
• Unit 7: B2B-S307A Negotiation Skills
• Unit 8: B2B-S308A Closing Skills

Corporate Sales Training Workshop Conditions

Please note that a minimum of ten (10) participants per venue is required to conduct Corporate Sales Training Workshop and a period of four weeks notice to customize any aspects of the program.

How Do I Book A Corporate Sales Training Workshop?

We are limited to the number of these events that we can run each year …  so the sooner you book to lock in your preferred dates & locations the better; or you may be disappointed.

>> To speak with one of our consultants – simply click on the Contact page: