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Sales Training (PDST)

  • Length 1 day
  • Price  NZD 750 exc GST
Course overview
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Why study this course

Today’s marketplace is highly competitive and every organisation is looking for a larger share of the market. In an economy where the customer is king, how do your sales representatives pitch the features and benefits of the products and services they sell?

Providing sales training plays an important role in helping sales representatives practice and improve their ability to source, scope, and close a deal. This Sales Training course helps sharpen the skills of even experienced sales representatives, enabling them to take advantage of sales opportunities and aggressively expand the business.

The competition in the marketplace is increasing as margins decrease and consumers become more educated and discerning. This course provides skills on how to increase sales, gain loyal customers, overcome objections, and grow a business with professionalism and enthusiasm.

This course is delivered in partnership with PD Training.

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What you’ll learn

After completing this course participants will be able to:

  • Understand the reasons people buy

  • Understand the sales cycle and the skills required for each stage

  • Know how to generate leads, qualify them, and convert them into sales

  • Know how to build rapport and transition out of it

  • Use the right questions to discover needs

  • Know how to earn trust through listening

  • Understand the four P's of presenting solutions: prioritise, personalise, prepare, practice

  • Know how to respond to and overcome objections

  • Recognise when to close the sale and apply different techniques to do so

  • Know how to plan to follow up activities

  • Know how to ask for referrals

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PD Training at Lumify Work

PD Training is Australia's leading provider of professional development training, cutting edge psychometric profiling and HR services. They help companies provide training and development to their staff that is on-target, fun, retained, and achieves their goals.
Lumify Work partners with PD Training to offer an extensive range of Professional Development training and short courses, through a network of over 400 specialist trainers.

Who is the course for?

This is a practical class that is suitable for all audiences, and provides participants with tools they can apply on-the-job (and in other contexts) the very next day.

Course subjects

Lesson 1: Where You Fit in the Sales Cycle

  • Why people buy

  • The sales cycle

  • Your sales profile

Lesson 2: Prospecting

  • Turning leads into sales

  • BANT - Qualifying leads

  • Keys to successful prospecting

  • Your prospecting success

Lesson 3: Building Rapport

  • The rapport transition

  • Establishing personal rapport

  • Your ability to build rapport

Lesson 4: Discovering Needs

  • Asking the right questions

  • Earning trust through listening

  • Your ability to discover needs

Lesson 5: Presenting Solutions

  • The four Ps of preparation

  • Leveraging your solution

  • Your ability to present

Lesson 6: Overcoming Objections

  • Does objection equal rejection?

  • Types of objections

  • Four steps to responding to objections

  • Your ability to handle objections

Lesson 7: Closing the Sale

  • Knowing when to close

  • Types of closes

  • Examples of asking for the sale

  • Your ability to close the sale

Lesson 8: Servicing the Client

  • Acquisition vs retention

  • Asking for and working with referrals

  • Your ability to service the client

Lesson 9: Reflections

  • Create an Action Plan

  • Accountability = action




Lumify Work offers training through our partnership with PD Training. This arrangement requires Lumify Work to provide your details to PD Training for course and/or exam registration purposes.

Terms & Conditions

The supply of this course by Lumify Work is governed by the booking terms and conditions. Please read the terms and conditions carefully before enrolling in this course, as enrolment in the course is conditional on acceptance of these terms and conditions.

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