B2B Sales Training in Sydney

From conducting B2B sales training for over 15 years across many industry sectors it is clear that the benefits of effective sales training include:

• Confidence in approaching new clients.
• Confidence in having deeper conversations with existing clients.
• Uniformity among the team so they can better relate to each other and learn from their peers.
• Improved general communication skills.
• A stronger strategic mindset when it comes to assessing sales opportunities.
• Improved customer relationships based on team members positioning themselves more as a trusted adviser than a typical sales person or technical support person.
• Improved sales reporting due to an increased understanding of sales goals.
• A better sales system within the business based on the strategies and tools covered in training.
• Easier sales management due to the introduction of common practices and an appropriate sales language.
• And of course improved sales as a result of the team applying the new and/or improved sales techniques and mindset.

For B2B sales there is a distinct difference between sales coaching and sales training. Sales coaching is ideal for addressing performance gaps with individual team members, whereas sales training is a group activity to develop a more uniform approach and a common understanding among the team.

If you have individual team members with very different development requirements, sales coaching may be the best option. To introduce and embed an improved sales process or sales techniques within the whole sales team, sales training is the best methodology.

Our style of B2B sales training is practical and direct, yet friendly and flexible. Clients have said “The tools Stuart provided were simple to understand and he made the complex easy”, and “Throughout the program, Stuart fostered an environment of trust, encouragement, and provided constructive feedback”, and “Working with Stuart was an absolute pleasure. He created a relaxed and friendly environment where our team felt at ease exploring new concepts and ideas.”

Our sales training can be delivered in-person, online, or in a hybrid format combining both in-person and online. Professional selling skills training requires behavioural change on the part of participants. The whole idea is to learn new ways of managing sales conversations and achieving better sales outcomes by making changes to the sales behaviours currently being used.

Because of this behavioural change requirement, from experience the in-person format is usually the best option if you can get your whole team together. However we understand the logistical and opportunity-cost implications of taking the team out of their workplace.

That’s why we have developed and delivered effective instructor-led online training sessions that are very interactive and similar to the in-person workshops. And often the best approach is a combination of in-person sessions to establish the new techniques and mindset with online sessions used as extension sessions or as refreshers as part of regular sales meetings.

The specific topics and training agenda are always structured to suit the needs of each client. However we find there are some core components that most teams benefit from covering, such as:

• The flow of sales conversations.
• Managing communication styles.
• Using the SOX™ question strategy to explore and gain commitment.
• Making initial contact.
• Managing objections and questions.
• Being assertive.
• The client meeting agenda.
• Time management.
• Identifying value for the client.
• Recognising new business triggers.
• Key account management.
• Trust building factors.

The customisation process we follow ensures we have a clear understanding of the areas for improvement, or gaps in sales performance, that the training is intended to address. Every training program is tailored to focus on those areas as well as cover a range of core aspects of professional selling skills. We even adjust the agenda during the program to explore specific challenges or situations the team are facing. Sessions are always very interactive and are based around adult-learning principals rather than the old-fashioned schoolroom style of teaching. And it helps that we specialise in business-to-business sales training, as our deep experience ensures a practical approach and positive outcomes.