Customised sales training in Sydney and Melbourne
Modern sales skills and strategies for technical professionals and business development teams to be proactive and drive sales conversations.
- Does your sales or business development team include those who don’t consider themselves to be a ‘salesperson’?
- Would you like them to be more proactive in finding and winning new business (without being salesy)?
- Do they need the confidence and structure to be comfortable having sales conversations?
Our inhouse sales training has been crafted over many years to be very practical and relateable, and it’s designed for the Australian business environment. Plus it’s always customised to focus on the areas your team need to improve.
Business-to-business sales has changed
Over the last 5-10 years client expectations have evolved. A lot.
Sellers now need to be smarter, more commercially aware, and better prepared for sales conversations. Research from CEB (part of Gartner) highlights many buyers are often 80% of the way through their buying process before they even talk to a supplier.
Unfortunately many people in ‘sales’ roles, including those in professional, technical, or service positions have never received any training that enables them to effectively recognise, initiate and manage sales situations. Understandably these professionals and technical specialists get nervous when they are asked to undertake tasks they are unfamiliar with, such as selling.
🔹Find out more about B2B sales training in Sydney
🔹Find out more about B2B sales training in Melbourne
Since working with Stuart, we’ve won the largest accounts Megantic has ever serviced using the methods, teachings and insights he gave us. Stuart has equipped our team with the knowledge to confidently make things simple and relatable for our ideal target audience.
Phillip Vo, Strategy & Growth Lead
Megantic, Melbourne
Sales training for technical specialists and sales pro’s
Your team could be considered to be product or technical experts within their industry. But when it comes to their sales or business development activities they may still feel like a novice.
Sales training for technical experts and sales professionals requires a balance of understanding their mindset and concerns.
- They may be cautious about doing what they think could be manipulative or insincere.
- They may dislike the idea of being in ‘sales’.
- They probably don’t want to feel like they’re being pushy and may have adopted more of a reactive ‘service’ mindset.
- They are wary of upsetting their existing client relationships.
Training for professional sales and technical staff must be practical and well structured. It needs to be delivered in a way that addresses the realities of managing your clients. Importantly, staff must gain extra confidence in their ability to proactively seek sales opportunities and effectively manage sales conversations.
Setting the right expectations
To maximise the impact of professional B2B sales training it’s best to have the correct expectations of team members in place. In our experience training is often provided as part of a shift in focus for the business, or to respond to a change in the industry. And that change will require team members to identify and secure new business in a way they haven’t done before.
Part of our preparation for all training engagements is to discuss these expectations. We’re keen to have clarity around the key behavioural changes that will be required to meet the business goals.
Potential sales training topics
Our inhouse sales training programs are structured to improve specific skills, attitudes, and sales outcomes. To ensure our programs provide as much real-world value as possible we explore these in some detail with clients as part of our initial scoping process. Based on the specific skill development requirements sales training topics may include:
- Managing communication styles
- Managing objections and questions
- Being assertive
- The client meeting agenda
- Time management
- Using the SOX™ question strategy to explore and gain commitment
- Making initial contact
- Identifying value for the client
- Key account management
- Sales coaching skills for sales leaders
… and more
B2B sales training formats
Usually the most effective format for inhouse sales training is in full-day or half-day blocks. Full-day training programs are often held over multiple days depending on the scope of the training and availability of participants.
Half-day formats can work well where the team is located together geographically and can easily attend each half-day session. Due to the time limit often multiple half-day sessions are required.
Online facilitator-led workshop sessions are also available and may be included with in-person workshops to create a blended training program. This is usually considered when logistical challenges prevent team members being together. For online sessions it is best for everyone to join separately as this encourages greater engagement.
Interactive adult learning
Part of our training philosophy is to apply modern adult learning principles. This includes recognising the existence and use of prior experience and skills. And where possible we recommend a spaced-learning structure to give participants opportunities to implement what is covered in the workshop and to reflect and learn from that activity.
Stuart quickly made the team feel comfortable and engaged during the sessions. Within the first break one of my team said she’d “learnt more in the last couple of hours than she had in the last 6 months.”
Sophie Hossack, Country Manager Australia & New Zealand
Receipt Bank (now Dext), Sydney
Your sales trainer
Your trainer is Stuart Ayling who is a professional ‘real world’ sales trainer who has been at the pointy end of business to business selling himself. He has the experience to understand your sales and business development challenges and apply relevant learning solutions.
For over 20 years Stuart has worked in sales and marketing across a variety of industry sectors. In addition to his extensive hands-on industry experience Stuart has also taught sales and marketing at the internationally accredited University of Queensland Business School. As a result, he understands the theory and the practice of professional selling.
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. His ability to foster open communication was key.
Joel Brewer, Finance & Operations Director
Tyman International ANZ, Sydney
Would you like to know more?
Contact us to arrange a confidential discussion. We’ll discuss which aspects of your teams sales performance you’d like to improve and some potential solutions for you.