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Odyssey Training is a national provider of professional, computer and management training and consultancy.

Selling Skills

Upcoming Course Dates
Selling Skills

Brisbane

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Duration
1 Day (9:00 am – 4:30 pm)
Meals Provided
Lunch and refresments
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Delivery Methods
Public, In-house, Closed Group
Skills Assessment
Take the test

Course Overview

Successful sales people do more than just describe their company's products and services. They need to develop a comprehensive understanding of customers needs with emphasis on establishing long-term relationships and mutual trust.

By developing essential attitudes and practices, sales people will be able to effectively accelerate their sales success.

Expected Outcomes

Develop selling strategies and develop goals for success.
Identify the traits of successful sales people and areas for development.
Understand your customers and why they purchase from you.
Improve your success rate by understanding the fundamental principals of the sales process.
Techniques to transition your audience from prospect to customer status, through to a business partnership.
Use techniques to improve your ability to present a solution and close the sale.

Who Should Attend this Course

This course has been developed for any person in the sales profession looking to update their essential selling skills and strengthen their knowledge of the customer engagement process.

Core Learning and Development Competencies

This course has been designed to support the development of the following core competency areas identified to facilitate individual and organisational success:

Action orientated
Business acumen
Customer focus
Integrity and trust

Click for futher information on our core competencies.

Topics Covered [Click to Show All]

Sales vs. marketing
Differentiate between core business functions—marketing, sales and customer service.

Characteristics of successful sales people
Key attributes which contribute to a customer centric style.

Business development model
Goal-driven business metrics for increased market share and profit.

Ladder of loyalty
Segmenting your customer audience.

Product knowledge
Features, advantages and benefits, to create high impact 'FAB' statements.

Competitor products
Category awareness via competitive review and mapping.

The sales cycle
Seven phases and how they relate to the customer purchase cycle.

Sales call action plan
Invest in planning and use formal sales planning tools.

Relationship management
Create positive first impressions and build rapport.

Purchase motives and needs
Discover what customers really want, and their purchase drivers.

Present solutions
Professional presentation elements.

Manage feedback
Differentiate between objections and buying signals in customer feedback.

Closing the sale
Overcoming the challenge to bring your sales interaction to a successful close.

After-sales service
How to encourage loyalty and repeat purchase.

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Microsoft Outlook 2010	Microsoft Outlook 2010 Introduction		Microsoft Outlook 2010 Advanced
Microsoft Powerpoint 2010	Microsoft PowerPoint 2010 Introduction		Microsoft PowerPoint 2010 Advanced
Microsoft Project 2010	Microsoft Project 2010 Introduction		Microsoft Project 2010 Advanced
Microsoft Visio Professional 2010	Microsoft Visio 2010 Professional Introduction		Microsoft Visio 2010 Professional Advanced
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Collection Statement

Microsoft Certified Silver Learning Partner Odyssey Training is a national Australian provider of professional, technical and management training and consultancy. We run customised training and scheduled training courses in Brisbane, Cairns, Melbourne, Sydney and Townsville. We have been a major outsource partner for local and national projects across the private and public sectors. Quality Assurance System conforming to AS/NZS ISO 9001:2008 (Certification no. 1075). Odyssey Training is also a signatory to the Government’s Information Technology Conditions v5 (GITC v5) – Q-953.

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We are an Australian training company, developing Australia’s professionals.

Selling Skills

Upcoming Course Dates Selling Skills

Brisbane

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Meals Provided

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Delivery Methods

Skills Assessment