February 8th, 2012

Supervisors in Brisbane Need Training Too!

supervising others training brisbane and leadership training coursesI’ve noticed that in many companies in Brisbane, the higher you go up the ladder the less training you receive.

Why is that?  There must be an assumption by many companies that the more highly skilled you are the less training you require, but in fact the opposite is true!

The higher you are placed in an organisation usually means you not only have more responsibilities but you also have more people reporting to you.

Hence the wider number of skill sets you will be required to use on a daily basis.

Just because your job title includes “manager” doesn’t mean that you’re supposed to know everything already.

Many managers in Brisbane were promoted because they could do their previous role very well, but when they are placed in a position with more responsibilities they tend to stumble and fail because they have not been properly training in supervising others, communicating down line and managing staff expectations.

I’ve seen this happen again and again in the word of sales, where a superb sales person is promoted to the sales manager’s position.

It just so happens that the skills which make a great salesperson don’t necessarily make a great manager, nor will a great manager make a great sales person.

So if you find yourself recently promoted, but not getting the training and support you need, then take your destiny in your own hands and get some training on how to best supervise others.

You will become a better supervisor and your staff will certainly appreciate the new skills you now have in working more closely with them.

Learning new skills should be an absolute requirement for any supervisor, and if you haven’t attended a Brisbane-based training course on supervising others, then you should add this to your list of goals for 2012.

We have a supervising others course in Brisbane being held at our new facilities on March 21st, so make sure to book your seat now!

The new PD Training rooms come equipped with free wi-fi, a recreational gaming area with Nintendo Wii and the sales training course also includes a free lunch with the cost of the course.

Free street parking is also available and we are close to public transport as well.

All students receive post supervising others course support from the instructor for 12 months, a certificate of completion and small class sizes are guaranteed to result in a better training experience for you.

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February 7th, 2012

Time Management Training Brisbane – Taking Control of Your Inbox

If you’re anything like me, the first thing you do at work, after making yourself a cup of tea of coffee, is to open your email program to see all of the new emails that came in overnight.

It always amazes me how many people do their emails outside of work hours.  Is that because they were just too busy to read and respond to their emails during the day?

Or are they just poor managers of their time?

And if this is what you do every day, then more often than not, your daily plans just went right out the window because there will be at least 1 email that you feel requires your immediate attention and this starts the avalanche of reactive tasking for the rest of the day.

OK, so how are you supposed to deal with emails?

You manage the time you spend on them by setting a fixed schedule and start treating emails like tasks.

I think it’s hilarious when someone sends me an email with the little red flag on it because what is important to them may not be so important to me.

Instead of reacting to incoming emails as they appear, you have to take control of your inbox and set a specific time when you will respond to them.

Instead of opening your emails the very first thing, you might wait until 10am – after you’ve completed your assigned tasks for the morning – before checking your inbox.

Or you can set aside 2 hours a day; 9-30-10-30am and 3-30-4.30pm to read and reply to emails.

Then turn off your email program for the rest of the day.  You’ll be amazed at how productive you become!

Email can be an absolute time stealer, and you may even find some staff hiding in their inbox while they avoid some of their more important, but tedious tasks.

So learn to take control of your inbox today by attending one of PD Training’s Effective Time Management courses in Brisbane, Sydney, Melbourne, Perth, Canberra and Adelaide.

Take control of your inbox and create more time in your day!

The new PD Training rooms come equipped with free wi-fi, a recreational gaming area with Nintendo Wii and the Time Management courses in Brisbane, also includes a free lunch with the cost of the course.

Free street parking is also available and we are close to public transport as well.

All students receive post Time Management courses in Brisbane, from the instructor for 12 months, a certificate of completion and small class sizes are guaranteed to result in a better training experience for you.

Please visit http://www.pdtraining.com.au today to learn more about our professional development training solutions.

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February 6th, 2012

Eight Classic Sales Objections for Study

eight classic sales objectionsHere is a list of 8 classic sales objections you should be prepared for:

1. Lack of perceived value in the product or service – contrary to what you may believe – price is usually not the issue – it’s the perceived value that the person has placed on your service or your product which dictates the objection.  You MUST believe in your product or service when giving your sale pitch.

2. Lack of perceived urgency in purchasing the solution – there is no reason to ‘act now’. People are generally very good at procrastinating, so your job here is to “find the pain” and show how an immediate purchase can create an immediate solution to the problem.

3. Perception of an inferiority to a competitive offering – you haven’t solved your clients concern over the value of your offering versus your competitor or one product over another.  Never make negative comments about your competitors, but do point out how your product is different or better,

5. Lack of funds to purchase the offering – they simply don’t have the money yet and don’t want to tell you.  A great way to overcome this sales objection is to ask about their budget for this project or inquire into whether a payment plan may be a good option for them.

6. Personal issue with the decision maker(s) – there is a conflict between you and one or both of the decision makers – i.e. the wife doesn’t like you – but you haven’t picked up on it.  You need to improve your ability to ‘read’ your customers ‘tell’ and you need to learn how to more effectively build rapport or hand the deal off to another sales person.

7. Initiative with an external party – they have already signed on with another service and are having the meeting with you out of politeness.  Although this can be perceived as a waste of time, you should always provide them with an option to “test out” your services or product and ask if a better price for a better product would change their mind

8. “It’s safer to do nothing” perception – this is the procrastination thing again – a lot of people don’t like making decisions, so it’s your job to find the “pain” that the decision maker is experiencing and show how your product or service will create such a benefit that the decision becomes a “no-brainer”.

The great thing about sales is you CAN learn how to manage this process!

PD Training delivers a one day training course on “Handling Sales Objections in Brisbane”, Sydney, Melbourne, Perth, Adelaide and Canberra.

Our next course on “Handling Sales Objections” is on Feb 17th in Brisbane so book your seat today!

The new PD Training rooms come equipped with free wi-fi, a recreational gaming area with Nintendo Wii and the Overcoming Sales Objections in Brisbane also includes a free lunch with the cost of the course.

Free street parking is also available and we are close to public transport as well.

All students receive post Overcoming Sales Objections in Brisbane from the instructor for 12 months, a certificate of completion and small class sizes are guaranteed to result in a better training experience for you.

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February 3rd, 2012

A Sales Objection is Simply an Opportunity to Solve a Problem

handling sales objectionsA sales objection is someone actually saying “I would buy, or I’d think about buying, if it weren’t for this (reason = objection)”.

Think of a sales objection as an opportunity instead of a hindrance.

An objection can spark the specific flow of information that will help you better qualify a sales opportunity and better understand the needs and current environment of your prospective client.

For this reason, you should work hard to embrace and understand the true objections you might come across with future clients BEFORE you meet with them.

Review the potential objections carefully.  Know them and prepare answers for them.

Sometimes bringing up an objection as part of the sales pitch can be a great way to get it out of the way quickly.

But this can vary from person to person as you might bring up an objection that they hadn’t even thought of, but if you find yourself getting the same objection time and time again, then getting it out of the way early can be very beneficial.

When you’re giving a sales pitch, and you receive a new objection that is not on your list, make sure to write that sales objection down and add it to your list.

By understanding the true objection(s), you will be one step closer to getting the deal across the line, whether that means getting to the next stage in the sales process with your current prospect or realising that you should be investing your time elsewhere.

But, when you’ve hit a wall as we all do, fall back on your preparation and understand even the best sales people in the world don’t win every sale..

When people have an objection to making a purchase, it’s usually one or some combination of the eight scenarios which the potential customer will use, so come back for the classic 8 reasons people object to a sales pitch.

The great thing about sales is you CAN learn how to manage this process!

PD Training delivers a one day training course on “Handling Sales Objections” in Brisbane, Sydney, Melbourne, Perth, Adelaide and Canberra.

Our next course on “Handling Sales Objections” is on Feb 17th in Brisbane so book your seat today!

The new PD Training rooms come equipped with free wi-fi, a recreational gaming area with Nintendo Wii and the Overcoming Sales Objections in Brisbane also includes a free lunch with the cost of the course.

Free street parking is also available and we are close to public transport as well.

All students receive post Overcoming Sales Objections in Brisbane from the instructor for 12 months, a certificate of completion and small class sizes are guaranteed to result in a better training experience for you.

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