A company's sales force is the frontline for revenue generation and growth, so it's imperative that your sales team is effective, efficient and has the key skills to find and close sales opportunities, no matter what industry you're in.

The PD Training Sales Training course provides you, or your team, with the skills to increase their sales by asking better questions, gaining loyal repeat customers, understanding common body language, overcoming common sales objections, finding referral opportunities and growing the business with professionalism and enthusiasm and more.

This dynamic training course is available now throughout Australia including Brisbane, Sydney, Parramatta, Melbourne, Adelaide, Canberra and Perth.

Please click on the Public Class tab below to view our Sales Training course schedule by city or click the In-House Training tab to receive a free quote for customised courses delivered at your preferred location.

Your Learning Outcomes
Sales Training Course

After completing this course participants will have learned 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, practise
  • 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
Duration: 1.0 day course

Your giving outcomes
every time you book with us we give
to someone in need for you




Reviews

Sales Training Course Reviews:

"The class was structured to meet our specific training needs and I felt is was very useful to the staff that attended."

 

"The training far exceeded my expectations. Janeen was exceptional. I would certainly use her services again and would wholeheartedly recommend her as a trainer."

 

"We are considering doing your Pitch Presentation course at some stage in the not too distant future. When we do go ahead with that we would prefer to have Janeen as the trainer."

 

"Fantastic to see that techs who where worried about sales now see it at as a positive relationship with the customer."


-Visy Automation


 

"Troy is a fantastic trainer. Have had him before in FISH training. very inspiring!!"


-Labtek


 

"Troy was amazing. I didn't expect to learn anything new, but came away invigorated and inspired. Today I am using my new tools, and will for the rest of my career.


-Private Course Participant


 

"Trainer handled the session very well considering it was a 1 on 1. She had assessed my requirements before hand and our session was both informative and useful in that it was structured in a flexible manner to accommodate my questions and real work situations."


-Miroma International PTY Ltd


 

"Our trainer was very knowledgeable about sales training and we learnt a lot and enjoyed it while learning. :)"


-Australia & New Zealand Wine Makers


 

"It was a great course, I learnt a lot more than I thought I would."


-A. Noble & Son Ltd


 

"Over all it was an enjoyable session, I did come away with a lot to think about and new things to learn."


-Austnews


 

"An excellent training session. The presenter was relevant, engaging, interesting and kept things on track. He had great interpersonal skills, was relational and professional. I was given ideas that I'll be able to take into my work-place immediately. The Profile Grid is accurate and enlightening."


-Murray Street Vinyards


 

"It was great that it was tailored to our business specific learning requirements."


"Judith did a wonderful job of tailoring the material and the groups requirements. She gauged the audiences very well and kept the program moving without leaving people behind. Brilliant example of meeting customers requirements and exceeding expectations on her approach."


-MedHealth Group



"I really liked how simple to course was. It was easy to understand and I have a list of simple ways I can improve that are already making a huge impact on me and my work."


-Leading Teams


 

"I would like to thank, All the staff who put this training course together, I found it to be very informative on many levels, I did not expect to walk away after one day with so much positive information that I believe will assist me moving forward in my field. this course was directed more towards direct sales but the trainer was able to show me how to use the relevant information in the Hiring industry."


-Australian Boom and Scissor Lift


 

"The trainer was great. He was very knowledgeable. The course seemed to be more suited as an intro sales course. I could definitely see the benefit for someone new to sales."


-Ashley & Martin Pty Ltd


 

"Course was very good! Highly recommend it. Troy was great, Very enthusiastic and kept us entertained!"


-Shimano Oceania Holdings Pty. Ltd


 

"Never having done sales training before I found it hard to change my way of thinking in a few hours. The course gave some good processes to use. With practice it could be a useful course."


-St John Ambulance WA


 

"I found the course to be very thorough covering all topics of Sales, but found most topics were more reflective of face to face sales but certain topics can be implemented to work with telesales."


-Rural Fire Brigades Association Queensland Inc


 

"The course was excellent! Lecturer was great and easy to listen to, the course was extremely relevant and will be useful to my work."


-APEX TOOL GROUP


 

"It was good not having to sit and listen the whole time, as there was a lot of interaction/activities to do. We were able to interact and respond to the trainer and give our thoughts."


"I liked the way Charleen, tailored her selling training to our industry and let us apply her techniques to our situation."


"We advised before hand what we wanted to concentrate on and we believe this was delivered."


-Ascent Accountants


 

"Well executed and I have recommended this course and trainer to others."


-Retpro Group

 

 

"It was great that the trainer was able to pick up on our needs and build the training around that. The manual wasn't referred to much, because the trainer was knowledgeable and worked to our needs."


-Maitland City Council


 

"The points on cold calling were useful for my current situation. Thank you."


-Revolution IT


 

"The training provided a great base to build from. I could have used another day's worth!"


"I took a lot from the sales psychology."


-Two Birds Brewing


 

"Anne was brilliant. I got so much value out of yesterdays session and am really excited to put the learnings into practice. Just wanted to thank Anne very much, I look forward to crossing paths again."


-Individual Course Participant


 

"The most useful parts of the course were Needs+ Agreement + Solutions = Sale. Value add proposition and understanding their needs. Why as opposed to the What and How as this will fall into place automatically. How this sales training can be applied in our Business Development environment."


"Adele was an excellent presenter, delivering from an established experience, skills and knowledge base. Thanks Adele, the PD was very informative, I would have liked to focus significantly on the client management model and hope we can discuss this at a later stage, Melinda."


-South Metropolitan TAFE


 

"10's across the board for Karen, she really helped me discover who i was as a sales person and helped me build upon that very efficiently!"


-McNaughtans PTY LTD


 

"Anne as a fantastic trainer and really made the manual content enjoyable and interesting. She tailored the content to our individual needs and the day went much too fast. On a side note: Catering was 10/10 also!"


-Westpac


 

"Anne was a a great teacher and got us all involved in the process. We got practise in class relevant to all of our jobs without being too pushy. For myself who has a fear to talk in front of people she made it very easy and with great support and feedback on each topic. She made it fun and got us all excited to practise what we learnt in real life."


-Individual Course Participant


 

"Great learning from others ideas and experience. Facilitator has good knowledge of the subject and also very good people skills."


-R.I.C. Publications PTY LTD


 

"Good reinforcement in the importance of putting customer needs at the forefront of each meeting. The primary success of the business lies within the integrity, honesty, hard work and contribution to the clients. Everything else, including profits and budget success, flows from these."


-Corinthian Doors (Australia) Pty Limited


 

"Anne was a great trainer and very knowledgeable! I loved the examples and stories Anne used to illustrate her points. Constant repetition and hands-on practice of questioning helped drill the method into me. Now I just need to continue to practice what I've learned and put into action. I work in Human Resources and wanted to learn the skills of a Sales Professional to help me be more effective in my role as an internal consultant and influencer."


-Berkley Insurance Company


 

"Gina was a great trainer and used lots of relevant examples to demonstrate how to carry out the techniques. I feel that I have a lot of useful information and strategies to put into practice. Overall, great course!"


-Generate Energy Pty Ltd


 

"Really happy with course. Got a lot out of it."


-Logical Freight Solutions


 

"Excellent course and the trainer did very well to keep everyone engaged."


-MediaMotive.com.au


 

"The brainstorming led by Karen was enthusiastic due to Karen's questioning technique."


-Brasserie Bread


 

"Leigh did well to make the course relevant to everyone when some stated that they 'don't do sales' from the outset."


-Greenfern Dynamics Pty Ltd


 

"All the resources given were very helpful."


-Department of Transport and Main Roads


 

"Karen was an excellent trainer. She was very personable and handled our group well."


-Geospatial Intelligence Pty Ltd


 

"Psychological approach for customer profiling was very interesting and practical."

New Relic

 

"Training was very insightful and interesting for the whole day."

StreetFleet

 

Visy logo
The class was structured to meet our specific training needs and I felt is was very useful to the staff that attended.

-Visy Automation


Visy logo
The training far exceeded my expectations. Janeen was exceptional. I would certainly use her services again and would wholeheartedly recommend her as a trainer.

-Visy Automation


Visy logo
We are considering doing your Pitch Presentation course at some stage in the not too distant future. When we do go ahead with that we would prefer to have Janeen as the trainer.

-Visy Automation


Visy logo
Fantastic to see that techs who where worried about sales now see it at as a positive relationship with the customer.

-Visy Automation


Labtek logo
Troy is a fantastic trainer. Have had him before in FISH training. very inspiring!!

-Labtek

Miroma logo
Trainer handled the session very well considering it was a 1 on 1. She had assessed my requirements before hand and our session was both informative and useful in that it was structured in a flexible manner to accommodate my questions and real work situations.

-Miroma International PTY Ltd


Aus NZ Winemakers logo
Our trainer was very knowledgeable about sales training and we learnt a lot and enjoyed it while learning. :)

-Australia & New Zealand Wine Makers


Noble logo
It was a great course, I learnt a lot more than I thought I would.

-A. Noble & Son Ltd


Austnews logo
Over all it was an enjoyable session, I did come away with a lot to think about and new things to learn.

-Austnews


More happy clients



Course Outline
Sales Training Course

Download Sales Training Course Outline

Foreword:

Today’s marketplace in Australia is highly competitive and every organisation is looking to gain 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/services they sell?

 

Providing sales training plays an important role in helping sales representatives practice and improve their ability to 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.  

 

By asking better questions, identifying and overcoming objections, understanding the needs of the client and presenting the most appropriate solution, sales people can learn to become sales professionals.

 

Sales Training Course - Lesson 1
Where You Fit in the Sales Cycle
  • Why People Buy
  • The Sales Cycle
  • Your Sales Profile
  • Reflection
Sales Training Course - Lesson 2
Prospecting
  • Turning Leads into Sales
  • BANT - Qualifying Leads
  • Keys to Successful Prospecting
  • Your Prospecting Success
  • Reflection
Sales Training Course - Lesson 3
Building Rapport
  • The Rapport Transition
  • Establishing Personal Rapport
  • Your Ability to Build Rapport
  • Reflection
Sales Training Course - Lesson 4
Discovering Needs
  • Asking the Right Questions
  • Earning Trust Through Listening
  • Your Ability to Discover Needs
  • Reflection
Sales Training Course - Lesson 5
Presenting Solutions
  • The Four P's of Preparation
  • Leveraging Your Solution
  • Your Ability to Present
  • Reflection
Sales Training Course - Lesson 6
Overcoming Objections
  • Does Objection = Rejection?
  • Types of Objections
  • 4 Steps to Responding to Objections
  • Your Ability to Handle Objections
  • Reflection
Sales Training Course - Lesson 7
Closing the Sale
  • Knowing When to Close
  • Types of Closes
  • Examples of asking for the sale
  • Your Ability to Close the Sale
  • Reflection
Sales Training Course - Lesson 8
Servicing the Client
  • Acquisition vs Retention
  • Asking for and Working with Referrals
  • Your Ability to Service the Client
  • Reflection
Sales Training Course - Lesson 9
Reflections
  • Create an Action Plan
  • Accountability = Action

In-House Training We’ll focus on what matters most to you and tailor to your context


Delivery Options for In-house training

1-hour Motivator
one hour motivator
3-hour Power Sessions
3 hour power session
Full-day training
full day training
Conferences
Conferences
At your workplace At your workplace
In our Training Rooms In our Training Rooms
 In our Online Training  Room - the HIVE In our Online Training Room

We’ll make things easier so you can focus on adding more value

We provide the Trainng Management Centre which takes care of a heap of things before, during and after training.
(Let us know if there’s parts you don’t want to use)

Invites people to training

(So you don’t have to)

Generates Sign in Sheet

(So you don’t have to)

Generates Branded Flyer

If you if you want to ‘promote’ internally

PDF’s of Certificates

(can be co-branded with your logo)

Collects and Reports feedback

(So you don’t have to)

Complete Results Dashboard

(including trainer insights)


What are people going to do differently?

At the completion of training participants are encouraged to create an action plan, and invite an accountability buddy via their Orgmenta App.

In your Training Management Centre you have transparency to the action plans so you can see what people are going to do differently.

Want to get clear on impacts and measure success? Our system and expert consultants support you.


Our systems and people make it easy to identify how you’ll be able to measure impacts,
and then report on the success in the weeks or months after training.

Do you already have systems and wish they were automatically up to date?

It’s surprisingly easy to make it so that your system can automatically be up to date with all the training record details you need.

More than just a training provider - we are your Learning and Development Partner, we look forward to working with you, talk to one of our friendly expert consultants today.

Public Class Dates for
Sales Training Course

Details:

  • Time: 09:00:00 - 16:30:00
  • Small classes, average 5 people, max 16
  • Lunch and refreshments included
  • Pay on Invoice or by Credit Card

Questions:

  • Certificate of Completion (always available in the App)
  • Comprehensive courseware as books (& available in the App)

Wish you had a larger training budget?
With
you can give your team unlimited training
learn more

Location Date 1 Date 2 Date 3 Date 4
Sydney
Karstens Conference Centre, Canada House, Level 1, 111 Harrington Street Sydney NSW 2000
December 19
1.0 day course
$726.00
Filling fast
January 30
1.0 day course
$726.00
Filling fast
March 27
1.0 day course
$726.00
Filling fast
May 19
1.0 day course
$726.00
Filling fast
Melbourne
Karstens Conference Centre, 123 Queen Street Melbourne VIC 3000
December 19
1.0 day course
$726.00
Filling fast
January 30
1.0 day course
$726.00
Filling fast
March 27
1.0 day course
$726.00
Filling fast
May 19
1.0 day course
$726.00
Filling fast
Brisbane
PD Training Pty Ltd, Level 2, 21 Mary Street Brisbane QLD 4000
December 19
1.0 day course
$726.00
Filling fast
January 30
1.0 day course
$726.00
Filling fast
March 27
1.0 day course
$726.00
Filling fast
May 19
1.0 day course
$726.00
Filling fast
Perth
ATI Mirage, Cloisters, Level 1, 863 Hay Street Perth WA 6000
December 19
1.0 day course
$726.00
Filling fast
January 30
1.0 day course
$726.00
Filling fast
March 27
1.0 day course
$726.00
Filling fast
May 19
1.0 day course
$726.00
Filling fast
Adelaide
International Visualisation Centre, 19 Young Street Adelaide SA 5000
December 19
1.0 day course
$726.00
Filling fast
January 30
1.0 day course
$726.00
Filling fast
March 27
1.0 day course
$726.00
Filling fast
May 19
1.0 day course
$726.00
Filling fast
Canberra
Dialogue, 4 National Circuit Canberra ACT 2600
December 19
1.0 day course
$726.00
Filling fast
January 30
1.0 day course
$726.00
Filling fast
March 27
1.0 day course
$726.00
Filling fast
May 19
1.0 day course
$726.00
Filling fast

When you book a Public Class with PD Training you can expect:

Activities and discussion

To Be Engaged All Day

Activities and discussion for engaged learning all day.

Real world trainer

An outstanding trainer

On average PDT trainers have 15 years industry experience 7 years training experience.

Tailored training

Focussed on you

We always tailor activities and scenarios to be relevant to you.

Transfer policy

100% Transfer Policy

If an unforseen event prevents public class attendance, no problem. Transfer to new person, course, date or city.

Refresher course

Refresher Course $0

In-House and Public Class participants are welcome to join a public class in the same topic for 12 months.

Confidence of booking

Acclaimed Provider

The confidence of booking with an acclaimed multi national training company.

eLearning and video

Multi-modal Reinforcement

Support, reinforcement & extension eLearning and videos in the App.

Orgmenta app

Embed Learning A great training course is only the beginning to lasting change.

To help you get lasting change from training we engage your participants

Before training

Pre course activity & chat with the trainer about personal learning goals

During training

At the course conclusion participants are encouraged to add an action plan and select an accountability buddy

After training

  • Participants can access course materials and extension content + more
  • If they picked an accountability buddy, they will have that meeting as well

We welcome your participants for Refresher Training on our public classes at no cost for 12-months (subject to availability)

All made easy via our orgmenta participant app

More ways we can help achieve lasting change include:

1. Make it Stick Packs - 6 months of 10-15 minute activities to run at meetings

Designed to be easy to use for Team Leaders, Managers, Trainers or other nominated Learning Champions these packs have 6 simple and quick activities to reinforce learning from the original course.

When you choose this option, we provide your nominated Learning Champions with a 3-hour session in how to run the activities so they have the resources and confidence to integrate these into your normal team meetings or as stand alone lunch 'n' learn sessions.

Make it Stick packs are available for all PDT Signature Series courses.

2. Follow-Up Coaching by our Trainers

Our Trainers can come back onsite and run coaching and reinforcment sessions for your team members. These sessions are most commonly 90-minutes long, and are designed to help people share and collaborate, helping them gain insights and confidence to apply what they learned so you see value from the investment in training with a lasting change.

Our purpose is to deliver lasting impact, and we believe this is a powerful step in achieving lasting change, so to encourage you to give your people that extra opportunity to really see change, if you book a follow up session within 90-days of the original course date, we’ll come back onsite for 1/2 price.

3. Physical Products - visual reminders to keep key concepts alive

Many of the 'aha' moments in courses can come from the increased awareness of ourselves and our colleagues, these come through the REACH Profiles that is integrated into many of our courses.

The insights lead us to better recognise our tendencies and strengths, understand how to be more mindful of adapting to the needs and preferences of our team and our customers.

The insights are put into practice by appreciating the benefits of our diversity and either learning to adapt or implementing a strengths-based management approach.

We have a great range of high quality products that can keep these impactful moments top of mind back in the workplace.

REACH to my Team
Visualizer / Reminder

The REACH Team Visualizer/Reminder can be used in multiple ways in both training and in the office. When displayed in a high traffic area REACH will be kept top of mind. Below are guidelines for use of the REACH Team Visualizer / Reminder which is also in downloadable format.

The REACH Team Visualizer / Reminder comes in two sizes of A0 841 x 1189 mm and A1 594 x 841 mm and is made from a sturdy 5mm corflute.

REACH to my Team Visualizer / Reminder guidelines for use

  • For this activity the simplest way to plot all participants on the REACH Grid is by generating TEAM Insights Report from the REACH Ecosystem which will give the position of everyone participating.
  • Place the REACH Team Visualizer / Reminder on a flat surface, preferably a wall, where it is clearly visible. Ask participants to mark their REACH position on the grid with a sticky dot. Recommend that participants put their initials on the sticky dot so they can easily locate themselves later. Each person’s REACH can revealed one at a time in a group activity. This allows for everyone to identify the dynamic that they will have with each other. Are they in the same quadrant or are the polar opposites? How do they "REACH" each other?
  • When you construct this activity with participants who have not seen their REACH score, they begin to develop a sense of self-awareness and their blind spots as well as of those around them.
  • The REACH Team Visualizer / Reminder is a powerful way to keep Team Dynamics and REACH alive. It can be revisited on a regular basis, people can be added, removed or moved by simply adding, removing or moving dots.
Download REACH Team Dynamic Visualiser guidelines

Keep it Alive
REACH Cubes

REACH Cubes are designed to build empathy and grow an appreciation for thinking differently. They encourage productive and positive interactions in the workplace, workshop or personal development sessions. They can be used in any creative way to grow REACH and below we have provided two recommended activities for use. The REACH Cubes pack comes with 4 REACH Cubes one representing each REACH Quadrant. Each REACH Cube is 7.5 cm squared and are made from durable EVA Foam.

Keep it Alive REACH Cubes Activity 1 – Thinking Outside the Square

When people are participating in activities during REACH workshops, training or personal development sessions provide each participant with a REACH Cube and ask them to complete the activity or interaction Thinking and Behaving based on what REACH Cube was provided to them.

Are they the Advisor focused on detail and doing?

or a Coach focused on People and Action?

This brings a whole new level of empathy building and appreciation for the strength of thinking differently.

Keep it Alive REACH Cubes Activity 2 – Grow Your REACH in your space

After REACH has been introduced using the REACH Training continue to keep REACH alive in the workplace by providing each person with a set of 4 REACH cubes to take back to their work space.

Personal REACH and the REACH of their colleagues can be grown by using these cubes on a regular basis with these great ideas:

The Desk Stack:

Stack your REACH Cubes on your desk and on top of the stack place the cube that is reflecting your current REACH zone. Ensure that you have the side that says “Thanks for dropping by, right now I am in my __________ quadrant” facing outward so those approaching your work space know how you are feeling and acting at that current time. This is designed to help those around you recognise different behaviours/responses they may or may not receive from you based on the situation and REACH zone.

Think Before I Act:

Use your REACH Cubes to be mindful of your interactions with others. Whilst interacting use the cubes to review your behaviours and actions. Take up the cube of the quadrant you currently feel you are in and review these sides: Think before I act: Is this what I need to be right now? Flip the cube over to the side of the profile overview and think about the style in which you are Communicating, Conflict-handling, Delegating etc. Is this what you need to be to REACH the person you are interacting with? If not find the REACH Cube that best suits the situation and maximises your REACH with that person and use the profile overview to help guide your interaction.

Download REACH Cubes Activity File

Learn to REACH
Labels

Learn to REACH Labels are a great low-cost substitute for the REACH Caps or REACH Cubes or the more physically interactive REACH Floor Mat. They work well in small and large team activities and can be used as a quick way to identify how others act and think through a different quadrant that is not theirs. They can learn to appreciate the different communication, conflict handling, delegating, planning and learning styles of others and through this increase their REACH.

The REACH Labels are made of a high quality fabric sticky labels that are designed to last all day training sessions.

These work well after training when stuck to people’s monitors or workstations.

View all of the REACH Training and reinforcement products Here
Not exactly what you needed? Try other courses in the Sales Training Courses Category


Sales Training
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