Individual Course Rental

You can rent access to individual courses for 30 days or 12 months.

Yours for 24 hours. If the course is not for you, simply cancel within 24 hours of purchase and your investment will be refunded in full

Click on a course name on the left for more information

For pricing and purchasing, click the pricing menu on the left

< Back to Sales Training Courses

The modules for this sales behaviour will assist you to:

• Discover your preferred selling style.
• Explore the 4 stages all salespeople must progress through to become a Top Dog.
• Develop a continuous improvement program.
• Apply TOP DOG’s 10 Golden Rules to enhance your sales career.
• Create a personal development plan.
• Emulate the characteristics of High-Performance Salespeople and continuously add value to self.
• Establish your Xtra Factor rating.
• Identify your current level of sales growth. Develop an “A Team” approach to your career.

When you purchase The Journey to Top Dog 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process. < Back to Sales Training Courses

Objective:

New Business is the lifeline of every business. The modern day market place won’t allow unskilled salespeople to simply quote and hope and expect to gain their business.

The current sales model is clearly broken. With margins falling every year and support revenue being continuously eroded by competitive tactics and poor sales processes, many businesses must sell up to 50% more today to make the same profit they made 5 years ago. To compete effectively today, the fact that we need to reinvent the way we sell is clear to most management & salespeople; what is not clear is how to do that.

This course demonstrates the process and system to gain to multiple new sales opportunities.
The course includes 30days access:

VMarketing

Here salespeople will be able to create personal marketing videos to become a Key Person of Influence and carry out the Tsunami Marketing activities.

Electronic Daily Itinerary

The daily itinerary measures the daily productivity of the salesperson with points awarded for each activity that advances new business progress. The points provide a benchmark to gauge productivity.

At the end of this course, participants will be able to:

• Dramatically increase new business development and profitability.
• Confidently prospect for new business and increase territory or account penetration.
• Position with the only 4 ways to grow territory profitability.
• Create a Tsunami Marketing program to create customer enquiries, brand awareness and generate
• Present as a “Key Person of Influence” to new prospects.
• Identify their ideal customer profile.
• Accurately measure daily productivity.
• Model sales territory for profit.
• Design a territory management program to maximise profitability.

When you purchase New Business Development 30day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Outstanding Results
People who complete this course:

• Dramatically increase new business development and profitability.
• Confidently prospect for new business and increase territory or account penetration.
• Demonstrate a “Selling on Purpose” approach to account development.
• Employ structured questioning skills.
• Sell concept before product.
• Identify their ideal customer profile.
• Develop a “High Yield” telephone prospecting script.
• Overcome telephone obstacles.
• Accurately measure daily productivity.

V Marketing
New Business Development provides access to SalesXtra V Marketing tool. Here salespeople will be able to create personal marketing videos to become a Key Person of Influence and carry out the Tsunami Marketing activities.

Electronic Daily Itinerary
The daily itinerary measures the daily productivity of the salesperson with points awarded for each activity that advances new business progress. The points provide a benchmark to gauge productivity.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Workbook for each course
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

Objective:

A professional telephone prospecting call starts with an introduction and then directs the prospect through the 5 stages of influencing and persuading.
In this course you will learn:

• How to design a telephone call to obtain a telephone call with a new senior buying influencer.
• How to deal with the most common buyer objections to a first meeting.
• How to make a prospecting call from a referral.

At the end of the course, participants will be able to:

• Develop a “High Yield” telephone prospecting script.
• Learn how to open a call to ensure high-receptivity.
• Confidently respond to telephone obstacles.
• Employ persuasion strategies to engage the customer in the discussion.
• Employ the AIDCA formula to provide evidence and influence the need to meet.
• Confirm the appointment and control the meeting agenda.

When you purchase Telephone Prospecting 30day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5 day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

Selling on purpose means that every activity and every question is asked ON Purpose to a PURPOSE.

Objective:

The skills & strategies provided in this program provide a platform for the salesperson to control the sale through reflexive questioning techniques, negotiate from power and convey confidence to the customer when faced with difficult selling situations.

Module I: 7 Question Challenge

This vibrant selling strategy introduces a remarkably effective skill in dealing with low receptive buyers.

Module I Introduces salespeople to the power of structuring intelligent questions to raise buyer’s receptivity to the need for change. The sequence demonstrated, allows the salesperson to follow a proven process and remain in his/her comfort zone and persuasively open the Customer's mind to considering alternative solutions.

Module II introduces the communication skills required to turn questions into conversation.
The module demonstrates a variety of applications for the questioning process and providing insight into the traps for unwary salespeople. The learning assists in personalising the skills in the participant’s unique selling situation.

Module III Demonstrates the questioning process in a telephone prospecting situation.


Key Learning Outcomes:
At the end of this workshop participants will be able to:

• Competently discover buyer information with a series of structured questions.
• Adopt a very strong "asking" style of selling to develop accounts to their full potential.
• Recognise, and position with, the buyer’s level of receptivity to change.
• Gather information on Primary Needs.
• Hold back on discussing solutions until the buyer has revealed direct needs for change.
• Call for pre-commitment prior to presenting their product/service or solution.
• Handle obstacles associated with low receptivity to change.

Module II: Control the Sale with Questions

Introduction:
In this program participants will take part in a series of exercises designed to assist the Salesperson to retain control of the sale and prevent obstacles from developing as a result of poor sales processes.

Key Learning Outcomes:
At the end of this workshop participants will be able to:

• Use reflexive question strategies to maintain control of the sales direction.
• Provide information and call for customer understanding.
• Answer a question with a question.
• Answer with a question and add on a request for action.
• Search out the thinking behind the Customer's question.

Module III: Sell Concept Before Product

In this module participants will assist a salesperson to overcome an assertive/hostile customer who is currently satisfied with the existing supplier and is extremely low receptive to change.
This is a fun exercise that contains several larger than life exercises that hopefully salespeople will never experience; it does, however, serve to demonstrate that “behaviour breeds behaviour”.

Key Learning Outcomes:

• Focus the customer’s attention on to the current product or service being used.
• Discover the selection criteria previously used.
• Confirm that benefits have been gained from current product/service.
• Summarise and gain agreement on the value of considering new solutions.

Module IV: Handling Procrastination

An obstacle is any response or action by a buying influencer that impedes or interrupts progress in the sale.

In this program participants will meet with a low assertive customer who is reluctant to advance the sale even though there could be great benefits.

The salesperson's ability to handle this unexpected "Moment of Truth" relates directly to their preparedness and readiness to face the unexpected.

The goal when meeting an impasse is to regain momentum as quickly as possible to avoid the sale cooling off or even worse the opposition assuming a lead role. With a low assertive person this can be a particularly difficult and frustrating task. Naturally cautious by nature, this type of customer tends to baulk at change quite readily if left to their own decision-making pace.

Key Learning Outcomes:
Participants will discover a 5-step process in maintaining momentum; Each step is designed to advance the salesperson’s action plan and ensures that the customer feels confident about making a positive decision.

When you purchase Selling on Purpose 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

Essential for all sales, customer service staff and management

This essential program provides a structured approach in a business-to-business "Needs Analysis" through Tactical Probing Skills.

The information gained through Tactical Probing Skills will allow the salesperson to match unique selling points with the Customer's dominant buying motives and so bring an intensity of focus to the presentation that is rarely available without strategic planning.

The unique “gearbox” style directory assists in delivering the concept of “Selling on Purpose”, where activity is done on purpose to a purpose.

Information is the Number one priority in negotiating a successful outcome.
Customer’s only ever buy when the Issues they don’t want or Results (benefits) they may want but not have. This exceptional course will help salespeople to partner with their customers and use their superior communication skills to raise receptivity to new ideas and solutions.

Key Points:

• The 4 Key elements of Tactical Probing Skills (O.P.E.N. Formula).
• Avoiding the common selling traps in the needs analysis phase of the account development.
• Analysing buyers' statements of needs.
• Connecting probing sequences using the ASK-LISTEN-FEEDBACK communication system.
• Recognising account development opportunities.
• QPSQ graveyard of the Salesperson.
• Maintaining momentum in account development
• Close the sale through the eyes of the buyer.
• Case Study featuring low-receptive customer situations.

Case Study:
Meeting a competitive negotiator
Discovering the size of the customer’s problem
Gaining pre-commitment
Maintaining control of future account development.

Key Learning Outcomes:
>At the end of this program participants will be able to:

• Structure a needs analysis process using tactical probing skills to encourage the Customer to discuss freely the need for new solutions.
• Develop strategies to discover and position with the SIZE of the Customer's problems.
• Adopt a very strong "asking" style of selling to develop strategic accounts to their full potential.
• Distinguish between statements of direct and indirect needs.
• Project a "consultants" image during the needs analysis through tactical probing skills.
• Discover and position with, the Customer's dominant buying motive.

When you purchase Tactical Probing Skills 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

P.R.I.S.M. “Solution Selling” generates astonishing results with a sales process designed to maximise the outcome of account development.

We take a very sophisticated and complex sales development system and turn it into a very simple ready-to-go system packaged neatly in a box. This minimises the pain in change.

P.R.I.S.M. SOLUTION SELLING
Highly Effective Sales Process.
Repeatable: Predictable: Scalable: Measurable:
Nothing is left to chance!
No accidental good fortune involved.
No stress….No hard luck stories…Just 100% effective systems.

P.R.I.S.M. Solution Selling sales process is geared to creating uncontested market space with a compelling business proposition which makes competition irrelevant.

The process maximises profitability for the business and improves business processes for the customer. A true Win-Win.


GOOD FOR THE CUSTOME Solution Selling leads to a compelling business proposition where the return on investment clearly exceeds the outlay.

GOOD FOR THE BUSINESS Unique sales approach creates a “Sustainable Competitive Advantage” that will enable the business to attain a sustainable winning position in the market with respect to your major competitors.

GOOD FOR THE SALESPERSON When the effectiveness of the sales process is improved, the volume and rewards from the same amount of effort are automatically improved.

The emphasis will never again be product v product it will be totally focused on the added value of the solution.

At the end of this program participants will be able to:

• Clearly articulate why solution selling is:
  – Good for the Customer?
  – Good for the Company?
  – Good for the Salesperson?
• Understand all components of the P.R.I.S.M. Sales model.
• Use the P.R.I.S.M. Sales model to educate the customer on the benefits of new solutions and clearly articulate the measurable Return on Investment
• Employ the P.R.I.S.M. Solution Selling sales process and ensure the sales process is Repeatable, Predictable, Scalable and Measurable.
• Create P.R.I.S.M. vertical market analysis of all major vertical markets.
• Design an account development strategy with clearly defined advancing and supporting objectives.
• Employ the P.R.I.S.M. model to introduce solutions that match the customers’ stated needs and gain pre-commitment to preferred solution status with an acceptance of your competitive edge.
• Use the P.R.I.S.M. model to discuss the total investment and gain pre-commitment. Demonstrate your solution.

When you purchase P.R.I.S.M. Solution Selling
30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

`1 The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

Finessing the First Meeting is Part II of P.R.I.S.M. Solution Selling. This vital module demonstrates the art and science of controlling the meeting agenda at every stage in account development.

Key Points:

• Controlling the meeting agenda at every stage in account development.
• P.R.I.S.M. Discussion Document.
  The P.R.I.S.M. Discussion Document is a 4-page booklet. The document is the focal point for the meeting agenda and provides the process for an intelligent discussion on the customer’s current situation.
  Page 1 of the P.R.I.S.M. Discussion Document allows salespeople to control the meeting agenda and demonstrate their professionalism with a unique process that differentiates them from the competition.
  Pages 3 and 4 are used in the needs analysis process.
  Page 4 allows the salesperson to prepare an initial case for advancing the discussion.
• Competing with a “Me Too” approach and expecting the customer to change, for the sake of change, or a slightly lower price, rarely has the desired effect and generally results in frustration and wasted time.
• It’s vital to create the perception of professionalism and engineer Trust and Respect at every stage of account development. The P.R.I.S.M. report is designed to “WOW” the customer and clearly differentiate salespeople from both the current and competing suppliers.
• The organisation’s “Unique Value Statement” is one of your most essential messages. It's a powerful statement that describes how and why you are unique, and therefore differentiates you from your competitors.
  If you are having difficulty defining your Unique Value Statement, you can be sure that your potential customers are as well.

How can customers choose you if they are unable to quickly understand what's unique about what you do and why it should mean something to them?
Quite simply, without a Unique Value Statement matched to a sustainable competitive advantage, you risk becoming lost in a red sea of similar proposals.

At the end of this course, participants will be able to:

• Confidently prepare and agree the agenda for each customer meeting.
• Create a P.R.I.S.M. discussion document.
• Define and introduce a Unique Value Statement to demonstrate their differentiators.
• Design a short “elevator pitch”.
• Involve the customer in discussing their priorities for the meeting.
• Control next step in your account development action plan
• Employ the P.R.I.S.M reporting process

When you purchase Finessing the First Meeting 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

P.R.I.S.M. Needs Analysis is Part III of P.R.I.S.M. Solution Selling.

The purpose P.R.I.S.M. Needs Analysis is to provide an effective process of commencing an intelligent conversation on the need for change. People buy for their reasons… not yours. It doesn’t matter how much you see the need for a solution, until the customer sees the need in exactly the same way… the need simply does not exist.

Your customers only ever buy for one of two reasons:

ISSUES THEY MAY HAVE BUT NOT WANT
RESULTS THEY MAY WANT BUT NOT HAVE.

This essential program provides a structured approach, through the P.R.I.S.M. process, to conduct a business-to-business "Needs Analysis" with either an existing customer or a new prospect.

Using the unique P.R.I.S.M. process, salespeople will be the first to uncover the need for new solutions and bring the customer to action with a compelling business proposition.

Key Points:

• People buy for their reasons… not yours. It doesn’t matter how much you see the need for a solution until the customer sees the need in exactly the same way… the need simply does not exist.
  
  
• The 5 stages in every needs analysis: Relax / Disturb / Pain / Relieve / Advance.
  
  
• Uncover, and focus on, the customer’s dominant buying motive.
  
  
• The salesperson’s initial challenge is to prepare a P.R.I.S.M. Discussion Document showing “passive needs” common to the customer’s vertical market.
  
  
• Uncover passive needs and convert these into primary needs by displaying typical issues that customers in a specific vertical market may have but not want.
  
  
• Convert Primary Needs into Direct Needs.
  
  
• Provide tangible evidence of the need to continue to the next stage in account development.
  
  
• Request initial pre-commitment to the next advancing objective.
  
  

At the end of this course, participants will be able to:

• Prepare a P.R.I.S.M. Discussion Document showing “Passive Needs” common to the customer’s vertical market.
• Involve the senior buying influencers’ in calculating the size of the most obvious problem(s)
• Introduce strategies to engineer Trouble or Growth receptivity levels using operation surveys.
• Request initial pre-commitment to the next advancing objective.
• Schedule the next advancing objective and agree the anticipated outcomes.

When you purchase P.R.I.S.M. Needs Analysis 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

Explore Solution options is Part IV of P.R.I.S.M. Solution Selling.

One of the most powerful ways of introducing the benefits of your product or service is to present a P.R.I.S.M. Solution Analysis document with a pre-prepared series of “What would happen if ...?” questions.

These questions allow the salesperson to complete a hypothetical and conceptual discussion with the Primary Decision Maker on the future benefits that may be available IF it was possible to improve certain aspects of the business.

“What would happen if......?” scenarios are another way to ask the customer to describe the benefits of new solutions. They are a natural extension to Need Satisfaction Questions.

Successfully applied, this strategy develops the customer’s perception of the salesperson as a consultant to the customer’s business and significantly enhances all 5 customer decision factors.

Each scenario is presented to the customer as conceptual or hypothetical discussion points only, until the customer accepts the value of exploring solution options.

The response to the scenarios will allow salespeople to:

• Gain insight into the customer’s thoughts and vision of the ideal solution to their current situation and agree the criteria used to become the preferred supplier.
  
  
• Calculate the potential measurable benefits of each process improvement.
  
  
• Total the benefits and call for agreement on the total value.
  
  
• Ask for pre-commitment to the next stage in your account development plan
  
  

Using the unique P.R.I.S.M. process, salespeople will be the first to uncover the need for new solutions and bring the customer to action with a compelling business proposition.

Key Points:

• Explore solution options with a series of “What would happen if…” scenarios.
• Develop a Value Statement. Generate a “Compelling Business Proposition”.
• Isolate obstacles.
• Eliminate Quote and Hope Indicators.
• Employ Collaborative Negotiation Strategies.
• Finalise account development with the P.R.I.S.M. process.
• Surround Price with Benefits.
• Demonstrate the solution using the P.R.I.S.M. process.
• Complete a SWOT analysis on complex accounts.

At the end of this course, participants will be able to:

• Structure a series of “What Would Happen If…?” scenarios to gain insight into the customer’s vision of their ideal solution.
• Involve the customer in describing their key success criteria.
• Agree the criteria to become the preferred supplier.
• Calculate the measurable benefits of business process improvement.
• Check that the value is sufficient to move to the next stage.
• Agree pre-commitment to implement a solution before discussing price.
• Develop a “Value Statement”.
• Eliminate Quote and Hope strategies by recognizing that a proposal “confirms in writing everything that has previously been agreed to”.

Gaining agreement on key issues, prior to presenting any proposal, allows the salesperson to request pre-commitment to implement the solution. The proposal then becomes a confirmation of the discussion and implementation – not a quote.

< Back to Sales Training Courses

This course is concerned with the concept of “Selling through the Buyers Eyes”.

One of the key characteristics of High-Performance Salespeople is their ability to “Sell on Purpose”. This means that every action and activity is done on purpose to a purpose.



Selling through the Buyers Eyes requires the salesperson to understand and position with the 5 factors customers use, either consciously or subconsciously, to evaluate any proposal and purposefully develop strategies to influence each decision factor.

Before entering the final stage of the selling cycle or calling for buying action, it’s vital for both parties to openly acknowledge that the proposal is recognised as the preferred solution.

By standing in the customers’ shoes, and viewing the sales situation through their eyes, we can use these 5 factors to measure progress to becoming the preferred solution. Armed with this knowledge, salespeople will then be able to call for a buying decision with confidence.

Understanding and positioning with the 5 Decision Factors opens the door to premium pricing opportunities and pinpoints the precise percentage opportunity of completing the sales objective.

At the end of this program participants will be able to:

• Prepare ideas to “Fast Track” account development by positioning with the customers’ business priorities and personal needs.
• Understand the purpose & process of developing strategies to influence each of the 5 customer decision factors and satisfy their No1 sales priority.
• Use the traffic light system to identify the signals that indicate the way Customers are viewing their approach and progress in account development.
• Use the 5 Decision Factors rating system to highlight strengths and correct any weaknesses.
• Present proposals only when all 5 Customer Decision factors indicate a “70%+” success potential.
• Prepare strategies to influence each customer decision factor prior to taking the next action.
• Identify and position with the senior buying influencers.

When you purchase Selling Through the Buyer’s Eyes 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

Irrespective of the length of the buying chain, or the number of people involved in the buying decision, there are always the same buying roles present in every complex sale. A primary objective in planning Account Development Strategies is to discover these key players, their roles and their buying process.

Key Learning Outcomes:

At the end of this course participants will be able to:

• Recognise, and position with, the buying influencers that are common to every complex sale.
• Identify the characteristics of the Primary Decision Maker.
• Understand the Key Success Criteria of individual buying influencers.
• Position the sales proposal in order to meet the receptivity levels of individual buying influencers.
• Establish a "Pathfinder" to provide information and guidance in developing the account.
• Set strategies to maximise the impact of the solution in the buying influencer’s specific areas of concern

Key Points:

• The 4 Common Buying Influencers.
• Primary Decision Maker
• Secondary Decision Maker
• User Influencers
• Technical Influencers
• Selling concept before product.
• Pathfinder v Blocker.
• 5 receptivity levels.
• Positioning with buying influencers personal needs.
• Case Study. Positioning with the Buyer's Receptivity Levels.

When you purchase Positioning with the Buying Influencers 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

This course provides an exciting insight into the four customer behavioural styles known affectionately as Bulls, Owls, Lambs and Peacocks. Each of these individuals requires the salesperson to adjust their behaviour and mannerisms to retain the Customer in their comfort zone. Participants will discover the skills, guidelines and role models to maximise effectiveness in building powerful relationships.

Module 1

Demonstrates the reality that the silver bullet in both our business and personal life is the LIKE factor. We are more likely to do favours for people we like, vote for people we like, and all other things being equal, we are more likely to do business with people we like.

Module II

Introduces the concept of the 4 behavioural styles with 4 purposes:

• To enable participants to understand themselves better.
• To understand others (including customers) better and gain insight into their characteristics and motivation.
• To build stronger relationships and avoid “toxic” relationships developing.
• To assist in developing finely balanced teams.

Module III

Provides an opportunity for participants to analyse their own behavioral style and gain valuable insight into the way they relate to others.

Module IV

Introduces the 4 behavioural styles as customers. Participants will learn how to:

• Recognise the way each behavioural style likes to be approached in sales situations.
• Communicate with each behavioural style.
• Finesse the first meeting.
• Predict the negotiating style and strategy each behavioural style is most likely to adopt.

Module V

Challenges participants to test their ability to recognise and respond to the signals that indicate the way a buyer or management, needs the salesperson to communicate to maintain a collaborative atmosphere.
Toxic relationships between salespeople and potential Customer's develop when the salesperson is either unaware of, or ignores, the platinum rule in selling; "sell unto others as they like to be sold unto".

Module VI

Assists greatly in relationships with the participants behavioural opposites.

Toxic relationships develop when an individual is not aware of, or ignores, the need for flexibility in dealing with others. When any strength is overdone, it negates the value of self, others and destroys personal relationships.
This module highlights the need for flexibility in the sales approach together with an understanding of others personal needs to ensure conversation without confrontation.

Module VII

Allows participants to provide feedback to other team members on the way they view their behavioural style.

This feedback is especially useful in understanding others personal needs and assisting the individual to recognise that not everyone may see them the way they see themselves.

Participants will also be able to analyse the behavioural traits that are necessary for their current job role and compare the results with their behavioural style analysis. This module is often the catalyst in modifying individual’s behaviour.

When you purchase Interpersonal Selling Skills 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

Objective:

In this fascinating program participants will learn how to employ Solution Selling Strategies to develop accounts to their full potential with a compelling business proposition that promotes engaging as a business partner.
A win-win “Business Partnership” is defined as:
A situation where both manufacturer/supplier and the Customer are an essential part of each other, and each party is working to support the objectives of the other in a win-win relationship.

Case Study:

Employing the 5 Customer Decision Factors to develop a business partnership with a strategic account.

At the end of this program participants will be able to:

• Design a compelling business proposition where the “Return on Investment” far exceeds the initial purchase.
• Complete all stages in the solution selling process.
• Develop strategies to obtain, maintain and/or develop key accounts.
• Identify strategic accounts that provide opportunities for win-win business partnerships.
• Conduct an audit of past performance and forecast the future innovations that are required to develop the business partnership approach.
• Develop a unique selling proposition.
• Recognise opportunities to strategically develop the Customer's business with a focus on improving overall business efficiency.
• Measure the sales processes employed to gain an accurate assessment of the account development potential.
• Present a compelling business proposition solution as a unique selling proposal that provides added value and supports the business objectives of the Customer.
• Negotiate a win-win settlement that provides opportunities for continual growth and add-on sales opportunities.

When you purchase Compelling Business Proposition 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

Performance Appraisal
Interactive checklist provides an accurate rating of the individual’s performance.

Interactive action planning tool
System allows each individual to create a 5-day action plan to implement the learning.

Course Workbook
SalesXtra learning acts as a Digital Sales Playbook. The system contains a collection of tactics or methods that demonstrate the roles and responsibilities of the sales leader and salesperson.

The Digital Sales Playbook is the SCIENCE component of account development, it provides the platform for individual salespeople to apply their personal ART to the sales process.

< Back to Sales Training Courses

This very popular course commences the trio of negotiation programs. This learning provides an opportunity for individual’s to gain an in-depth understanding of the negotiating process through the eyes of experienced and competitive buyers.

Target Audience:

Management: Buyers: Salespeople: All staff interfacing with customers:
Any person considering a significant “personal purchase” in the near future:

Purchasing Case Study:

The case study involves purchasing a ride-on lawn mower. This is an unusual item of equipment that few people will ever purchase. However, all the skills necessary for a large capital equipment purchase or a personal purchase will be necessary to successfully complete the case study.

Key Learning Outcomes:

At the end of this program participants will be able to:

• Analyse their own unique negotiating style and recognise the strengths and weaknesses of their personal profile.
• Develop strategies and negotiation tactics to maximise the material outcome and retain the personal relationship.
• Discover the material expectations of the other party and adjust these expectations downward when required.
• Prepare strategies prior to negotiation to achieve a better settlement.
• Conduct a competitive negotiation.
• Understand the necessity to prepare an opening position, settlement objective and fallback position prior to commencing the negotiation.

Key Points:

• Preferred Negotiating Style Analysis.
• 5 Negotiating Outcomes.
• The Two Basic Negotiating Styles.
• The Negotiating Matrix.

When you purchase Buying Negotiator’s Personal Workshop 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

< Back to Sales Training Courses

Negotiating is an art form.
It instils its possessor with a great power.

Essential for Anyone Involved in Negotiation.

A very powerful course designed to assist buyers to negotiate better settlements on any purchase or for salespeople to understand the strategies employed by competitive buying negotiators and develop counter tactics.
Skilled buying negotiators always develop a set of well-rehearsed tactics that have proven to serve them well throughout their various negotiations and so enhance the likelihood of gaining a better settlement.
Salespeople, who are not consciously aware of these tactics inevitably, and consistently, find themselves with a lesser result than anticipated.

Target Audience:

Management: Buyers: Salespeople: All staff who interface with customers: Any individual who may be considering a significant “personal purchase” in the near future:

Negotiation has been described as:

• Getting your own way.
• A process of bargaining to reach an outcome.
• The trading of concessions aimed at reaching an acceptable compromise. Or
• Persuading the other party to do business on your terms.

However it is defined, it reduces to a process of bargaining or trading in an effort to effect a transaction that each party would like to result in benefit for themselves.

At the same time, each party realises that they may have to settle for a little less, or sometimes even a lot less, than they would like, depending on how desperate they are to arrive at an outcome. This means that the outcome of a negotiator can vary according to the circumstances.

The buying negotiator’s skill at extracting concessions is displayed through their use of negotiating strategies to obtain additional concessions from salespeople.

Key Learning Outcomes:

• At the end of this program participants will be able to:
• Organise Negotiation into the 4 stages of Preparation: Preliminaries: Bargaining: Finalising:
• Recognise and Position with Competitive Buying Negotiating Strategies:
• Prepare a negotiating “Shopping List”.
• Gain the Negotiation Initiative.
• Adjust the other party’s outcome expectations in the preliminary stages.
• Introduce limited “Intimidation” tactics.
• Draw the other party into revealing their opening offer.
• Neutralise the other party’s strengths.
• Alternate negotiating styles.

10 Negotiating guidelines for buyers:

1. Include a satisfactory situation for the salesperson.
2. Study the salesperson during the preliminaries.
3. Reaffirm that this is a competitive negotiation
4. Don’t be afraid to bid lower than expected.
5. Learn not to give in too easily.
6. Use time to your advantage.
7. Make a shopping list.
8. Confirm all concessions as they are donated or traded.
9. Introduce Straw Men.
10. Test for a collaborative option.

When you purchase The Competitive Buying Negotiator 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

< Back to Sales Training Courses

A Collaborative negotiating approach ensures that both parties
maximise their individual “wins”.
Collaborative Sales Negotiators don’t haggle over dividing the pie,
they work with the customer to create a bigger pie.

This course is designed specifically for salespeople to counter strategies employed by the competitive buying negotiator.

It is often said that there are only three ways to make more profit. Raise prices, sell more at the same rate or cut costs.

This course adds a fourth dimension:

To achieve greater profitability in today's modern business environment, there is a specific requirement to develop the skills which enable Negotiators to
NEGOTIATE A BETTER SETTLEMENT.

Target Audience:

Sales Management, Salespeople, Account Managers.
Buyers wishing to learn sales negotiation strategies.

Introduction:

A collaborative sales negotiator:

• Provides high perceived added value to the customer.
• Encourages the customer’s involvement and support for a high margin solution.
• Thinks strategically.
• Is Creative and entrepreneurial.
• Closes the sale by negotiating for both parties to profit.
• Enjoys higher than average margins results.
• Faces competitive situations with confidence.

Key Learning Outcomes:

• Develop a negotiating strategy using the 5 total performance guidelines in negotiating profitable sales.
• Clearly identify the cost of any concession that is being considered and the value of it to the other party.
• Obtain the Customer's "shopping list" before commencing the bargaining stage of the negotiation.
• Focus attention onto the dominant buying motive at each potential impasse phase of the negotiation.
• Recognise the four major causes of an impasse and position the negotiation strategy to avoid the impasse occurring.
• Project personal power into the negotiation whilst maintaining a collaborative "win-win" atmosphere.
• Prepare a strategy to counter the major tactics buyer's use in gaining maximum concessions.
• View the negotiations through the eyes of the buyer.
• Recognise the difference between selling and negotiation.
• Employ the P.R.I.S.M. pre-proposal strategy to ensure the solution has been accepted and there is a clear desire to proceed with the proposal before the negotiation commences.
• Organise negotiation into four stages: Preparation : Preliminaries : Bargaining : Finalising.
• Use the power of information to negotiate a win-win settlement.

Key Points:

• Project a collaborative approach so that both parties maximise their individual wins.
• Work with the other party to provide added value and build long term business partnerships.
• Focus on the overall result rather than scoring minor negotiating points.
• Search for areas of common ground to resolve differences.
• Listen to the customer’s viewpoint and look for alternatives to satisfy the needs of both parties.
• Explore mutual interests to build win-win outcomes.
• Display creativity in problem solving and conflict resolution.
• Build a persuasive case for their negotiating points from a “YOU” perspective.

The 10 Negotiating Guidelines for Collaborative Sales Negotiators:
1. Include a satisfactory situation for the other party also.
2. Aim High
3. Know your customer before you start negotiating.
4. Don’t give away information or concessions without getting an equal amount back in return.
5. Learn not to give in easily and begin conceding too soon.
6. Keep the whole package in mind at all times.
7. Negotiate at your pace; don’t be rushed to concede with the promise of a speedy conclusion.
8. Keep searching for variables to trade and achieve acceptable compromises.
9. Don’t let the customer manipulate your attitude.
10. Test for a quick commitment but be prepared to negotiate using time.

When you purchase The Collaborative Sales Negotiator 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

< Back to Sales Training Courses

Test your negotiation skills and benchmark against your team members

Negotiating for Profit is a very popular, non-multi-media, course designed to challenge participants to complete a negotiation case study as both a buyer and a seller.

Target Audience

All staff.

Introduction:

This case study places the salesperson into a negotiation where they must use all the skills of a professional buyer plus the persuasion skills of a salesperson in order to achieve the maximum outcomes from the case study.

The case study explores the participants understanding of negotiating personal power and their ability to influence others to their ideas and objectives.

There are 9 scenarios in the case study. Each scenario contains multiple choice options with a comparison response to the selected option.

The objective is to complete the negotiation in the least amount of options and record a rating of 100%.

Key Points:

When influencing & persuading participants will learn to:

• Be influential in meetings and negotiations.
• Be creative in developing win-win opportunities.
• Sound confident and reassuring.
• Gain commitment to their plans and objectives.
• Be intuitive in satisfying the other party’s personal and organisational needs.

When displaying “Personal Power” participants will learn to:

• Be assertive and confident in all situations.
• Set the agenda for the negotiation.
• Display a high tolerance to negotiating discomfort.
• Persist with the other party and focus on achieving the desired outcome for both parties.
• Finalise the negotiation.

When you purchase Negotiating for Profit. 30-day Rental you can expect:

To be contacted within 24 hours
Your SalesXtra coach will contact the nominated person within 24 hours to assist with set-up and performance appraisal.

< Back to Sales Training Courses