Advanced Business Sales

A program for Telstra Business Accredited Partners Sales Staff

If you want to over-achieve your targets then this workshop is for you. Invest the time to learn confidence-building, cutting-edge methods of
winning sales the easy way.

This two day workshop has been specifically designed to give you the edge in your sales activities. You’ll expand upon foundations skills
that you may already have and focus on advanced techniques that are
easy to use.

This can have a massive impact on your success in selling in a
complex, solution-based environment.

This workshop will help you to:

  • Choose the opportunities where you should be spending your time
  • Conduct strategic discussions with your senior level customers
  • ‘Package’ yourself as a leading telco expert rather than some ‘sales rep’ who doesn’t command any respect
  • Uncover hidden needs and decision blockers. Use advanced questioning techniques to discover a customer’s key business drivers and motivators
  • Make it easy for clients to say YES. Present your solutions with
    quantifiable value to reduce ‘haggling’
  • Use simple psychology to manage objections well and create potential up-sell opportunities
  • Enjoy closing. Develop and articulate clear and comfortable closes
  • Walk away with tools and techniques that you will use including the Customer Opportunity Plan, the Matrix questioning method, and
    numerous business models you can use in your discussions

Format

  • Two day intensive program
  • Discussions - Learn new techniques
  • Individual and group activities - Try strategy and planning models with your own situational data so that you gain instantaneous value
  • Case Study Simulations - Try new sales and influence techniques in a realistic but safe environment. There’s no better learning than ‘doing’ and with a variety of mini-simulations through to full simulated customer meetings, you’ll learn a lot
  • Your facilitator and senior Telstra sales professionals will mentor you during the simulations

  

Further Information

If you are a Telstra Business Accredited Partner Sales staff member and would like to attend the Advanced Business Sales workshop, please contact either your LBSM, or:

National Coordinator, Rodney Bellman
Email: rodney.bellman@team.telstra.com
Telephone: 0407 973399  

or

Andi Black, The Learning Company
Email: andi@thelearningcompany.com.au
Telephone: (03) 9696 8889

 

If you are not a Telstra employee but are interested in attending a generic version of this workshop, or if you are from a company and would like to discuss having your own Advanced Business Sales workshop custom designed to suit your business, please contact Andi.

 

If you have already participated in the Advanced Business Sales workshop, please login here with the details that have been provided to you. If you have lost your password, please contact Andi to have it resent.