Prosell Sales Training in Sydney, Australia | Education
Prosell Sales Training
Locality: Sydney, Australia
Phone: +61 2 9007 9833
Address: 119 Willoughby Rd, Crows Nest 2065 Sydney, NSW, Australia
Website: https://www.prosellsalestraining.edu.au
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25.01.2022 New App WINS Best Employee Onboarding Solution at 2017 DevLearn Demofest in Las Vegas https://www.hr.com//new-app-wins-%E2%80%9Cbest-employee-on
25.01.2022 Selling Strategy http://www.prosellsalestraining.edu.au//251-selling-strate
24.01.2022 Customer Service Keeps This Family Owned Plumbing Supply Wholesale-Retailer Flush https://www.forbes.com//customer-service-isnt-in-the-toi/
24.01.2022 What does sales training involve? Good sales training is a process that covers the development, design, delivery and review of sales training and its effectiveness. Development is normally a gap analysis that seeks to identify the gap between the desired state where you want to be in terms of both performance and skills, and where you are now. Design requires a professional instructional designer to create training that focuses on the needs identified to fill the gap and to... create exercises and test and prove that the individuals now have a the knowledge and skills to perform more effectively. Delivery requires a professional sales trainer to take the participants through an interactive process where they explore, practice and improve the key skills needed to enhance performance. The review process seeks to answer three questions. Are they using the skills? Are they using the skills to the standard required? Are the skills making a difference to results? Published by Team Prosell #salestraining Learn more https://www.prosellsalestraining.edu.au/training-programs
23.01.2022 50 Signs of an Unhealthy Organisation The elements that research has shown have a major impact on commercial performance. Find all 50 here: https://www.prosellsalestraining.edu.au//278-50-signs-of-a
23.01.2022 What is a sales training course? A sales training course typically focuses on the key skills needed for the salespeople to be effective. Most sales training courses cover the fundamental skills needed in any sales role. These skills include making the initial approach to the customer, conducting a sales meeting or sales conversation, identifying customer needs and requirements, presenting your solution in line with those needs and requirements, concluding the sale, and dealin...g with any objections or issues that may arise. Find out more here: https://www.prosellsalestraining.edu.au/training-courses Published by Team Prosell #salestraining
23.01.2022 The Service Profit Chain and its relationship to Improved Performance Read on here... https://www.prosellsalestraining.edu.au//368-the-service-p
23.01.2022 Why is sales training necessary? Sales training is particularly important for those who are new to the sales profession. There are some absolute rights and wrongs when selling and inexperienced people can make mistakes that cost many companies a lot of money. Customers also have a clear expectation as to how they want to be treated and poor quality, high-pressure selling erodes trust and drives customers away. Training is also essential for any salesforce, to achieve the foll...owing things: To understand what works and what does not To agree the right type of activity that will produce results To know what skills are likely to work To understand the standards expected in the workplace To have an agreed set of skills that can be coached and developed To develop strategies that differentiate from the competition To know the best way to deal with the customers objections and concerns To develop the most effective way of presenting your products or services To agree the use of collateral and all the tools that support the sales operation Sales training is available in a number of ways from a number of suppliers. The following is a brief list of the different ways in which sales training can be delivered: Through online learning, either by subscribing to a service to provide sales training content, or to have your own sales training content developed Using sales trainers or sales professionals to deliver training courses in house Engaging a company that can provide you with a professional sales training facilitator Engaging with a company that can customise and design training to meet your specific requirements All sales training companies and sales training facilitators have an online presence. Nearly all have websites and Linkedin profiles Published by Team Prosell #salestraining
21.01.2022 The Missing Link In Sales Performance http://customerthink.com/the-missing-link-in-sales-perform/
20.01.2022 Why does sales training fail? There are four main reasons why much sales training fails to change performance or the bottom line results of an organisation. Relevance - the problem with 90% of the sales training out there is that it is pre-prescribed content and all of the research tells us that the training is not properly customised, then it has very little chance of being implemented. As soon as a salesperson thinks that they are covering subjects that are not relevant fou...r the beer industry, or they think that this content would not work with my customers, then they lose the desire to apply any of the skills. Value - this is again an issue about customisation. If we do not customised sales training as a result of a proper skill analysis, then there is a very real danger that the content will add very little value. Either it will spend too much time on skills and subjects that people have already mastered, so they get bored and disinterested, or not enough time he spent on those things that the salespeople currently find a real challenge, so they get frustrated that they are not improving in areas that they know are important to them. Practice verses content almost all sales training courses make the mistake of too much content and not enough practice. We know that people develop skills through one mechanism, practice, and feedback. At least 40 percent of any sales training course should be practice and feedback. Sufficient analysis should be down so that we know the skills that need to be developed in order to improve performance. The training course should only cover these areas. Consider what world-class coaches do to develop the skills of prime athletes. They focus on one skill at a time, practice it until the skill has improved, and then move on to the next area. In contrast, sales training courses try and cram in as much content as possible in limited time, and leave little or no time for practice. The salesperson is then left with 100 different things to go away and try and implement having not practiced, and therefore not grasped, any of them. We then expect the salesperson to go and effectively apply all the new skills and ideas that have been covered. This is a ludicrous assumption and it is no wonder that sales training often confuses rather than improves. Workplace follow-up all the research tells us that 86% of skills covered in a sales training course fails to transfer into the workplace. There are a number of reasons for this, but the most important one is that training is not following up by workplace observation, support, coaching and development. Real skill development takes place in the workplace not the classroom, and therefore the role of the sales manager or sales coach is more critical in improving performance than the role of the trainer alone. Published by Team Prosell #salestraining
19.01.2022 The Performance Hub - the way we change customers results Do you know when you have that uncomfortable feeling that online learning doesnt translate into workplace improvement? The mobile app fixes this. You can connect learners with those people best placed to develop them; managers, local leaders, coaches, experts, and trainers.... https://www.prosellsalestraining.edu.au//mobile-learning-a See more
19.01.2022 Study: Most Managers are Ineffective http://www.prosellsalestraining.edu.au//224-most-managers-
18.01.2022 What is sales training? Sales training is a set of processes that seeks to improve the effectiveness of salespeople. Sales training will typically focus on two aspects of the sales role. The first is sales skills and the second is the execution of the sales process. Sales skills training is typically done in a face to face environment. This is because when we develop skills we only improve through one mechanism, and that is practice and feedback. It is therefore essential th...at skills are developed through practice sessions, where individuals have the opportunity to make errors, correct their mistakes and develop a range of skills that they feel comfortable in applying in front of a customer. Sales process training can be done either face to face or through distance and E-learning. Sales process training is ensuring that the salespeople follow the right process to get to the right result in the most efficient manner. In retail sales, this would mean following a process that engages with the customer, understands their requirements, recommends the right product, and successfully concludes the transaction. With more complex sales the process may take place over a period of months or even years. With these types of sales, the process is more about forming the right steps to ensure we reach the right conclusion. These steps might typically be:- Contact the right person Meet and understand needs and requirements Present a proposal that meets those requirements and that differentiates you from the competition Manage the follow up to the proposal through negotiation and resolving of concerns Conclude the implementation either through a contract or a set of service level agreements Team Prosell #salestraining
17.01.2022 Who needs sales training? Anyone involved in dealing directly with customers would benefit from some form of sales training. Selling is not just about getting the deal, it is also about making sure that the customer is understood, that their needs are recognised and that you are providing the most appropriate products and services for them. It is now recognised that sales training is not just for direct salespeople. Many organisations have provided sales and service training ...to people in finance functions and in technical and service functions. These are people who deal regularly with customers and are probably in the best position to identify needs, pass on opportunities, and resolve potential issues, all of which require good skills. Published by Team Prosell #salestraining See more
17.01.2022 Why Coach and Why Now? Research tells us that classroom sales training (whether it be real or virtual) is only appropriate for 15% of development needs (Rummler 1995). Not only does this cause concern about the use and abuse of sales training events, https://www.prosellsalestraining.edu.au/why-coach-a-trainin
16.01.2022 The essential sales strategy for a flat economy https://www.prosellsalestraining.edu.au//147-the-essential
15.01.2022 12 Customer Service Tips All customers want the same 12 things, regardless of who they are, who is selling to them, or what they’re buying: #1: They want to feel important.... #2: They want to be appreciated. #3: They want you to stop talking about yourself. #4: They want you to stop talking about your firm. #5: They want you to truly listen. #6: They want to be understood. #7: They want to teach YOU something. #8: They want and need your help. #9: They want to buy something. #10: They want you to delight and surprise them. #11: They want to pretend they make logical decisions. #12: They want success and happiness. That’s pretty much it. Keep those 12 things in mind when you deal with customers and you’ll always have people asking for you to sell to them. Now, here’s the good part. Hand-write the list above onto two post-it notes, and stick one by your desk and the other on your dashboard. Having the list in front of you will constantly remind you (even if only subliminally) of what your customers want from you. Published by Team Prosell #salestraining
15.01.2022 The critical relationship between engaged employees and a better bottom line This white paper looks at the most recent research and proves the relationship between genuinely engaged employees and above-average profits. It looks at what organisations can do to achieve a genuine competitive advantage through the attitudes and skills of its people. Find out more here: https://www.prosellsalestraining.edu.au//368-the-service-p
15.01.2022 In the last six months, have you noticed an increase in stress and anxiety in your staff? Find out more here: http://zc.vg/osBdD?m=0
14.01.2022 5 ways small businesses can improve customer service http://www.whatinvestment.co.uk/5-ways-small-businesses-ca/
14.01.2022 What is corporate sales training? Corporate sales training recognises that there are different skills and approaches needed when selling complex, or high-value solutions into major corporations. Is also recognizes that we should make more effort with our larger and most significant opportunities. Corporate sales training is also known as multilevel selling, key account selling, major account selling, and government and tender selling. Because this is typically a more complex ...sale, it is broken down into a number of segments. Research and planning Assessment of current position Assessment of competitors position Identification of all contacts and influencers Marketing support to build brand awareness Approach strategies for all levels of contact Use of our internal resources, including executives and technical experts Assessment and review of each meeting Being able to qualify opportunities in or out Assessment of the selection criteria and buying motivators for all levels Assessment of our value proposition versus the clients selection criteria Assessment of the competition so value proposition Developing a proposal that includes a business case and our points of differentiation Maintaining contact through to decision-making process Resolving issues and concerns, including price negotiation Concluding the sale and closely managing the implementation Problem orientation for anyone in our business who talks to the customer Regular reviews to support implementation and show we are meeting the customers requirement #salestraining #corporatesalestraining Team Prosell
13.01.2022 Peadys list of Top 10 Movies about sales https://www.radioinfo.com.au//peadys-list-top-10-movies-ab
13.01.2022 Why should I care? Customer services managers checklist http://www.prosellsalestraining.edu.au//292-why-should-i-c
13.01.2022 3 Ways for B2B Companies to Efficiently Retain Their Customers https://www.entrepreneur.com/article/298606
12.01.2022 Insights into how to use sales training to improve performance What is sales training? Sales training is a set of processes that seeks to improve the effectiveness of salespeople. Sales training will typically focus on two aspects of the sales role. The first is sales skills and the second is the execution of the sales process.... Sales skills training is typically done in a face to face environment. This is because when we develop skills we only improve through one mechanism, and that is practice and feedback. It is therefore essential that skills are developed through practice sessions, where individuals have the opportunity to make errors, correct their mistakes and develop a range of skills that they feel comfortable in applying in front of a customer. With more complex sales the process may take place over a period of months or even years. With these types of sales, the process is more about forming the right steps to ensure we reach the right conclusion. These steps might typically be:-sales, this would mean following a process that engages with the customer, understands their requirements, recommends the right product, and successfully concludes the transaction. Continue reading further here: https://www.prosellsalestraining.edu.au/faq #salestraining
12.01.2022 Sales Management Effectiveness The Key to Better Sales Figures http://www.prosellsalestraining.edu.au//219-sales-manageme
12.01.2022 The Twelve Laws of Customer Satisfaction One of the biggest misconceptions about customer satisfaction is that its tied to the products and services that youre selling. https://www.prosellsalestraining.edu.au//142-the-twelve-la
12.01.2022 Three Tips For Retaining Customer Service Agents https://customerthink.com/three-tips-for-retaining-custome/
11.01.2022 HOW TO BE MORE ASSERTIVE Think of a situation at work or in the past or in the present where you want to be more assertive. Tactics: The situation is:... Know what you want to say. What I want to say to is: Say it. The sentence I will use is: Be specific. Check your first sentence; if it isn’t crystal clear, rewrite the statement more clearly, being more specific. How might you reword it, starting with I? Concentrate on exactly what you want out of the situation: Say it as soon as possible. What I want to say is:e appropriately; it may not be helpful to grab someone in the corridor, or when someone is tired or busy. Choose a setting that will make YOU feel at ease and able to use the body language we’ve discussed but don’t put it off! Look the person in the eye. Look relaxed. No nervous laughter. Don't whine or be sarcastic. If your response tends towards this, make a note of how you can change it, bearing in mind the information on body language and tone of voice you already have. Published by Team Prosell #salestraining
08.01.2022 Get More Done in Less Time by Using These Simple Strategies https://www.business.com//time-management-productivity-st/
08.01.2022 The Prosell Mobile Learning App Do you know when you have that uncomfortable feeling that ‘online learning’ doesn’t translate into workplace improvement? FIND OUT MORE HERE: https://www.prosellsalestraining.edu.au//mobile-learning-a... #salestraining #mobilelearning #salesperformance #salescoaching
08.01.2022 Watch our Skill Development Model Video to learn more about the Prosell difference. #skilldevelopment #salestraining
08.01.2022 5 Aspects of Your Sales Process to Automate https://www.inc.com//5-aspects-of-your-sales-process-to-au
07.01.2022 5 Sales Training & Coaching Tips for Reducing Sales Rep Turnover https://www.prosellsalestraining.edu.au//156-5-sales-train
06.01.2022 Insights into how to use sales training to improve performance Why is sales training necessary? Sales training is particularly important for those who are new to the sales profession. There are some absolute rights and wrongs when selling and inexperienced people can make mistakes that cost many companies a lot of money. Customers also have a clear expectation as to how they want to be treated and poor quality, high-pressure selling erodes trust and drives customers away.... Training is also essential for any salesforce, to achieve the following things: To understand what works and what does not To agree the right type of activity that will produce results To know what skills are likely to work To understand the standards expected in the workplace To have an agreed set of skills that can be coached and developed To develop strategies that differentiate from the competition To know the best way to deal with the customers objections and concerns To develop the most effective way of presenting your products or services To agree the use of collateral and all the tools that support the sales operation #salestraining https://www.prosellsalestraining.edu.au/
06.01.2022 8 Tips for How to Approach Cross-Cultural Customer Support https://www.helpscout.net//cross-cultural-customer-service/
06.01.2022 This article looks at the fundamentals of why sales training is so ineffective and what you can do about it. Let’s start with some context: According to Dettaman and Sternberg (Transfer on Trial 1996) 86% of skills training fails to transfer into the workplace, and of the 14% that does there is dissipation within four months.
06.01.2022 We Are All Marketers https://www.forbes.com///2017/08/17/we-are-all-marketers/
05.01.2022 3 Ways Sales Managers Can Make Time for Coaching https://www.brainshark.com//3-ways-sales-managers-can-make
05.01.2022 What Are The Right Skills Needed To Achieve A Consistently High Customer Experience? - A clearly understood customer handling process - The right skills to use in different situations... - Adequate training and practice - The right support from store supervisors and company management FIND OUT MORE HERE... https://www.prosellsalestraining.edu.au//375-skills-needed #customerservice See more
05.01.2022 How Does Sales Training Turn One into a Sales Virtuoso? Read more at https://salespop.pipelinersales.com//how-does-sales-trai/
04.01.2022 All our experience of working with sales operations over 35 years tells us that there is a direct correlation between sales manager effectiveness and team performance. We can safely say that a good sales manager means a well-performing team, just as a poor sales manager means a poorly performing team, (irrespective of the quality of the team). Yet if you asked senior management what qualities and skills a sales manager needs, or what activities they should focus on, you get v...ery different answers. And some are allowed to be destructive in getting a sales team to perform. Recognise any of this? Sell, not manage Criticize, not coach Pressure, not direction Blame, not develop Unlike many other professional roles, there are no clear standards or guidelines for the practices that should be common to all sales management roles and fewer companies can afford to have programs that assess sales managers for the role and set clear standards for capability as well as results. Remember that KPIs are not standards. They are measures. In any sales operation you need to get two things right; quantity and quality. Quantity are we doing enough of the right things? Quality are we doing them sufficiently skilfully to win our share of the business? Sales KPIs tend to measure quantity, such as activity and results. Some sales operations look at and help sales skills, but how many measure how well a sales manager coaches, directs and develops their team? Without measures of capability, we are unable to isolate and fix sales management issues and we hear broad excuses about people, the market, pricing, competition etc. And thats the problem. Many sales managers are allowed to be crap and to be fair to those managers, they are having to do the job by instinct and those instincts are nearly always established competencies, like selling and dealing with customers, not improving the performance of a team. A result of this is that sales managers are selected on sales ability, which is very different from being skilful in getting the best from others. A starting point to getting better sales performance through your sales managers would be; Set clear standards for the role (we can provide you with a brief list if you contact us) Assess how well a potential (or current) sales manager meets these standards Measure effectiveness as well as results Provide the feedback and support that every sales manager needs Find out more about Prosells Sales Management Training - Be the best in theory and practice
03.01.2022 Handling Difficult and Angry Customers http://www.prosellsalestraining.edu.au//210-handling-diffi
03.01.2022 How to measure sales training effectiveness? If we assume that the purpose of sales training programs use to improve sales, then this is how we evaluate the training program. This is typically done in three stages; 1. Decide what measurable aspects of sales performance you wish to improve. These are normally hard measures, or KPI’s, such as revenue, margin, conversion, dollars per sale etc. We then agree where these measures are prior to any training or development. 2. Use a ...sales performance professional to identifying the skills and capabilities that have an impact on these hard measures. Develop a sales execution model with clear skills standards so that you can measure the application of the skills and capabilities in the workplace. These are called soft measures. This measurement is done through observation of the salesperson with the customer. Again, use these measures to assess where people are prior to any training or development. 3. Use of both the hard and soft measures in the post-training environment to assess changes in skills and changes in results. This should typically be done over a reasonable period of time, about 2 to 3 months, and needs to be combined with coaching and workplace development. Published by Team Prosell #salestraining 1. Decide what measurable aspects of sales performance you wish to improve. These are normally hard measures, or KPI’s, such as revenue, margin, conversion, dollars per sale, etc. We then agree where these measures are prior to any training or development.
03.01.2022 5 Questions Operations HR LD Should Ask 1. How well do you communicate your organisations’ strategic objectives? 2. What resource and skill gaps might there be? 3. Do your employees feel valued and supported?... 4. Are your KPIs objective and relevant? 5. What impact will the external environment have? Published by Team Prosell #salestraining read more here: https://www.prosellsalestraining.edu.au/sales-consultancy
02.01.2022 How To Humanize Customer Service For B2B Organizations https://www.forbes.com//how-to-humanize-customer-service/
