Stuart, your presentation has
opened a new way
of getting more clients.
~ Agnes Kemenes
I feel like I can go out in the
field with confidence, with more tips and techniques than I previously
had.
~ Rebecca Galea
This course has helped me structure
my whole sales technique better.
~ Robert Nad
It will help in every situation
when I am dealing with clients. It
will also help with
internal customers
to
build rapport etc
~ Justin Hughes
Personal atmosphere and a fun
learning experience. The course has shown me good sales techniques and
refined my skills.
~ Andrew Lawrence
I really enjoyed the tests and
group discussions. Very good to hear others views. Work book is
great.
~ Kim Anderson
Gave me a process that
I can follow and that helps me feel good
about selling, as it provides solutions for the client.
~ June Kitto
A small group really made exercises
easier, as well as more comfortable.
~ Patrick Speare
Stuart Ayling is a very professional and well prepared
presenter.
There is a good balance of theory and practical activities.
~ Pearl Tabart
I'd recommend Selling
With Confidence for existing sales people because it gives you a
systematic process in questioning techniques and earning commitment
from clients. For people new to sales I think it provides a valuable
insight into the whole sales process and how
to approach clients.
~ Ray Strong
An Australian sales training course for service professionals, small
business owners, technical staff, and people selling complex customised
products or services.
Stuart Ayling
Click the Play
Buttons to Listen
Workshop Overview (1:20)
Selling Intangibles (1:19)
Conversational Selling (1:30)
Next Workshops in 2009: All-inclusive
2-day Program
Brisbane : Feb 26-27; May 27-28 Sydney : Feb 16-17; May 12-13 Melbourne : March 18-19
Registration still only $997 per person
- Early Bird rates apply. Save $100. Book now.
- Need to travel interstate to attend?
Ask about our Remote Travel Subsidy, and save.
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appear above, refresh page.
Selling With Confidence
is ideal for: engineering; consulting; financial services; technical
services; software developers; professional services; scientific
services; health; education services; I.T. & online
services; people selling complex or customised products; and many
other business-to-business sales situations.
Overview
of the 2-Day Program
If you hate the idea of using insincere,
high-pressure
and manipulative sales
techniques that give selling a bad name, you are not alone.
Fortunately you can
now learn proven trust-based selling skills that are
essential for success in the 21st century. And you will have fun at the same time!
Previous delegates have loved how they get a simple yet powerful
structure for their sales calls. They can now ask better questions,
and close more sales. Best of all, they have more confidence
and a positive approach to selling.
DAY 1:
You will learn about:personal
skills needed to be successful in selling; your own communication
style; building trust; specific sales techniques for managing
every sale; using the SOX strategy to identify key
selling opportunities; how to demonstrate value; how to easily close
the sale; and how to manage objections you may
face.
DAY 2:
You
will learn about:finding prospects and how to
contact them; introducing yourself to create interest; listening
skills; more practice using your new selling skills; structured time to develop your own business-specific sales
techniques; and much more...
enjoy the fun group exercises to explore strategies
presented.
Registration Includes:
Detailed reference workbook.
Self-assessment.
Certificate of Achievement.
Gourmet lunch menu.
Morning and afternoon tea.
Follow up with a series of training key point reminders.
NEW Permanent membership of the
Selling With Confidence online Sales
Knowledge Bank where graduates can ask their individual
questions about selling, and have them answered by Stuart Ayling.
Practical techniques, group interaction, and opportunity to apply
your new skills to your own sales situations and get feedback at the
workshop.
Proven
Results:
Feedback from hundreds of
delegates has given this program consistently 97%+ strong
ratings.
Click chart to view
Why You Should Attend
Selling With Confidence™ will teach you how to successfully manage sales
encounters and find the high-value benefits that each client is looking
for. You will learn the tactics used by sales superstars to eliminate
objections and win more business.
During the course you will learn practical and ethical sales skills, increase your confidence, and dispel any doubts you might have about your selling ability. With your
new-found confidence you'll be able to
find more prospects and close more sales. That's guaranteed!
During this innovative training program
you will learn:
> The 5 essential ingredients to make clients trust you. > How to craft and ask high value
S.O.X. questions that clients
want to answer. > How to tip the 'Scales of
Value' in your favour.
> At least 12 ways to locate an abundant supply of prospects. > The best ethical strategy you can use to
close every sale. >Professional techniques for handling resistance and overcoming objections. > How to have fun while you're selling!
Who Should Attend:
Selling with Confidence™ is a participative training program specifically developed to cover the skills needed for business-to-business sales relationships in Australia.
This course is ideal for:
Business Owners
Managers Anyone
who has to sell services, custom processes, or expertise and maintain
strong ongoing
client relationships.
This program is also suitable for
people 'new' to selling who have a technical or service oriented
background and are moving into a business development role.
Facilitator Background:
Presenting this training
program is Mr Stuart Ayling of Marketing Nous. In addition to his
years as a professional sales person, Stuart has lectured in
personal selling at the internationally accredited University of
Queensland Business School.
Stuart also
"practices what he
preaches", using the techniques taught at this course to gain
clients for his own consulting business. Stuart will bring to life the theory and practice of professional selling skills.
Stuart's career background covers a wide variety of business-to-business
sales encounters, with small and large companies, spanning over 20
years. In all cases the sales environment required the development of
mutual understanding and the fostering of amicable long-term client
relationships. Identifying real client concerns, building trust, and
negotiating win/win outcomes has been critical in these encounters.
Some highlights of Stuart's sales experience include:
Successfully negotiating complex multi-year supply and equipment
agreements with independent operators, when in the retail division of a
petroleum company. Winning an additional $1.2 million p.a. of sales with one customer through
effective sales negotiation.
Selling new technology concepts to senior European telecommunications
executives, whilst attending the famous CeBIT trade fair in Germany. Successfully retaining and growing sales worth $1.8 million p.a. against
lower priced competitors in the pharmaceutical industry.
Selling complex service packages to independent operators throughout
Queensland regional areas. Selling sales and marketing consulting services to small businesses and
government agencies, and helping them sell to their clients.
Stuart holds a Bachelor of Business (Marketing, 1989) and has completed
a Graduate Certificate in Management (International Business, 2003) at the
University of Queensland.
Overview of
Course
Topics:
The strategic selling process.
Knowing when to talk, and when
not to.
Practical proven ways to build
trust.
Understanding communication styles.
Sales presentation tips.
Structuring the sales presentation.
Negotiating buyer resistance.
Recognising and responding to commitment signals.
Techniques to earn commitment.
Ethics and "getting the sale".
Expanding the client relationship.
The course includes numerous group activities. Role
plays are not used during Day 1, but group interaction is required.
Activities during Day 2 include workshops and exercises based on scenarios
where you
learn-by-doing, as well as developing techniques and specific actions for your own sales
situations.
Investment:
You could pay much more for other training programs and still not get the lasting benefits you'll obtain from this highly personal
and interactive learning experience. Selling with Confidence™ has been designed to maximise your adoption of professional selling behaviours with a "practice as you go" methodology.
It's impossible to participate in this course and
not learn.
Registration is still only $997 per person for the entire 2-day program.
You can save $100 by booking early and grabbing the Early Bird rate
of $897.00
This includes:
A comprehensive workbook/reference
book
Personal communication assessment
Certificate of achievement
All meals and refreshments
Training reminder series
Permanent access to the exclusive
graduate-only online Sales Knowledge Bank where
graduates can
get answers to their own questions about selling. It's a 24/7 resource for
sales professionals.
Small
class size (up to 10 delegates) to maximise learning outcomes.
This value will be returned many times over as you implement your new sales skills and win more business. Numbers in each course are
strictly limited to a maximum of 10 delegates (or less) to ensure a good learning environment. Book early to avoid disappointment.
Payment options include:
MasterCard; VISA; cheque; electronic transfer; and PayPal account.
See registration
page for details.
If after you put into practice the skills and techniques presented in this
course, you don't think you've improved your selling skills enough to
recoup your investment many times over, just say so. Marketing Nous
will happily provide a full refund. (We are proud to say we have never been
asked to do this.)
In fact, in feedback from hundreds of delegates Selling With Confidence has achieved 97%+
ratings from delegates for relevance, clarity of material, and
professionalism of the presenter.
Venues:
BRISBANE -
Hotel Grand Chancellor
23 Leichhardt Street (Cnr Wickham Terrace)
Brisbane 4000
Tel: 07 3831 4055
Parking is available in Kings Car Park located under the hotel (charges will apply).
Contact hotel for details.
MELBOURNE
-
Jasper Hotel
Level 1, Conference Centre,
489 Elizabeth Street
Melbourne 3000
Tel: 03 8327 2777
(Close to Queen Victoria Market)
Parking available in nearby parking stations.
SYDNEY -
The Castlereagh Boutique Hotel
169-171 Castlereagh Street
Sydney 2000
Tel: 02 9284 1000
Within 3-minutes walking distance of Town Hall station. Closest car
parking is at Piccadilly carpark in Castlereagh Street
(Tel: 02 9264 1467) $40/day with voucher from Hotel. Lower cost parking is
available a few blocks away. Ask for details.
Brisbane : Feb 26-27; May 27-28
