The Intensive Sales Accelerator Programme™ | New Zealand

Sales & Marketing Training

Intensive Sales Accelerator Programme

TM

“High expectations are the key to everything.�

- Sam Walton

Welcome to Australasia’s leading blended sales programme!

Do you want to: • Receive an ongoing sales programme that will really shift your sales behaviour?

• Cover the full range of critical sales topics?

• Be held to account throughout the programme?

If you answered YES to any of these questions, attend this course!

Who is it designed for?

Full-time sales representatives in business-tobusiness selling and managers who need stronger sales skills

Course overview: This unique 12-week programme uses blended learning: face-to-face learning & online learning, personal sales coaching, and ongoing testing & accountability.

Proven outcomes You will walk away with 10 key elements of being a superior sales representative, including: 1. A stronger mindset & attitude in sales 2. Tips and tricks when prospecting for new customers, to become more proactive 3. Smarter ways of making outbound calls to get appointments and intended outcomes 4. Better ways to manage face-to-face sales meetings in order to maximise outcomes 5. How to better handle objections and close the sale

6. How to manage your clients ongoing to maximise their loyalty and referrals 7. How to cross-sell and up-sell naturally, to maximise each sale made 8. How to negotiate confidently to achieve win-win outcomes 9. Superior key account management 10. How to stay motivated and on task even when things do not work out as planned!

Australasia’s leading sales & marketing training company.

Programme format The format of this programme has come from studying leading global companies, and from thousands of hours of our own work and study across multiple industries and countries.

Flexible learning at its best: Week 1 is a face-to-face training day – to ensure you get the most from the programme and have the right mindset and attitude.

Every fortnight you receive a personal coaching call from your Personal Success Coach , to ensure you stay accountable and get results!

Weeks 2 to 11 inclusive, is delivered through high quality video training, quality workbooks and materials. This gives you the flexibility to learn when and where you want.

Measuring progress & results is an essential part of this programme. The quick online tests ensure attendees learn what they need to. We help assess your pre-programme versus postprogramme knowledge. We also review your return on investment from the programme & your expected returns in the future.

Each week you will test your knowledge and skills through our quick online assessment, to ensure the learning is turning into habits!

Throughout the programme you have email access to your Personal Success Coach to keep you motivated & on task.

TM

We even call your sales manager to ensure they support you through the programme.

TM

You will receive a graduation certificate in recognition of your achievement, once the final assessment is complete.

Week 12 is a face-to-face training day – to ensure that you set yourself up for ongoing success after the programme ends.

Q. How much time does it take?

A. We know how busy sales reps are, having trained literally thousands of them. Hence this course is very time efficient & flexible. Your time required: 2 Days (1 day in week 1 and 1 day in week 12), plus only 1.5 hours per week for weeks 2-11!

Visit: THEmarketingcompany.co.nz

Call NOW 0800 427 627

Course Structure From having trained over 6,000 businesses across the world, we have designed a programme geared to the Australasian way of selling, to bring together the skills required to accelerate your sales prowess.

Week 1

Topic Covered

Outcome

Setting the Foundation

We start with an intense face-to-face training day. We cover:

– Develop your attitude, mindset & goals

Week 2

Highly Effective Prospecting – Making your pipeline sing

Week 3

The Art of Gold Calling – Using the phone as an effective weapon

• • • •

Why having the right attitude is key Getting the right mindset for sales Understanding your own personality type and tendencies Review your goals: personally, for this programme, and your sales goals overall

We cover all aspects of finding and attracting NEW customers, including: • Being clear on your target market and clients • Understanding (and taking ownership of) your sales pipeline to ensure you keep growing sales • Understanding your call conversion rates • Breaking down your sales process into one that works

We cover all aspects of using the phone, including: • How to cold call in a way that gets results • How to overcome call reluctance and the fear of rejection • How to better work with gatekeepers

Australasia’s leading sales & marketing training company.

Course Structure cont...

“The ISAP was a very worthwhile investment from the point of view of a sales manager. It kept the team motivated and refreshed with a steady stream of new concepts and ideas. This has led to behavioural change in the team, which has led to a significant increase in sales.” – Harvey Weeks, Allcon Group

Week 4

Topic Covered

Outcome

Client Management is King

There is little point in generating lots of new prospects if you cannot keep your existing clients happy. We cover:

– How to retain your clients and get referrals

Week 5

Relationship Selling – Preparation is key

Week 6

Benefit Selling – Selling on value, not on price

Visit: THEmarketingcompany.co.nz

• • • •

How to understand the value of your existing clients How to manage them to maintain loyalty and maximise referrals How to save time in the process to free you up for more prospecting Creating a personalised 12-month client management plan for you to follow

We cover key aspects of face-to-face selling including: • • • •

How to prepare for client meetings to ensure your success The art of good questioning How to fact find at meetings using consultative selling techniques How to use true relationship selling, the level above consultative selling

We help you create the habit of selling on benefits by focusing on: • How to understand real value and the value proposition • How to communicate your benefits every time to clients • How to maximise your profits by not selling on price

Call NOW 0800 427 627

Course Structure cont...

“Fantastic course – using the ideas & tips especially with Gate Keepers. Using a technically focused sales strategy.” – P. Bhuskute, Sales Engineer, Adelaide

Week 7

Topic Covered

Outcome

Maximising Personal Selling

We cover off 8 of the essentials for face-to-face meetings, including:

– The 8 sales essentials

Week 8

Closing the Sale – Working with objections

Week 9

Essential Negotiation Skills – The art of effective negotiation

• • • •

Mental barriers and preparation Using decision makers and influencers better Using your competitive advantage to sell confidently Looking beyond the sale to make closing easier

Learn how to close the sale and handle objections through: • Proven closing questions and techniques • Creating a habit of closing confidently • Responding positively to objections with the knowledge that you can handle them professionally and consistently

On occasion; you will need more than consultative and relationship selling techniques. You may sometimes need to negotiate. We cover: • How to prepare to negotiate to maximise the outcome • How to handle the other party when negotiating • How to achieve a win-win outcome for both parties

Australasia’s leading sales & marketing training company.

Course Structure cont . . .

Week 10

Week 11

Topic Covered

Outcomes

Cross-selling & Up-selling

Maximise the average sales and profits you make from each client every time you sell through:

– Maximising your sales opportunities

• Learning what you should cross-sell • Learning what you can up-sell • Learning how to cross-sell and up-sell effortlessly, and habitually

Key Account Management

Learn how to really maximise your key relationships and key clients through:

– Taking your client management to the next level

Week 12

Springboard for the Future – Setting you up for ongoing success

Visit: THEmarketingcompany.co.nz

• Understanding the true value of your key clients, key contacts, even key suppliers/partners • How to supercharge your account management techniques • Developing a tailored 12-month plan to maximise your long-term key account loyalty This is a high energy, tailored face-to-face training day to review your individual progress and plan your future. We cover: • Reviewing your personal obstacles and barriers to growth • Ways to ensure your team are onboard to support you • Ways to maintain your motivation moving ahead • How to ensure the positive habits of this programme stick with you • Setting clear goals for your future growth

Call NOW 0800 427 627

Learning formats Public delivery

Add on Follow on programme

In-house delivery

• Share ideas with others from other industries

• Workshop-style exclusively for your team

• Held at a central venue

• Held at your place of work

• Morning tea, lunch & afternoon refreshments provided

• Tailored delivery to suit your unique business needs

• Fixed date of delivery

• At a date to suit your team

• Turn these 12-weeks into an incredible 15 months of growth: join the 12-month Elite Sales Programme™ • Takes only 1-2 hours per month • 12 new specialist sales topics • Flexible & supported learning

Investment 1 person

Investment $4988 + GST

Investment

$24780 + GST per business (for up to 6 attendees) $2980 + GST each thereafter

$588+ GST per person, per month

Registered under the NZTE C.D.V. Scheme. Ask for more info - you may qualify for funding towards this awesome programme.

All prices are subject to change without notice, see website for latest pricing.

Follow-on services

The Persuasive Selling Boot Camp Superior Business Presentations Sales Territory Management

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Who is THE Marketing Company?

We are Australasia's leading business-to-business sales and marketing training company. For over 10 years we’ve taught over 6,000 businesses how to make more money through world-class, proven training methods; from the southern-most tip of New Zealand, across Australia to the heart of the UK, and many countries in between. Some of our clients predict increasing sales by millions just from a few training sessions! See how you can make more money in your business; talk to the specialist in sales & marketing training; talk to THE Marketing Company!

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If you are unable to see how you can double your return on investment after attending any of our courses, we will refund your money. See our website for more details.