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Success in sales involves focusing on what your customers want, not the products or services you have to offer. In this course you will learn to identify sales opportunities and prepare and present solutions that meet customer needs. You will gain skills to build rapport with customers and examine tools and techniques to maintain lasting relationships. Courses run in Melbourne and Sydney.

  • Duration: 2 days

  • Define what makes a successful salesperson
  • Create tools to enhance your sales ability
  • Choose to adopt a successful sales attitude
  • Explain the concepts and importance of solution selling
  • Implement planning strategies to meet the buyer’s needs
  • Apply techniques to identify new sales opportunities
  • Use great questions to create solutions valued by the customer
  • Deal with customer objections and turn them into solutions
  • Use strategies to create long-term relationships

Setting the Context

  • Introduction
  • Learning outcomes
  • Participant objectives

Successful Salespeople

  • Your experiences
  • The ideal salesperson
  • Key performance indicators
  • Your sales attitude

Solution Selling

  • What is solution selling?
  • The importance of using a process
  • Solution selling principles 3 levels of need
  • Elements of the sales process

Preparing to Connect with Customers

  • How customers buy
  • Product knowledge
  • The ideal customer
  • Demonstrating your expertise
  • Value proposition

Identifying Opportunities

  • Prospecting
  • Making time to prospect
  • How to prospect
  • Planning to prospect
  • Discovering opportunities

Creating the Solution

  • Prescription only after diagnosis
  • The questioning road map
  • Stage 1: Situation questions
  • Stage 2: Problem questions
  • Stage 3: Consequence questions
  • Stage 4: Solution questions
  • The conversation – structured approach


  • Why talk about closing?
  • Closing techniques
  • Handling customer objections
  • Buying signals

Maintaining Customer Relationship

  • Beyond the sale
  • Dealing with customer complaints
  • How can you improve?

The Toolbox

  • Using marketing collateral
  • How can technology assist you?
  • Sales resources
  • Helping your customers
  • What the experts do
  • Presenting to large groups

Action Plan

  • Planning to apply knowledge and skills at work
  • References and further reading

Name Date Time Location Cost

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