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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 Sydney and Melbourne.

Course Price (inc GST where applicable): 
Sydney, Melbourne
2 days
You'll Learn how to: 
  • 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
Course Content: 


Setting the context
Learning outcomes
Personal 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

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

The Learning Process: 
Preparing to learn

Get the most out of your course by preparing before you attend the workshop. Access and read your online Starter Kit, complete the activities and document your desired outcomes for the workshop. To get started, click here.

During the course

Our Professional Development courses are practical, interactive and fun. Well-known, proven theories are translated into easy-to-understand concepts and techniques by experienced training consultants. You’ll return to work understanding what you can do to enhance your performance.

After the course

Your Embedding Kit will assist you to apply the techniques at work, ensuring you get the most from your learning experience. For more details, click here.

Customising this course: 

TP3 can provide a range of consulting services to better meet your business needs. These include: closed courses for your organisation; customised course material relevant to your industry and requirements; individual or group coaching; and digital and blended learning solutions.

Booking Information: 
Call 1300 658 388 to book this course, or book and pay online below.
Course Dates: 

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