Melbourne Training

Module 1 - "An Introduction to Professional Communication" - (2 Days)

The telephone is often your first point of contact with new customers and a medium through which a significant proportion of the business relationship is conducted. Maximising its effectiveness requires both planning and strong interpersonal skills. This challenging course is ideal for candidates who are new to a sales and marketing environment.

15th - 16th June 2011 (Melbourne)

22nd - 23rd June 2011 (Sydney)

27th - 28th June 2011 (Brisbane)

13th - 14th July 2011 (Sydney)

22nd - 23rd August 2011 (Sydney)

Module 2 - "Solution Selling” - (2 days)

This course is aimed at professionally trained sales people who operate in environments that demand high investment in the cost of sale, and where their individual success will have a significant impact on the organisation’s bottom line profit. Whilst the interpersonal skills required remain the same, solution selling requires the salesperson to develop a much wider appreciation and understanding of the selling world.

8th - 9th June 2011 (Melbourne)

29th - 30th June 2011 (Sydney)

28th - 29th June 2011 (Brisbane)

11th - 12th July 2011 (Sydney)

25th - 26th July 2011 (Sydney)

10th - 11th August 2011 (Sydney)

30th - 31st August 2011 (Brisbane)

Module 3 - “Negotiation Skills” - (2 days)

This course focuses on generating a “win-win” outcome between you and your Client. We look at ways to increase profits, whilst protecting your Gross Profit. Delegates are trained how to trade in concessions and identify and deal with difficult customer behaviour.  How do we maximise our power, reduce the fear of threats, and make realistic walkaway decisions?

16th - 17th May 2011 (Sydney)

14th - 15th June 2011 (Sydney)

16th - 17th June 2011 (Sydney)

20th - 21st June 2011 (Sydney)

Module 4 - “Key Account Management” - (2 days)

This course enables the team to gain a superior understanding of your customers' buying processes. They aim to maximise account penetration by learning how to analyse your competitive position and plan an effective strategy. We will train the graduates how to uncover and influence decision-making criteria more effectively, and assist to develop strategies to influence key decision-makers.

6th - 7th July 2011 (Sydney)

19th - 20th July 2011 (Brisbane)

2nd - 3rd August 2011 (Sydney)

17th - 18th August 2011 (Melbourne)