Marketing Nous

B2B Sales Training & Performance Improvement

Sales Training Brisbane Sydney Melbourne
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The easy way to win new business

Dave was asking me for answers.

He was fed up with hitting the wall again and again.

It happens all too often – sales presentations that lead to nothing.

You put in all the time and effort to find your prospects. Talk over the phone. Prepare your material. Attend a personal meeting. Tell your prospect everything they might want to know. Then you hear… “Thanks, we’ll need to think about it.”

At that moment you know you have lost control – and probably the sale.

Has that happened to you?

Recently I was helping ‘Dave’ (my client) to fix exactly that same problem.

Dave and his colleague worked hard to make phone calls, identify the decision makers, and take time to meet them in person. But they couldn’t progress further.

Why?

It shouldn’t have been because of value. The system Dave was offering has been proven over a number of years. They have numerous large clients, some located internationally. And the system would save clients possibly hundreds of thousands of dollars per year – and Dave’s price was a fraction of that value.

So what was their problem?

It was simple. They didn’t have a strategy to make their sales conversations meaningful.

(1) They didn’t ask the right questions that would enable them to remain in control of the process.

(2) They didn’t ask the right questions to identify the value of what their system could do for their prospect. As a result they couldn’t demonstrate why the client should buy.

(3) They spent too much time telling, and not enough time exploring the prospects situation.

(4) They were submitting proposals based on general estimates of how the client would benefit, because they didn’t have specific details.

The answer to this dilemma is to thoroughly plan your sales conversations.

It doesn’t matter if your sales conversations go for 10-minutes or 110-minutes, you need a proven strategy to get you over the finish line and win the business.

If you want to learn how to win more business – and avoid the same problems as Dave – download a complimentary copy of The Assassin Analogy (sales improvement guide). It contains plenty of tips and tools to get you on the right track.

The answer is within your reach.

Dave and his colleague felt relieved. They had the solution. They knew they still had more to learn, and they could now see exactly what they needed to do.

 

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Recommended for Sales Leaders

Watch the presentation full size and download the key point worksheet

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As featured in Sales & Marketing Management magazine cover story

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Overview of client feedback

The week following the 2-day training, the team had already commenced implementing some of the learnings from Stuart’s training.
Camille Johnson, CEO

Sales figures have increased by 20% on last year to date!! The team also continue to pick up new customers.
Sharyn Moran, General Manager

Our sales results have increased since incorporating Stuart’s sessions into our sales conference and this has been during a downturn in the market.
Justin Zakaras, National Sales and Marketing Manager

The content of the sessions was customised to suit our customer interactions, with a lot of preparation on the part of Stuart.
Dr. Sunil Kadri, Head of Sales and Business Development


Read complete testimonials ...

Thank you so much for a brilliant session on Thursday. I think the format and content was ideal.
Rennie Colston, Sales Director

We had a very positive result from involving Stuart in our Managers Conference last year.
Russell Varley, Human Resources

The training got us thinking more strategically about how the business is structured. It has really built our capabilities as a management team.
Mia Graham, General Manager


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Stuart was patient, flexible and knowledgeable. He took the time to truly understand our business.
Helen Zwicker, Executive Officer

The best thing is that I now have a road map of specific marketing activities that can be implemented with confidence.
Donna Cazzolato, General Manager Sales and Marketing

The participants immediately felt engaged as Stuart demonstrated his understanding of our needs and challenges.
Frederic Vanhove, Principal Engineer, Pacific Delivery


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With only one day we had a lot of material to cover and Stuart created a positive learning environment for all involved.
Kylie Kinsella, Sales Manager Australia & NZ

Bad ideas are expensive in business however with Stuart Ayling, it was money very well spent.
John B. Lonergan, Sales Manager


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By the next week, sales of this product had doubled from 10% of all new sales to 20%. The extremely cost effective session with Stuart paid for itself within the first week.
Maria Triggs, General Manager

We have already seen a new client on board as a result of the two-day workshop.
Mark Mahoney, Managing Director


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Stuart put the sales training across in a way they could accept as a part of our service offering with out them feeling like “salesmen”.
Gary McDonald, Managing Director

We were impressed by the approach of Stuart and the simplicity of the program without the hype generally associated with these courses.
Dirk Kuiper, General Manager


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Read the latest on the blog

  • How to manage sales negotiations – will AI help? Jan 26, 2021
  • How to say ‘No’ to clients and still have them buy May 18, 2020
  • Recruiting a sales person? Stop, until you have done these three things Nov 28, 2019
  • Understanding the emotional experience of clients Aug 1, 2019
  • What does your sales team really need to learn? Apr 29, 2019

About Marketing Nous

Marketing Nous was established in 2000 by Stuart Ayling, Director and Chief Sales Strategist. Stuart works  with expertise-based businesses to develop customised sales training and … Read More >>

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PO Box 5320
Daisy Hill QLD 4127 Australia

Tel: 0407 588 468

Email: info [at] marketingnous.com.au
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