SERVICES > ESSENTIAL SALES STRATAGEM TRAINING

Sales Mastery

Much of the training offered by Sales Schematics Australia leads the seller to the point where they find themselves in front of the 'Right Person' with the 'Right Message' at the 'Right Time'. This is the selling moment of truth when the customer has to be persuaded. Sales Mastery turns good sellers into great sellers. It uses behaviour analysis tools and a selling road map to create competencies that win business through improved interpersonal relationships.

Sales Mastery builds on the paradigm that 'People buy from People they like'. In Sales Mastery participants learn how to:

• probe more deeply to uncover the client’s business and personal needs
  
• build rapport by matching preferred behaviour styles and communication preferences
  
• navigate their way through the sales meeting.

Sales Mastery uses videotaped role plays to build competence and confidence.

For more information click here.

Sales Process Programs

Sales Schematics Australia works closely with the Miller Heiman organization to deliver a range of sales process programs. Clients buying a Miller Heiman program are demonstrating a commitment to adopting organization-wide processes and language in their selling effort. All Miller Heiman programs are a one or two day intensive training session using participants’ real opportunities as the basis for learning. Participants frequently report closing sales immediately after the program having used strategies developed in the program.

The Miller Heiman programs offered by Sales Schematics Australia include:

• Strategic Selling
• Conceptual Selling
• Executive Impact
• LAMP (Large Account Management Program)
• Negotiate Success

STRATEGIC SELLING (SS) Strategic Selling is Miller Heiman's most popular product. Strategic Selling gives your sellers a step-by-step approach to winning business; the process highlights exactly how the buying decision will be made, reveals your strengths and weaknesses, qualifies the opportunity, uncovers your strongest value propositions and provides a prioritised action plan for your most important single sales objectives. For full details of this Miller Heiman programme, click here

CONCEPTUAL SELLING (CS) Conceptual Selling helps sellers understand the buying criteria of your major prospects. They will learn how to position your solution to solve business problems, and to differentiate based upon your strengths. For the full Miller Heiman specification for this programme, click here

LARGE ACCOUNT MANAGEMENT PROCESS (LAMP) LAMP provides a process for creating loyal customers out of your major accounts. LAMP leads your account managers through a series of steps that reveal hidden needs, identify long-term opportunities, and help you engage with your most important clients in a more productive manner. For the full Miller Heiman specification for this programme, click here

EXECUTIVE IMPACT (EI) Executive Impact is based on research by Bob Miller published in Harvard Business Review in May 2002. Executive Impact teaches sellers how to identify and adapt to the 5 decision making styles of senior executives. Executive Impact shows that many otherwise sound selling techniques are ineffective when selling to senior executives and what strategies should replace them. For full details of this Miller Heiman programme, click here

NEGOTIATE SUCCESS (NS) Very relevant in a world where customers are increasingly either supply chain or procurement experts. In this program participants are taught how to get beneath the positions of the other party and effectively create value for both. Negotiate Success makes extensive use of case studies and role plays that equip sellers with the tools to become effective negotiators. For full details of this Miller Heiman programme, click here

Eddie Smith is an accredited trainer with Miller Heiman who have lead the world in Sales Process Training since 1980.