FAQs

Deciding which course to start with, all depends on a person’s role and experience.

Beginners: for anyone new to sales support or a customer-impacting role with no prior training or experience, we recommend the Sales Essentials Program which covers the fundamentals of effective communication and selling.

Beginners in Sales & Business Development: anyone new to sales yet responsible for client growth - meeting and educating clients, handling objections, prospecting and account management, negotiating and ‘closing’ deals – we suggest jumping on to the Sales Accelerator Program which covers the core framework of modern sales techniques.

Seasoned Salespeople: anyone looking to evolve the professionalism of their sales and enhance their sales performance as the Trusted Advisor - using the latest sales, communication and business growth techniques for today’s marketplace – the advanced Sales Accelerator Program elevates results.

If you have a team of mixed abilities and experience, get them together to learn sophisticated techniques and establish a common sales framework on the comprehensive Sales Accelerator program.

Smarter Selling training programs cover fundamental and advanced consultative sales topics with immediately applicable tools on building core competencies in:

1. Professional Credibility 

• Positioning yourself as a Trusted Advisor
• Establishing Subject Matter Expertise
• Building Authority in Your Field

2. Sales Mindset and Performance 

• Developing a Success-Oriented Mindset
• Driving Optimal Sales Outcomes
• Mental Strategies for Peak Performance

3. Customer Understanding and Communication 

• Advanced Listening and Exploration Techniques
• Effective Questioning Strategies
• Reading Personality Styles
• Adapting Communication Approaches
• Advanced Influencing and Persuasion Skills

4. Sales Engagement Mastery 

• Understanding Buyer Motivation
• Objection Handling Techniques
• Negotiation Strategies
• Pitching and Presenting Skills

5. Sales Portfolio Management 

• Time Management for Sales Professionals
• Territory and Account Management
• Business Development Strategies
• Key Account Management
• Customer Acquisition Techniques

6. Team Development and Optimization 

• Leading High-Performance Sales Teams
• Mentoring and Coaching Strategies
• Creating Standardized Sales Processes
• Developing a Consistent Sales Language

The training fee covers a comprehensive three step process and includes extensive learning supports: pre-workshop, workshop and post workshop Smarter Selling

Academy and learning resources - enabling us to fully understand and support you, your outcomes and your goals.

Plus, all program workbooks, materials, refreshments, catered lunch, morning and afternoon teas – all you need to do is be open and curious to learn!

Smarter Selling offers a range of training programs suited to different experience levels or training goals, delivered either as public workshops or as tailored in-house corporate training, including:

Sales Essentials for Beginners
Advanced Sales Techniques
Strategic Sales Planning
Client Relationship Management

Reading Personality Styles

Business Development

Negotiation

Presenting

Smarter Selling sales courses vary in length based on content and training objectives.

Targeted sales kick-off sessions can be a day or half a day, while the more comprehensive programs run for one to three days.

The longer programs deepen learning opportunities around understanding default beliefs and behaviours with practical workshopping for improved and more effective approaches.

Smarter Selling sales courses are suitable for professionals at all levels across any industry looking to improve their client engagement and sales results:

- Salespeople: from beginners to more ‘seasoned’ and experienced sales execs
- Leaders or Business owners seeking to create and lead high-performance teams
- Customer Service Representatives
- Anyone with a client touchpoint

Whether you are a company seeking to enhance your team's performance or an individual looking to improve your sales skills, Smarter Selling’s training is designed to help you drive business growth and easily exceed your targets.

You will learn the art and science of modern sales communications, developing fundamental skills to ensure successful client conversations that establish integrity, and credibility, build loyalty, and drive sales results.

The courses cover a comprehensive range of key sales topics, including:

Sales Fundamentals:

• How to Sell Effectively
• Being the Trusted Advisor
• Top 5 'Must-Have' Skills for Top Performers
• Rapport Building with Clients
• Differentiating Between Being Liked and Being Trusted

Communication and Interpersonal Skills:

• Objection Handling
• Emotional Intelligence
• Reading Personality Types
• Understanding Customer Needs
• Persuasion and Influence Techniques
• Negotiation Strategies

Business and Sales Development:

• Business Development
• Account Development
• Presenting and Pitching
• Sales Psychology and Mindset Development
• Closing Deals Effectively

Leadership Development:

• Emerging Leaders: Coaching and Mentoring
• Leadership Presenting Skills
• Extended DISC Assessment
• How to Be an Effective Leader
• Situational Leadership

Begin with a free consultation where we discover what will be right for you and your business.
We'll discuss your unique situation, including factors like:

Your business goals and challenges
Your customer journey and key touchpoints
Your products or services, including strengths and obstacles
Your team's current engagement and performance needs

Based on this understanding, we'll then recommend the best training path for your / your team’s development.
Options could include: 

-A fully customised program designed specifically for your business
-Our comprehensive sales performance enhancement workshops
-A combined approach of a core program on key topics plus tailored ‘focus area extender’ coaching sessions

Contact us today to schedule your free consultation and find the right sales training solution for you or your team.

Smarter Selling offers different flexible training options depending on your learning preference or location.

In-person training: Join and network with other professionals in practical, interactive, face-to-face workshops scheduled regularly in Sydney and Melbourne.

Online Academy: Access our comprehensive programs on the virtual platform featuring self-paced courses for those who like to learn in their own time, at their own pace.

Blended Learning: Combine the self-paced online lessons with video conference coaching sessions.  This format helps refine and stretch your skills through live virtual coaching.

Each option includes full access to the multiple learning points and resources on the Academy platform, all designed to support your development to be the best version of yourself: including regular live Masterclasses, eBooks, download guides and bonus videos.

We provide expert sales training across diverse industries including medical, construction, technology, SaaS, manufacturing, real estate, finance, and retail. Our proven approach delivers results for both B2B and B2C sales teams.

While each industry faces unique challenges and opportunities, our sales methodology adapts to your specific sector needs, helping teams excel in their market environment.

The beauty of the way we run the programs is that the seasoned/advanced person will build on and extend their knowledge base whereas the newer person will learn good behaviours from the start.

Our programs benefit all skill levels:
Experienced sales professionals discover modern sales strategies and deepen their existing knowledge, while those newer to sales build strong foundations and learn best practices from the start.

This inclusive approach means teams can train together, regardless of their experience levels. Advanced team members refine and expand their expertise while newer team members develop essential skills - creating a powerful cross-learning environment for everyone.

Private company workshops are typically held during conferences or sales gatherings, where companies maximise their time together learning advanced selling techniques adapted to their product or service.

Many directors prefer their teams attend our public training 'events' - which are practical interactive sessions complete with music, breakout rooms, and workshop areas. Teams feel more invested in these programs as they get to see and recalibrate what 'great' looks like amongst other sales professionals from different industries.
It's powerful for them to realise it's not just their own company, but all companies striving to define the benchmark of success. Teams benefit from bouncing ideas and discussing others' challenges and strategies - helping put their own expectations in perspective.

A common approach is to send teams to our public Performance Enhancement Program in groups, where they together learn the seven key topics and establish a universal process and common language. Then, when specific needs arise - like a conference, product launch, new objections or competitive challenges - we conduct a focused private training day building on this foundation since everyone is now speaking the ‘same sales language’.

We understand there may be reasons someone is hesitant about training. Common concerns or beliefs may include:
-Resistance to ‘change’ and ‘evolution’, especially if current performance is ‘adequate’, thinking ‘I’m fine, I know everything already’
-Misperception that training negatively infers a ‘lack’ of knowledge or ‘skill gap’
-Discomfort at previous training experiences like being filmed or criticised
-Past training delivered by someone with limited sales experience

Our approach is different: We begin with a comprehensive pre-training process that includes and ensures every participant feels heard and valued. We carefully identify areas of interest and new techniques that will genuinely excite and engage each person, helping them embrace the training feeling open and enthusiastic.

We also partner closely with leadership teams, using a thorough pre-program process to build genuine team buy-in and ensure everyone sees the value in their development journey.

Smarter Selling training success is based on several unique factors combined:

1. Trainers’ Expertise & Sales Credibility:
   Depth of Knowledge: Each trainer brings veritable sales experience, having successfully run multiple businesses and worked in blue-chip Sales Leadership over 30 years. They are at the cutting edge of the latest way to communicate effectively.  Smarter Selling Founder, Charmaine as a recognised sales expert is a sought-after panellist and event keynote speaker for her expertise on how to sell with integrity.
   
   Coaching Success: Each trainer has extensive training experience. They know how to get the best out of everyone by creating a safe and nurturing learning environment that gets people open, and comfortably putting aside beliefs and egos. We know just the right amount of stretch for someone to embrace an idea and practice it. We vary and adapt learning styles to suit individuals. The teams’ well-being and learning are at the centre of everything we do. 

1. Practical: Smarter Selling is known for being engaging and hands-on. The programs are fully immersive with workshopping techniques, interactive Q&A, and collectively shaking out ideas.  We help someone positively rewire how they feel about their role and their potential.

1. Fun: It’s a fact, although unintentional, our programs are fun. Humour and laughter are a great leveller, and when the trainers can be open and laugh at themselves it creates an inclusive environment for others. We combine light-heartedness with comprehensive learning.

1. Quick and long-lasting results: advanced training methodology enables participants to recognise and understand their beliefs on what’s holding them back and adopt a higher level of emotional intelligence around sales.
   People shift from traditional sales to adopt a more professional, sophisticated approach where they are strategically collaborating and partnering with their clients. This mindset adjustment generates increased confidence, positive thinking and a set of behaviours. Participants emerge more proactive and motivated to help their clients. 

1. Evaluation & Process: The robust pre-training approach and set-up (understanding the company, clients and individuals) means that the training is practical and relevant.

1. Core Philosophy: Our fundamental principle is based on the ability to observe and adapt – reading clients and their buying strategies.  How to heighten emotional intelligence. How to drive performance and strive for results.

1. Care Factor: Smarter Selling Trainers are chosen for their subject expertise, and their proven abilities and care factor to ensure successful programs. Dedicated to client outcomes, they go above and beyond every time.

1. The Academy: A full suite of online resources is part of each Smarter Selling program. Participants get access to the full course, made up of succinct 3-6 minute videos plus a host of additional resources including downloadable templates, live masterclasses, podcasts and much more. Equipping individuals to continuously refine and evolve their skills.

Sales engagement and communication evolve constantly, making regular training essential for peak performance. Our key program, the Advanced Sales Accelerator, is typically attended every 12-18 months. As the marketplace and communication evolve, so does the program.
Accordingly, the sessions offer both a valuable refresher and introduce new techniques that reflect the latest in effective communication and selling.

Since participants advance significantly after their first program, returning allows them to build on their foundation while adopting emerging strategies. Beyond our core training, additional specialised courses can be taken based on individual needs - some professionals complete five courses over two months, while others spread their learning journey across 18-24 months.

Pricing can vary depending on the outcomes required, the type and duration of the program selected, the size of your team, and whether it is online or face-to-face, a public workshop or a tailored corporate course.

Contact Smarter Selling directly to discuss your program fee. The comprehensive training investment range is $8,000 while some introductory online programs start from $495 per person. 

Sales is the oxygen of any business. So, everyone who has a customer touchpoint has a ‘sales influence’ and should
attend Sales Training.

Every client interaction impacts their perception, loyalty and buying decision!

Essentially, sales training benefits everyone, including support teams who engage with their ‘internal customers’ – as ultimately everyone is actively contributing to the customer experience, sales and business success.

Yes, participants receive a certificate of completion after successfully finishing a Smarter Selling official training course. This can serve as a valuable addition to your professional qualifications.

You can enrol in a course via Smarter Selling’s website. To know which is the best program for you and your goals, contact us directly to discuss your situation and needs. 

Absolutely. Smarter Selling offers customised training solutions that are tailored to address the specific sales challenges and objectives of your team and company.

Chat to our team so we can find out more about your training needs and goals.

There is no student limit at our programs.

Public workshops, depending on the course will typically have 15-25 participants.

Company programs are whatever size your team is, be it 8-200 people. 

Keynotes and speaking events might be to audience sizes exceeding 1000.

We do a range of pre-assessments depending on your goals, team and the program.

Generally, there is no prerequisite for our training courses. In some cases, to facilitate best learning outcomes, we may recommend completing a few “pre-lessons” (20minutes) to get up to speed on a certain key area before doing the program.

Active leadership involvement is the cornerstone for effective and successful sales training. Directors can mistakenly believe training alone will ‘fix’ and generate miraculous transformation.

Success happens when leaders are fully immersed in the sales team, recognising that sales is the oxygen of the business, the engine room that drives growth. Anyone leading, coaching, mentoring or supporting a sales team needs to know how to sell, and should continuously upgrade their own selling skills to remain current on what is relevant to convert in today’s market.

Absolutely.  Training works when executed strategically with the right training company, partnering in a comprehensive pre and post-program approach, that will shift mindset and behaviours to catapult performance.

Holistic training benefits beyond skill development will be enhanced team morale, improved teamwork, and increased confidence as the people feel cared about and invested in by the company, which will generate greater employee empowerment, job satisfaction and longevity.

Tip: Sales training success is an ongoing journey, with the business leader as the "bus driver" guiding continuous review, improvement and implementation of the learning strategies.

To select the right sales training partner that aligns with your company goals and values, heed some facts, your intuition and due diligence.

Fact-based Evaluation
Examine the training reviews (200+ recommended).
Do other business leaders’ testimonials resonate with you? Look for recent, detailed, success stories.

Intuition & Connection:
Assess the trainer’s genuine interest and attention in understanding your business and outcomes to ably articulate and educate you with relevant growth strategies and programs.

Due Diligence:
Attend masterclasses or other events to sense a rapport and gauge their training style. 

Our regular public workshops are held in Sydney and Melbourne, in centrally located and easily accessible locations, close to transport and accommodation.

Sydney:

Adina Apartments, 359 Crown Street, Surry Hills, NSW 2010

Melbourne:

Vibe Hotel, 1 Queen Street, Melbourne VIC 3000

Lots of planning and organisation goes into your training program, so if you give us at least 21 days’ notice we can swiftly rebook you to a different workshop date. Or if required, a full refund. For notice less than 21 days, there is no refund.

Typically, teams attend a program together to achieve maximum performance results. By learning the same methodology, it helps teams adopt consistency and build cohesion around a common sales framework and language.

Chat to us about your team’s development pathway. To help you enhance team performance, we offer a sliding discount for multiple attendees.

Sales professionalism and the marketplace keeps evolving. We constantly train experienced salespeople, most of them with a sales background over 25 years. We are all evolving! Experienced salespeople typically start their Smarter Selling journey with the advanced Stage 2 Program: The Sales Accelerator, adopting a modern, sophisticated framework from which to continue to expand and refine their professionalism in:

Stage 3: Extended Disc (for Sales)
Stage 4: Business Development, Presenting, and Clever Negotiating
Stage 5: Sales Mastery & NLP techniques and Leadership Training

Yes absolutely. The comprehensive Sales Accelerator program and modern content is set up to appeal and cater to people starting their sales career to even the most experienced salespeople.

Most companies put their team on the same course so that everyone is consistent in their methodology and they ‘level up’ together by bouncing ideas off each other.

Absolutely, manager sales training attendance ensures team success. By attending, managers are positively demonstrating to the team :

a ) we are all ‘open to learning’ and evolving
b) validation and recognition of sales as a profession
c) support and team cohesion for a common language and sales framework

By joining the team training, managers become more aware of team’s abilities and more empowered on how to support and embed those learnings back in the office.

Yes, we can tailor a training program for you. Smarter Selling specialises in creating customised in-house team training programs. We work with many organisations across diverse industries to develop unique training workshops and resources that align perfectly to their business goals and sales process.

We study and review your business, team, and client touch points – conducting a thorough analysis of where you are and where you need to be.

We then create a training program that exceeds your goals.

Contact our team directly to discuss your team and training needs..

By definition, the first person a client speaks to in any business holds the critical role as the ‘Director of First Impressions”! So, it is vital for everyone with a ‘client touch point’ or who has an influence on shaping customer’s experience and perception of your business, to attend sales training.

Training helps everyone understand the value and worth they bring to the business and client: how to build trust and transport rapport, how to engage meaningfully using the right language, and be helpful whilst being commercially savvy.

And from the client’s point of view, your team appear professional and credible across the board with shared values, consistently delivering customer service excellence.

Stage One: Sales Essentials helps everyone with any client engagement learn the foundation of sales and importance of customer service excellence.

Stage Two: Sales Accelerator jointly helps inside sales and sales support teams together with the Sales team, understand the significant phases of the customer
sales journey.

.