The Academy
Online Sales & Leadership courses
Helping Sales Professionals Advance their Skills
The Academy provides you with the right tools, strategy and techniques you need to be successful.
Learn how to shift limiting beliefs, build trust in yourself, your solution, and approach every interaction with confidence and certainty.
Be upskilled, inspired, and motivated.
Become the Trusted Advisor.
Take a sneak peek at what to expect inside the Academy
Including:
- Over 400 Expert-Led Videos
- Bite-sized lessons that can be applied immediately
- Practical frameworks, worksheets, scripts, and templates
- Develop the skills to influence with integrity
- Learn a solid framework on how to sell with integrity and authenticity
Key insights around selling
› Trusted Advisor
› Observing & Adapting
› The Customer is Not You
› What is Selling?
› Bringing the Sale Forward
› Questions
› Language
♦ Sales 101
Outstanding customer experience
› Build rapport
› Trust
› Manage & exceed client expectations
› Listening
› Empathy
› Reading others
› Power of language
› Serving challenging customers
› Telephone skills
› Communication
› Engaging customers
› Beliefs
› Mindset
› Projection
› Accountability
› Educating & guiding
› Positive interactions
› Complaint handling
› Problem solving
› Emotional Intelligence
The fundamentals of modern sales
› Communication
› Questions
› Phone techniques
› Commercial conversations
› Building
relationships
› Energy
› Mindset
› Listening
› Engaging customers
› Professional acumen
› Control the conversation
› Assertion
› How to sell
› Understanding the buyer
› Reading each situation
› Converting & closing
› Confidence & certainty
♦ Subject Matter Expert
Sophisticated selling techniques
› Trusted Advisor
› Mindset
› Be a business partner
› Commercially minded
› Beliefs
› Assumptions
› Exploration
› Questions
› Listening
› Objections
› Negotiation
› Business Development
› Account
› Development
› Presenting
› Upsell / Cross-sell
› Buyer behaviour
› Following up
› Converting & closing
♦ Speed read others
Understand Personality Styles styles to improve communication
Identify:
› Your own default style for increased self-awareness
› Your colleagues’ & clients’ styles for better collaboration
Understand:
› Different ways people think, act, and communicate
› Speed-reading communication styles
› Adapting your approach for stronger impact and results (emails, meetings, presentations)
› Individual motivators (teams, clients)
♦ Driving Growth
Strategic Business Development for Account Growth & Acquisition
› Winning traits of successful business development professional
› Key steps for an actionable business development plan
› Prospecting & existing customer development
› Selling without ‘selling’
› Pre-suasion & influence: selling ‘ahead’
› Value propositions
› Qualifying prospects
› Follow up: purpose & timing
› Referrals: turning one into many
› Effective networking
› Building EI
› Linkedin optimisation
Skilfully handle ‘on-the-spot’, planned and complex negotiations
› How to plan a skilful negotiation
› Choosing the best strategy
› Using team strengths
› Spotting key tactics others use and practical counters that keep you in control
› Controlling the whole process to ensure you maintain a positive relationship
› Assertion
› 360 Negotiation immersion:
planning, openings, tactics, power shifts, persuasion, process, control, and relationship management skills
› Win Win
♦ Commercially minded
Be a specialist
› Exploration
› Questions
› Understanding
› Care factor
› Being the Trusted
Advisor
› Telephone skills
› Certainty
› Customer Service
Excellence
› Commercially minded
› Listening
› Objections
› Educating
› Signing up
♦ Commercially minded
Educate your client
› Exploration
› Questions
› Understanding
› Care factor
› Being the Trusted
Advisor
› Telephone skills
› Voice
› Certainty
› Customer Service Excellence
› Commercially minded
› Listening
› Objections
› Educating
› signing up
♦ Commercial smarts
♦ Read the customer
Wow your client
› Welcome your client
› Value
› Emotional
Purchase
› The vision
› Why your store?
› Customer experience
› Expertise and excellence
› The level of care
› Wow factor
› Customer profile
LUXURY RETAIL
› Extension of the brand
› Passion
› Elevate the brand
♦ Presell
Subject matter expert
› Being the Trusted Advisor
› Exploration
› Speed to enquiry
› What the client wants
› Understanding others
› Rapport
› What to say
› Qualifying
› Building
Relationships
› Pricing
› Call out fee
› Competition
Know how people tick
› Motivating different personality styles
› Advanced people management – speed reading behaviours
› Leveraging and managing team dynamics: strengths and differences
› Easily grow and develop your team
› Adapting your communication style for better relationships and outcomes
♦ Put forward your centre as the centre of choice
Centre of Choice
› Tours that convert
› Trusted Advisor
› Observing & Adapting
› The Customer is not You
› Questions
› Language
› Transfering Rapport
› Director of First Impresssions
Sales Courses
Specialised Courses
Simon McKenzie
National Sales Manager Burwell
★ ★ ★ ★ ★
We have just had two days with Charmaine, it was dynamic, motivational, and highly useful. She spent time with me and the other leaders to find out how she can can best tailor a...
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program to suit our needs. The team of 18 were from across Australia and the training was to upskill as well as bring a universal methodology and common language. Many of the team had years and years of experience and they stepped forward to say it was the best training they had ever had.
She certainly brings a positive energy and makes it interesting, creating lots of mini workshop moments and group work as well as inserting material on NLP, Extended Disc and other modalities to do with how we think and build trust. Reading the room and changing it up – she kept our interest the whole time.
Overall, we see ourselves as Trusted Advisors so this approach aligned with our values - and importantly the team all emerged positive and confident with a clear plan and process. Thanks Charmaine!
Simon McKenzie, National Sales Manager, Burwell
Tom Pospieszny
National People & Culture Manager
Aidacare
★ ★ ★ ★ ★
At Aidacare we believe in our customers having quality products and receiving exceptional experiences with our team. With that we take nurturing and developing our team...
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seriously. They are the coal face of our business. For over 6 years we have partnered with Charmaine from Smarter Selling who is a stand out trainer, facilitator and expert Sales, Leadership, Mindset and Communication expert.
Before the program: The thorough pre work (her team visiting our branches, engaging with our leaders about focus areas, outcomes and where to bring value) demonstrated the high care factor and attention to detail.
The program: she delivered 3 exceptional, productive, practical, relevant days across 3 states and 150 people.
Content: The carefully crafted tailored Aidacare program covered a range of key skills to our leaders, brand managers and teams.
Style: This was full participation! Over 50 team members in each state were full immersed, asking questions, getting into groups, work shopping and doing lots of fun role plays to put into practice the mornings lessons.
Charmaine’s obsession: is how people learn, she knows exactly how to get attention, keep it, get you open to a point, buy into it and then practice it. It was masterful.
Outcomes: you can tell by these things how the team react, they were keen to get ‘back into the room’ at the breaks, were lapping it all up, writing lots of notes, having fun and getting tons of value.
I would say it was outstanding.
And now we are on the Academy, which I saw 18 months ago and loved – a full suite of online tools, courses, podcasts, downloadable templates, interactive section – it’s a true masterpiece in enabling the leaders to extend on their learning and use it in their branches.
Overall, Charmaine and her team are kind down to earth people, very easy to deal with, always positive and looking for solutions, professional and certainly practice what they preach.
Tom Pospieszny
National Manager People & Culture
Aidacare
Brad Harris
Regional Manager
Activated Probiotics
★ ★ ★ ★ ★
As someone who has participated in more than 20 training sessions over the years, I’ll admit I approached this one with a fair amount of scepticism. Most courses tend to...
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follow a familiar pattern and deliver little in the way of new value. However, this session with Charmaine and Smarter Selling was a standout — unlike anything I’ve experienced before.
Charmaine brought a deep understanding of our industry and the unique challenges we face. What set her apart was her ability to speak from a true partnership perspective, offering practical, actionable insights with clarity and relevance. Her approach was professional, yet accessible, and the strategies shared were immediately applicable.
The program served as an excellent reset, covering key areas such as mindset, resilience, handling objections, behavioural awareness, adaptability, forward thinking, and strategic planning.
Charmaine's delivery style is truly one of a kind. She brings contagious energy to the room, creating an environment that’s both light-hearted and safe, which encouraged genuine engagement and open discussion. The session was dynamic, highly interactive, and filled with meaningful workshopping. The day moved quickly, and our workbooks were filled with tangible takeaways by the end.
She welcomed every question and responded thoughtfully, making sure each participant felt heard. The team left the session energised and motivated — not only to champion our brands, but also to take a more proactive and strategic approach in supporting our clients and partners.
There was a noticeable shift in how the team now approaches challenges — reframing them as opportunities to educate and add value. Most importantly, they now have the tools to make it easier for our pharmacists and practitioners to confidently recommend our products to patients.
A truly worthwhile investment in both capability development and team morale. I would highly recommend this training to any organisation seeking to build commercial acumen, elevate team performance, and foster a growth mindset.
Brad Harris
Regional Manager
Activated Probiotics